Salesforce Partner Program for ISV Partners
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This document summarizes Salesforce's new Partner Program for ISV Partners, which aims to provide more transparency, clarity, and standardized benefits. Key aspects include: 1. A new tiering structure (Registered, Silver, Gold, Platinum) that provides increasing benefits based on annual contract value. 2. Simplified and standardized technology access, development support, marketing support, and go-to-market resources across tiers. 3. An implementation timeline over June-October 2015 for partners to comply with the new program.
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Salesforce Partner Program for ISV Partners
- 1. Salesforce Partner Program for ISV Partners June 2015
- 2. โโฏSafe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward- looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could di๏ฌer materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other ๏ฌnancial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. โโฏThe risks and uncertainties referred to above include - but are not limited to - risks associated with our new business model; our past operating losses; possible ๏ฌuctuations in our operating results and rate of growth; interruptions or delays in our Web hosting; breach of our security measures; the immature market in which we operate; our relatively limited operating history; our ability to expand, retain, and motivate our employees and manage our growth; risks associated with new releases of our service; and risks associated with selling to larger enterprise customers. Further information on potential factors that could a๏ฌect the ๏ฌnancial results of salesforce.com, inc. are included in our registration statement (on Form S-1) and in other ๏ฌlings with the Securities and Exchange Commission. These documents are available on the SEC Filings section of this Web site. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements. Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Safe Harbor Statement* *also review your Partner Non-Disclosure Agreement (NDA)
- 3. Partner Community โโฏYour one-stop shop for information, education, & collaboration http://p.force.com/isvprogram โขโฏ New ISV program details โขโฏ App Academy program training for all ISVs โขโฏ Collaborate with program sta๏ฌ & other partners โขโฏ Webinars โขโฏ O๏ฌce Hours โขโฏ New resources โขโฏ Support
- 4. Overview
- 5. Nine Year History of Success 2m+ Installs 20152006 AppsontheAppExchange 1m Installs IPO AppExchange Launches $1.4b+ partner revenue 3m+ Installs
- 6. A Cloud Platform for Building App Businesses A Partner Program for Developers to Large Software Companies Europeโs 2nd Biggest Software Company New Business Model New Technology Model
- 7. The Salesforce Partner Program โโฏWorldโs Leading Cloud Partner Program ISVs Consulting Partners Resellers Digital Agencies Partner Community Partner Operations Partner Marketing Partner Development
- 8. New Technology & Bene๏ฌts Simpli๏ฌed Programs The Explosive Growth of Our ISVs Requires New Program Partner Tiers 2 31
- 9. New Program Tiering Overview $1M+ $200K+ - $1M Gold Silver$30K+ - $200K <$30K Platinum Registered Partner Contribution ISV Tier More Sponsorship Opportunities Dedicated Partner Account Manager Executive Sponsorship, Designated Marketing Alignment General Support, Online Community Key Bene๏ฌt โโฏObjective Measures + Strategic Value Considerations
- 10. 10% 20% 30% PNR Simpli๏ฌed, consistent, revenue sharing model Technology GTM Marketing Development ISVForce โชโฏBuilt on Force.com โชโฏUses Salesforce CRM โชโฏSold to Salesforce customers Technology GTM Marketing Development Old Model New Model GTM Marketing Development Technology 25% OEM โชโฏBuilt on Force.com โชโฏDoes not use CRM objects โชโฏSold to all customers Standardized Program โชโฏPricing & bene๏ฌts not dependent on licensing type โชโฏConsistent pricing across ISVs of all tiers 25% 15%
- 12. Partner Program for ISV Partners โ Key Bene๏ฌts Tiering structure enables us to provide marketing/technical resources to top performing partners 4 We are evolving the ISV program to provide more transparency and clarity2 We are going to be more predictable in the bene๏ฌts that we provide our partners3 We are simplifying and standardizing our program o๏ฌerings1
- 13. Tier Free Registered Silver Gold Platinum Minimum ACV Attainment - None $30K $200K $1M+ Technology Access Technical Enablement Self-Service Pre-Sales, Webinars, O๏ฌce Hours Pre-Sales and Post-Sales Pre-Sales and Post-Sales Pre-Sales and Post-Sales Marketing Support AppExchange Listing AppExchange Listing, Webinars, O๏ฌce Hours Access to AMP AppExchange Listing Access to AMP AppExchange Listing Access to AMP AppExchange Listing Access to AMP PR Promotion Designated Mktg Support Go-To-Market Resources Self-Service Limited PAM Support Full PAM Support Full PAM Support Business Reviews Partner Success Support Full PAM Support Business Reviews Partner Success Support AE Promotion Additional Paid Features: Designated Technical Enablement, Partner Developer Support, Partner Premier, ISV Program Architect, Designated Partner Success Manager Partner Bene๏ฌts Increase With Tiering Option for strategic partnership available
- 14. Technology Access Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M ย ย ย ย ย ย TECHNOLOGY ACCESS Force.com Developer Edition Org with Lightning โ โ โ โ โ Lighting UI Component Framework โ โ โ โ โ Work๏ฌows and Logic โ โ โ โ โ REST & SOAP APIs โ โ โ โ โ Mobile Services โ โ โ โ โ Identity Services โ โ โ โ โ App Analytics โ โ โ โ โ Code packaging and protection โ โ โ โ โ Licensing & Trial Management โ โ โ โ โ Subscriber Support Services โ โ โ โ โ Monthly O๏ฌce Hours โ โ โ โ โ App doesn't count against customer org limits โ โ โ โ โ AppExchange Store Builder โ โ โ โ โ Development & Test Environments โ โ โ โ โ Pre-Release Environments โ โ โ โ โ 2 Free CRM Licenses for Business Org โ โ โ โ โ Sell Your App to Group and Professional Edition (API Token) โ โ โ โขโฏ Heroku for ISV Partners ย โ โ โ โ Desk.com for ISV Partners ย โ โ โ โ New and/or Improved ISV Tier Features and Bene๏ฌts
- 15. Development Support Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M ย ย ย ย DEVELOPMENT SUPPORT Welcome Kit โ โ โ โ โ Security Review Prep O๏ฌce Hours โ โ โ โ โ Online Product Training (Premier Training equivalent) โ โ โ โ โ Pre-release Roadmap Review โ โ โ โ โ Onboarding Resources ย โ โ โ โ Designated Technical Enablement ย ย โ โ โ Application Security Review โ $ $ $ $ Partner Developer Support (20 Case Pack) $ $ $ $ $ Partner Premier $ $ $ $ $ ISV Program Architect ย ย ย ย $ New and/or Improved ISV Tier Features and Bene๏ฌts
- 16. Marketing Support Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M ย ย ย ย MARKETING SUPPORT AppExchange Listing โ โ โ โ โ AppExchange Listing Analytics โ โ โ โ โ Access to the Partner Community โ โ โ โ โ Partner Marketing Power Hours โ โ โ โ โ Eligibility for AppExchange Marketing Program ย โ โ โ โ Customer Story SlideShare ย ย ย ย โ Designated Salesforce Marketing Lead ย ย ย ย โ Consideration for Platinum+ Dreamforce Sponsorship Levels ย ย ย ย โ Prioritized PR Approvals ย ย ย ย โ New and/or Improved ISV Tier Features and Bene๏ฌts
- 17. Go-to-Market Support Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M GO-TO-MARKET RESOURCES App Academy and Roadmap Webinars โ โ โ โ โ Access to Partner Community Support Groups โ โ โ โ โ Expert Success Series โขโฏ โ โ โ Designated Partner Account Manager โ โ โ โ Dedicated Partner Account Manager Support โ โ โ Designated Partner Success Manager โ โ Business/Product Reviews โ โ Executive Sponsorship โ Eligibility for nextlevel** $ Dedicated Partner Success Manager $ New and/or Improved ** For Platinum and Partners currently in the Program ISV Tier Features and Bene๏ฌts
- 18. Timeline
- 19. 6/16 10/1 Program Announcement Partner Community Resources http://p.force.com/ isvprogram Timeline for New ISV Program New ISV Program Go-Live 8/1 Initial Partner Tiering Completed Partner Forum (NYC) Onsite ISV Program O๏ฌce Hours Partners will be required to be in compliance with the new program June July August September-October 7/1 Partner Community O๏ฌce Hours (9am PT) 7/9 Partner Roadmap Webinar: New ISV Program Changes Partner News๏ฌash 6/11 Partner Quarterly Update Webinar w/ Tyler Prince Compliance Date
- 20. Thank you