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The program offers three partnership tiers based on your commitment and the maturation of your
salesforce.com business: Global Strategic, Platinum, Gold, and Silver. All partners are enrolled in the
Salesforce.com Cloud Alliance Partner Program at the level that corresponds to their current standing
with the program criteria. All partners who do not achieve the minimum program criteria will be
classified as Registered until they reach a tier status:
Level
Requirement
Global Strategic Level represents strategic partners with global presence and top
account influence (by invitation only)
Silver Tier
Registered
Program
Features
1.
2.
3.
Enablement
Sales support
Marketing
support
4.
Infrastructure
Value
Generate demand
Benefits overview
Each level of the Salesforce.com Cloud Alliance Partner Program offers unique benefits designed to help grow your
business. As a member of the program, you have immediate access to a wide range of benefits in your country based
on your partner level.
General
Program Benefits
Registered Silver Tier
Gold Tier
Platinum &
Global Strategic
Tier
Partner management
Enablement
Cloud implementation knowledge
base
Two free SFDC licenses for internal
use
Partner Basic & Premier Support
Marketing
General Marketing Support
Demand-generation tools
MDF
PR Promotion
Sales
Referral Incentives
Program criteria
JP
UK
AU
CA
DE
FR
NL
Sourced ACV1
3M
2M
1.5M
500K
500K
750K
750K
500K
Influenced ACV
9M
6M
4.5M
1.5M
1.5M
2M
2M
1.5M
Certified Individuals2
100
50
45
20
20
20
20
20
Technical Architects
CSAT
8.4
Customer Stories
10
JP
UK
AU
CA
DE
FR
NL
G2
G3
Sourced ACV1,3
1M
500K
300K
200K
300k
300K
300K
200K
100K
100K
Influenced ACV3
3M
1.5M
900K
600K
900K
900K
900K
600K
300K
300K
Certified Individuals2
50
25
15
15
15
15
15
15
10
10
8.4
CSAT
Customer Stories
United States
Other Countries
75K
50K
10
5
8.4
1. Sourced Revenue commitments vary by Region and are subject to change.2. Platinum and Gold partners can meet country
certification requirement by applying certifications attained by offshore resources to any country if they meet the following
qualifications:
Criteria
Definition
Sourced Revenue
Technical Architect
CSAT
Customer Stories
Program advancement
Partners need to meet the criteria listed in each of the criteria categories for their region in their desired tier. We will
evaluate where partners sit against the criteria on a monthly basis throughout the year. If a partner reaches the
criteria for a higher tier, we will advance partners on a quarterly basis.
Administration of the Salesforce.com Cloud Alliance Partner Program is at the full discretion of the salesforce.com
alliances leadership team.
Who Qualifies?
F ina ncia l
S erv ices
Com m s /
Media
In addition to requiring Cloud Alliance Silver status or above, the qualification criteria for a Fullforce Master or
Certified Fullforce Solution is focused on sales and delivery capabilities and demonstration of customer success. A
comprehensive list of criteria, as well as an assessment tools to verify your qualifications, can be found on the
Partner Portal.
The first step to becoming a successful Salesforce.com Cloud Alliance Partner is to learn our products.
Salesforce.com offers a variety of product training programs to help you deliver flawless customer
deployments. In fact, we believe certification is so indispensable to your customers success that we make
it a requirement of the program.
Salesforce.com Certification Salesforce.com offers the worlds first cloud-computing certification
program, supported by four role-based tracks: Administrators, Developers, Cloud-specific Consultants,
and Technical Architects. For each tier, candidates must follow a rigorous course of study as well as
pass a certification exam. Earning a credential from salesforce.com not only provides your team with
the skills and confidence to take full advantage of our technologies, but its used by customers and
salesforce.com alike to evaluate your teams experience.
Today, Salesforce.com Cloud Alliance Partners are required to have a minimum number of
certifications based on your membership tier. Details around the specific criteria by tier can be found
in the Requirements section of this document.
NEW: Technical Architect Vouchers Global Strategic and Platinum Partners will be provided
vouchers to support their attainment of salesforce.com Technical Architect Certification.
Volume discounts on certifications As the Salesforce product portfolio continues to expand, the
volume and scope of salesforce.com implementations are growing rapidly as well. To help partners
address this growing demand, the Salesforce.com Cloud Alliance Program offers Gold, Platinum, and
Global Strategic partners a volume-based discount to alleviate the associated certification exam costs.
To access this benefit, please submit a case on the Partner Portal or contact your Partner Account
Manager.
Training delivery options From online to instructor-led, salesforce.com training delivery options
give you the flexibility to build a training plan that meets the specific learning needs of your
organization:
Online product training Your team members and new consultants can get up to speed
through our self-paced online courses, eliminating costly travel expenses and time away
from billable customer engagements. Courses are organized by role so your consultants
can easily locate the appropriate training for their individual needs.
To help you save money and administer training for your team, we offer subscriptionbased Premier Training, which gives your staff unlimited access to our large catalog of
self-paced online courses as well as discounts on instructor-led courses.
Public, instructor-led courses Offered in a classroom setting, these courses are led by
Salesforce experts who guide you through hands-on exercises, and share examples from a
wide range of successful implementation projects. You can start with the fundamentals
Administrative and Implementation Essentialsor jump to the coursework that best fits
your knowledge and experience. Instructor-led courses are offered throughout the year.
Find the current schedule on the online salesforce.com course catalog:
http://www.salesforce.com/services-training/training_certification/course_catalog.jsp
Salesforce University for Partners (Previously known as Partner Academy) Take up to a two-day
session combining presentations from Partner Productivity Managers, Solution Experts and local sales
teams. Practice development sessions are targeted for business development professionals focused on
Salesforce best practices, staff development, and sales effectiveness. The Technical Certification
Workshops focus on preparation for the cloud-specific certifications or the Technical Architect
certification.
Staying current with salesforce.com We provide three releases a year and as a result, our cloud app
is constantly evolving. New training is available free online with every release. Members of our partner
community can also participate in periodic product briefings. These training and briefing sessions cover
changes and enhancements being made to our entire product portfoliogiving you exclusive insights
that can be critical to your continued success as a salesforce.com partner.
Resources to foster collaboration
The cloud shifts the focus from installation to customer adoption and satisfaction, requiring ongoing
engagement and tight collaboration between the vendor and the partner. As a salesforce.com Cloud
Alliance Partner Program member, you have access to a range of tools, Salesforce insights, and best
practices to support you through the different phases of a customer project.
The Cloud Alliance Partner Resource Guide on the Partner Portal This guide directs you to all of
your partnership administration tools, as well as a rich set of technical reference materials and
implementation resources that help your team members deliver flawless customer deployments.
New: Check out the new and improved design and learn how to easily request your benefits with a
click of a button.
Monthly Sharing Success Webinar series Produced by our salesforce.com Productivity and
Partner Programs teams, this interactive series covers all aspects of implementation and partner selling
success.
NEW: Partner Welcome Kit - Available on the portal, the welcome kit offers a set of resources to
help partners get started with The Cloud Alliance Program.
NEW: Bi-weekly Program Office Hours - All partners are invited to attend bi-monthly office hour
sessions to get answers to questions on the partner program.
NEW: Partner Forum - Join Salesforce executives, product leaders, and other experts form the Cloud
Alliance Partner community for a full-day program designed to inspire customer transformation and
Salesforce innovation. (Participation limited to those individuals with at least one of the following
certifications: Sales Cloud, Service Cloud, or Advanced Developer)
NEW: Monthly Partner Onboarding Webinars - Partners can participate in monthly webinars to
help with the onboarding process. Learn how to navigate the partner portal, register a project, publish a
listing on Appexchange, and more!
Sales kits by product Sales Cloud, Service Cloud, the Platform, and Chatter. Youll find first-call
decks, demos, datasheets, whitepapers, FAQs, a list of top discovery questions, and much more in one
place.
Cloud Packages Global Strategic, Platinum, and Gold partners have access to a comprehensive set of
resources that span the entire life cycle of a project, from discovery to implementation. The packages
leverage assets initially developed for Salesforce Sales, Pre-Sales and Services teams. Content is
available in its original format for re-use under salesforce.com branding guidelines.
Contents may include:
Discovery documents
Scoping documents
Implementation guides
Make a request through your Partner Account Manager or submit a case through the partner portal for
any of these Cloud Packages.
Developer Force Get started with Force.com, the leading cloud-computing platform for custom
application development. As Salesforce.com Cloud Alliance Partner, you can join Developer Force and
gain access to a free Developer Edition environment plus self-guided tutorials, toolkits, and
downloadable reference books on Force.com fundamentals and advanced techniques.
Community discussion boards Discuss your concerns and connect with the community. We offer
technically oriented boards around Force.com development, including specific technologies such as
Force.com code (Apex), Force.com pages (Visualforce), Force.com sites, Java, .NET, and much more.
We also offer general boards that cover a wide range of topics to consultants, including Salesforce best
practices, desktop integration, and product discussions.
Test and demo orgs Test new technologies, create customized demos, and develop proofs of concept
for your prospects and customers. All editions are available from the partner portal.
Formal technical support Include Salesforce.com Basic Support as well as access to our new Partner
Premier Success Plan:
Online case submission with 2-day initial response time for all case types and
severities.
For Severity 1 cases, support is available 24/7 via phone and the Partner
Portal; Severity 1 response time is just 1 hour for cases logged via the
partner portal.
Assigned Partner Premier Support representative who serves as your single point
of contact and provides proactive case management and technical best practices.
Partner Premier Success review: a review of your cases, escalations, and resource
usage to make sure youre fully using your Partner Premier subscription.
For access to this Partner Premier Success Plan benefit and/or help with technical and partner
program issues, simply login to the Partner Portal and submit a case. And if youre onsite with a
premier customer, you can also log a case on your customers behalf.
Resources to grow your business
Building awareness for your firm, marketing your services, differentiating yourself from the competition,
and generating leads: these are the building blocks of every successful organization. Being a
Salesforce.com Cloud Alliance Partner lets you position yourself as a consulting firm with strong cloudcomputing expertiseand the experience to back it up. We can help:
Joint Go-to-Market (GTM) Plans Global Strategic and Platinum partners will work directly with
their dedicated Partner Account Managers or GTM Directors to develop a set of key objectives that are
in line with each partners business needs and action plans to accomplish these objectives.
GTM plans are intended to be living documents that are co-developed, agreed upon, and reviewed
together on an ongoing basis. Key benefits of the GTM Plans include:
Clear expectations of the partnership, agreed success criteria and each others roles and
responsibilities across the value chain.
Expedient and rigorous assessments of which initiatives will provide the best return on
the resource investment.
To begin working on your GTM plan, please contact your Partner Account Manager or GTM
Director.
Joint Solution Offering Workshop - The partner will receive a one day Offering Definition
workshop (on premise or virtual) to discuss industry needed solutions and how the partnership can work
together to supply the ongoing demand.
Salesforce.com content syndication You provide a way for your website visitors to learn more about
salesforce.comand we repay you with qualified leads. Simply embed a salesforce.com free trial
button anywhere on your sitewe give you the code. When anyone coming from your site activates a
trial, well send you an email with a link to the new lead along with follow-up instructions on how to
qualify the lead for credit. Well even add the lead to your partner portal lead view.
This is a true win-win-win. Your prospective clients get valuable content from salesforce.com. In true
cloud-computing fashion, we manage the copy, images, and lead buttons. You can even choose from
multiple languages. With salesforce.com content syndication, you get the recognition of being a
salesforce.com partner, along with a list of qualified leads.
The AppExchange services and solutions marketplace As a Salesforce.com Cloud Alliance
Partner, you can market and deliver your services and solutions to the largest cloud-computing
customer audienceover 100,000 customers and counting. Listings include an overview and details of
your services, optional pricing, and customer reviews, including evaluation of quality, cost and meeting
the schedule; partner experience, number of salesforce.com certified professionals, and other experience
and satisfaction metrics; and a profilewhich you can use to augment your listing with demos, white
papers, and customer success stories.
Event sponsorships Sponsorships give you access to high-value, lead-generation opportunities and
more attention from our sales and marketing teams, the developer community, and press and analysts.
Youll find a central clearinghouse for reserving targeted sponsorships of conferences, gatherings, and
Web properties in the Go-to-Market section of the partner portal.
And more The Go-to-Market section offers a host of marketing tools and resources to help you
generate awareness and drive demand for your products and services. Youll also find PR templates,
logos, and usage guidelines that help you align with the salesforce.com brand and promote your
relationship with our company.
General resources to manage your business
Our account, lead, opportunities, and project management resources will not only help you stay
organized, but help give your organization hands-on experience with cloud-based CRM.
Executive Quarterly Business Reviews: Global Strategic, Platinum, and select Gold partners will
work closely with their Partner Account Manager or GTM Director to review the state of their
Salesforce practices and current objectives for the upcoming quarter.
Executive Partner Advisory Council Global Strategic and Platinum Partner Practice Leads will be
invited to participate in advisory councils to provide feedback to salesforce.com and the Salesforce.com
Cloud Alliance Partner Program.
Executive Briefing Conference Global Strategic and Platinum partners will be provided one
Executive Briefing Conference per year. The EBC program provides the latest information on
salesforce.com innovation and solutions, plus exclusive access to our company executives, product
leaders and industry and services experts. Contact your Partner Account Manager or GTM Director for
details.
Partner newsletter Receive regular updates on the latest program announcements, tips from
Salesforce experts, insights from your peers, info about networking events, and educational
opportunities. Keep your personal information up to date in the partner portal so that you can stay in the
know and dont miss a single edition of the salesforce.com Partner Newsflash.
Salesforce.com Certification management The certifications attained by your entire organization are
essential marketing tools to promote your skills and Salesforce expertise. Your individual team
members can easily link their completed certifications to your partner account through Webassessor,
our certification exam provider. The number of certified professionals on staff will be displayed to
prospects and customers via your AppExchange listings.
My Leads This feature lets you submit, view, and edit leads, and be eligible to earn a percentage of
the revenue for referred accounts.
My Opportunities Qualified leads are converted to new opportunities, which we tag as partnersourced and assign to an account executive, who will discuss the opportunity with you. My
Opportunities will keep you both on the same page: tracking current status, active account executive,
your role in the sale, and, once the opportunity is won, the dollar amount.
Customer Satisfaction Surveys Monitoring customer satisfaction lets you evaluate your projects
success and provides insight into your customers assessment of the value you delivered. As you
complete a customer project and enter the project end date in the portal, youre required to send out a
satisfaction survey. Your project status will not change to Completed until your customer returns the
survey. Survey results will appear within your AppExchange listings to help potential customers
evaluate your services. We also use this information internally to evaluate your performance during our
semi-annual partner reviews.
Technology innovation
2) Simplified Criteria Categories To highlight our core values, we have simplified our partner
program criteria. In FY15, we will focus on the following categories:
Sourced Revenue
Certified Individuals
CSAT
Customer Stories
3)Enhanced Benefits For FY15, we enhanced our benefit offering to help you grow your business,
including Bi-Weekly Program Office Hours, Monthly Onboarding Webinars, and ongoing
Enablement Programs (i.e. Partner Forum Roadshow to our Top 8 countries).
Q: How can I qualify for Global Strategic?
A: Global Strategic is an invite-only tier and not available to all partners.
Q: How does a partner advance through the program tiers?
A: Partners need to meet the criteria listed in each of the criteria categories for their region in their desired
tier. At the beginning of each quarter, we will conduct the Partner Evaluation Period, during which we
will evaluate all partner standings for the previous quarter. We will advance partners to the appropriate
tiers based on criteria achievement.
Q: Do existing partners need to take any action to stay in the program for FY15?
A: We will be conducting the FY14 Partner Evaluation after fiscal year end. Partners who achieved the
FY14 criteria will automatically secure their position for the same tier for 6 months. By July 31, 2014,
Partners must meet 40% of the FY15 criteria to remain in their tier for the rest of the year.
Q: What if I dont achieve the 40% of the FY15 criteria by July 31st? Will I be moved down to a
lower tier?
A: We will be recalibrating partner tiering based on achievement of 40% of FY15 criteria during the first
half of the year. If a Partner did not achieve the targets for their desired tier, they will be moved down
during the H1 Partner Evaluation scheduled for the first week of August 2014.
Q: Can I advance to the next tier outside of the quarterly evaluation period?
A: Partners can only advance during the partner evaluation period. If a partner achieves criteria for the
next tier at any point during the quarter, they will need to wait until the beginning of the next quarter for
their tier to be updated.
Q: How will I know if I qualified for advancement?
A: We will issue a Notification Welcome Letter to all partners who qualified for advancement shortly
after the Partner Evaluation Period has closed.
Q: If I was a Silver partner but didnt meet the Silver Criteria, will I be moved to Registered?
A: Yes, all Silver partners who did not achieve the Silver criteria for their specific country will move to
Registered.
Q: If I dont have a PAM, who can I contact if I have a question?
A: You can send an email to cloudalliance@salesforce.com or submit a case on the partner portal.
Q: Does Administrator Certification count towards the Certification target?
A: No. Only Sales Cloud, Service Cloud, and Developer/Advanced Developer count towards the
certification targets.
Q: If a partner only wants to focus on selling Salesforce licenses, will the Silver Tier need
certification?
A: Yes, certified individuals are required of Silver partners.
Q: Does the Cloud Alliance program include Nonprofits and Higher Education?
A: The Salesforce.com Foundation manages all Nonprofit and Higher Education opportunities. Please
contact: foundationpartners@salesforce.com.
Q: Which countries are included in Groups 1, 2 and 3?
Group 1 includes salesforce.com's top markets: United States, United Kingdom, Japan, Australia,
France, Germany, Canada, and Netherlands.
Group 2 includes countries in EMEA and APAC excluding those countries listed in Group 1.
Group 3 includes all remaining countries not included in Group 1 and 2.