2017 Cloud Partner Programs Guide Details

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Salesforce Partner Program

U.S. Headquarters1 Market Street
#300 San Francisco, CA 94105
U.S. HQ phone number4159017000
Year Company Founded1999
CEOMarc Benioff
Worldwide Channel Chief
Date Began Serving In This Role
North American Channel ChiefTyler Prince
TitleExecutive Vice President, Worldwide Alliances & Go-to-Market Innovation
Date Began Serving In This Role8/1/13
North American Cloud Channel Program ManagerVanessa Cordero
TitlePrincipal Partner Program Manager
Email Addressvcordero@salesforce.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Year Cloud Channel Program was established2009
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Salesforce created the first and biggest "born in the cloud" partner program, aligning it closely with the core tenets of the Salesforce's Customer Success Platform. The partner program allows companies to engage with Salesforce and build customer focused businesses around its cloud products, providing customers with more choices and expanding the capabilities of the core platform. We believe that our investments in our partners translates into customer success. The Consulting and Independent Software Vendor (ISV) Partner Programs offer partners access to technology, product development enablement, marketing support, and go-to-market resources all focused on a partner building a cloud centered business. Our technology model allows partners to be successful because the multi-tenant cloud model means that partners share in our trusted infrastructure, innovation in product releases three times a year, and speed in market in building apps with clicks not code. Being part of the cloud that a company's business model is focused on customer success. We provide tools for our ISV partners to make customers successful as they focus on the subscription model and increase adoption and renewal of their products. We arm our Consulting Partners with the technical aptitude and cloud product selling methodology to be trusted advisors to our customers. All Salesforce partners are tiered at strategic, platinum, gold, silver and registered levels.The tiering structure enables partners to easily understand their program level, associated benefits and path of advancement. Learn more: About the Salesforce Consulting Partner Program (Education Page) About the Salesforce ISV Partner Program (Education Page) Salesforce partners are also able to sell and distribute their apps (ISVs) or market their services (Consulting Partners) on the Salesforce AppExchange, the world's leading cloud-based business apps marketplace. Founded in 2006, the AppExchange has over 3000 partner apps.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.Access to Partner Enablement: The Partner Community, which has 50,000 active members is the one-stop shop for all partners to be able to collaborate with each other through Chatter, review education material and playbooks, and run their business by submitting deal registration and support cases. Anyone at a partner can access Trailhead, a fun, easy learning management platform, to learn about Salesforce technology. Partners also get access to bootcamps, training, and certifications that allows them to be experts in their field and product. Access to Technology: The Salesforce Platform, which has been a magic quadrant leader by Gartner for 3 years in a row. In addition to developing and managing core functionality, like identity, workflow rules, and reporting, Salesforce enables partners to take advantage of future platform innovation with minimal investment by the partner. For example, past innovation has included social, mobile, and artificial intelligence capabilities developed by Salesforce and embedded into the platform. The developer tools that partners have access to allows them to spin up developer orgs at scale and demo their products or solutions to customers. Access to the AppExchange: The AppExchange the #1 cloud business marketplace where partners can market and sell their apps and services to customers all around the world. The AppExchange is tool for partners to be able to reach the ecosystem of Salesforce customers. Salesforce has been named Innovator of the Decade by Forbes, and partners share in this success and build components, smart data sets, and artificial intelligence and list these on the AppExchange.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?1700+ Consulting Partners, 700+ ISVs
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Cloud Applications/SW
Cloud Platforms (PaaS)
In what areas does your company currently have a Public Cloud Service?
Cloud Applications/SW
Cloud Platforms (PaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as agents
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Sales playbooks or prospecting guides for cloud solutions
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Partner Events
Partner Marketing Training
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Internal-use product or licenses (discounted or free)
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?No
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?Yes
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Certified/accredited sales staff
Technical certification requirements
Legal Due Dilligence Requirement (All), Program Agreement (All), Security Review (ISV), Revenue Agreement (ISV)
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