2. Safe 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 differ 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 financial 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.
The risks and uncertainties referred to above include - but are
not limited to - risks associated with our new business model;
our past operating losses; possible fluctuations 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
affect the financial results of salesforce.com, inc. are included
in our registration statement (on Form S-1) and in other filings
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
Your one-stop shop for information, education, & collaboration
http://p.force.com/isvprogram
• New ISV program details
• App Academy program training for all ISVs
• Collaborate with program staff & other
partners
• Webinars
• Office Hours
• New resources
• Support
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
Europe’s 2nd Biggest
Software Company
New Business Model
New Technology Model
7. The Salesforce Partner Program
World’s Leading Cloud Partner Program
ISVs
Consulting
Partners
Resellers
Digital
Agencies
Partner Community
Partner
Operations
Partner
Marketing
Partner
Development
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 Benefit
Objective Measures + Strategic Value Considerations
10. 10%
20%
30%
PNR
Simplified, consistent, revenue sharing model
Technology
GTM
Marketing
Development
ISVForce
▪ Built on Force.com
▪ Uses Salesforce CRM
▪ Sold to Salesforce
customers
Technology
GTM
Marketing
Development
Old Model New Model
GTM
Marketing
Development
Technology
25%
OEM
▪ Built on Force.com
▪ Does not use CRM objects
▪ Sold to all customers
Standardized Program
▪ Pricing & benefits not dependent on
licensing type
▪ Consistent pricing across ISVs of all tiers
25%
15%
12. Partner Program for ISV Partners – Key Benefits
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 benefits that we provide our partners3
We are simplifying and standardizing our program offerings1
13. Tier Free Registered Silver Gold Platinum
Minimum ACV
Attainment
- None $30K $200K $1M+
Technology
Access
Technical
Enablement
Self-Service
Pre-Sales, Webinars,
Office Hours
Pre-Sales and
Post-Sales
Pre-Sales and
Post-Sales
Pre-Sales and
Post-Sales
Marketing
Support
AppExchange Listing
AppExchange Listing,
Webinars, Office 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 Benefits 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
TECHNOLOGY ACCESS
Force.com Developer Edition Org with Lightning ● ● ● ● ●
Lighting UI Component Framework ● ● ● ● ●
Workflows and Logic ● ● ● ● ●
REST & SOAP APIs ● ● ● ● ●
Mobile Services ● ● ● ● ●
Identity Services ● ● ● ● ●
App Analytics ● ● ● ● ●
Code packaging and protection ● ● ● ● ●
Licensing & Trial Management ● ● ● ● ●
Subscriber Support Services ● ● ● ● ●
Monthly Office Hours ● ● ● ● ●
App doesn't count against customer org limits ● ● ● ● ●
AppExchange Store Builder ● ● ● ● ●
Development & Test Environments ● ● ● ● ●
Pre-Release Environments ● ● ● ● ●
2 Free CRM Licenses for Business Org ● ● ● ● ●
Sell Your App to Group and Professional Edition (API Token) ● ● ● •
Heroku for ISV Partners ● ● ● ●
Desk.com for ISV Partners ● ● ● ●
New and/or Improved
ISV Tier Features and Benefits
15. Development Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
DEVELOPMENT SUPPORT
Welcome Kit ● ● ● ● ●
Security Review Prep Office Hours ● ● ● ● ●
Online Product Training (Premier Training equivalent) ● ● ● ● ●
Pre-release Roadmap Review ● ● ● ● ●
Onboarding Resources ● ● ● ●
Designated Technical Enablement ● ● ●
Application Security Review ● $ $ $ $
Partner Developer Support (20 Case Pack) $ $ $ $ $
Partner Premier $ $ $ $ $
ISV Program Architect $
New and/or Improved
ISV Tier Features and Benefits
16. Marketing Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
MARKETING SUPPORT
AppExchange Listing ● ● ● ● ●
AppExchange Listing Analytics ● ● ● ● ●
Access to the Partner Community ● ● ● ● ●
Partner Marketing Power Hours ● ● ● ● ●
Eligibility for AppExchange Marketing Program ● ● ● ●
Customer Story SlideShare ●
Designated Salesforce Marketing Lead ●
Consideration for Platinum+ Dreamforce Sponsorship Levels ●
Prioritized PR Approvals ●
New and/or Improved
ISV Tier Features and Benefits
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 ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager ● ● ● ●
Dedicated Partner Account Manager Support ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews
●
●
Executive Sponsorship ●
Eligibility for nextlevel** $
Dedicated Partner Success Manager $
New and/or Improved ** For Platinum and Partners currently in the Program
ISV Tier Features and Benefits
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
Office Hours
Partners will be required to be in
compliance with the new
program
June July August September-October
7/1
Partner Community
Office Hours (9am PT)
7/9
Partner Roadmap Webinar:
New ISV Program Changes
Partner Newsflash
6/11
Partner Quarterly
Update Webinar w/
Tyler Prince
Compliance Date