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Selling To Salesforce Playbook
2015
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Playbook Use Guide
This playbook contains dozens of valuable links. Follow the steps below to
maximize this tool.

• Access Required!
1. Partner Community: go [Here] and select ‘Sign Up’. If you have trouble go [Here]
2. Online Training: sign up [Here]
Playbook 3. Partner Sales Aid: go [Here]. If you have trouble go [Here]
Use Guide

• Tip – To Return to the prior slide, right-click and choose ‘Last Slide’
• Action Item
• Download this document. You’ll be completing a cheat sheet to share with Salesforce AEs as
you move through this playbook
• Legend
These icons will take you to This is a hyperlink, it will take you
another slide in the playbook [Here] to an external website
Safe harbor
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 product or
service availability, 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 developing and delivering new functionality for our
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interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any
possible mergers and acquisitions, 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, new releases of our service and successful customer deployment, our limited history reselling non-
salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial
results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for
the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor
Information section of our Web site.

Any unreleased services or features referenced in this or other presentations, 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. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
VISION SLIDEto catch the eye of Salesforce AEs? Are you
Are you trying
frustrated by the lack of response? And, do you have a killer
app?
If those questions hit home, you’ve come to the right place.
Consider this deck the holy grail of AE matchmaking.
​We’ve designed this guide to help you understand how our AEs go to market and
what you can do to gain mindshare.
​It'll provide you with a comprehensive toolbox of resources to message effectivily
moving forward.

“ ​The following slides are full of best practices

that have been tried and tested by our top
performing partners.
Four Learning

Your Four Learning Objectives

Objectives

​Mastering these core capabilities will be integral to your success.

After working Construct a Succinct Elevator Pitch

through this
deck, you will be Understand the Salesforce Language
able to
successfully
complete the
Effectively Market to Salesforce AEs
following tasks.
Promote Wins to Drive New Business
Why
Salesforce?

Why is selling to Salesforce so important?

World’s Over

#1 100k+ $2B
Successful Customers
CRM Company Across In Revenue
- IDC All Industries

“ ​There are over 2.8K applications on the AppExchange. Building a relationship with the Salesforce
account teams is one of the most productive ways you can go about growing your business.
Learning Path – Table of Contents

​Know Your Business Network

• Know Your Customer • Networking Best Practices
• Know Your Product • Tailor Your Message
• Build Your Sales Kit • Maximize Your Resources

Know Salesforce Promote Your Win

• Know The Salesforce Language • Opportunity Management
• Learn Salesforce Products • Ensure Customer Success
• Org Structure + Profiles • Use Your Win to Drive New
Business

*Go directly to a chapter by clicking the boxes above.

Part One: Know Your Business
​Can you effortlessly communicate the top three benefits of your app? Do you
understand how it fits into the Salesforce ecosystem?
​Our account teams will expect you to know your business inside and out. This
section covers the key data points that you should be aware of and be able to
talk about in terms of Salesforce. They include your product, your competitive
landscape, and your customers.
As your brain bank grows you should start putting together a sales kit to share
with our AEs, step four will help you build it.

Step ​Know your Step ​Know your Step ​Know your Step ​Build Your
01 Customer 02 Product 03 Facts 04 Sales Kit

START LEAD
 Step
01 Know Your Customer
Go here for a
​Know Your Customer sample report
template.
​Define Your Target Demographic
​ Salesforce has over 100,000 customers. Understanding, where you win, will help you target not only the right companies
but the sales reps who align with them.
​ Sharing this information will also make it easier for our AEs to recognize an opportunity when they see one. If you
narrow down the field, they’ll be far more likely to take action. We’ve included nine categories to consider below.

​Key Data Points

Mobile Annual Revenue Cloud Integration Pain Points Department

Specialties

Industries Location Employee Legacy

Count Products
 Know Your SIC
Step
01 Codes
​How to Read a SIC Code
​Know Your Customer The 1st two digits of the code identify the major
industry group, the 3rd digit identifies the industry
​Grouping By SIC Code group and the 4th digit identifies the industry.
​There’s a good chance that your application is trending in
certain sectors.
SIC Code Industry Breakdown
​Looking for patterns in the SIC codes of your existing
customers can shed light on the types of companies who are EXAMPLE
most likely to purchase your solution. Division 20-39 Manufacturing
ACTIVITY:
Major Group 25 Furniture + Fixtures
1. Group your customers by SIC code
2. Find customer stories + use cases that align with the Industry Group 252 Office Furniture
three biggest groups.
3. Present this information to SFDC AEs who work with Industry 2521 Wood Office Furniture
customers in that industry.

​What’s a SIC CODE?: SIC stands for Standard Industrial Classification, they’re 4-digit numerical codes assigned by the
U.S. Gov to companies to identify the primary business of the establishment. The are 11 divisions, that are divided into 83
2-digit major groups, that are further subdivided into 4156 3-digit industry groups, and finally disaggregated into 1k 4-digit
industries.
Know Your Product
Step
02
​Know Your Product
​Four key questions to ask yourself
1. Can you communicate your value proposition in a clear
and concise manner? Go [Here] for inspiration
2. Can you list three benefits that define and differentiate
what your solution does?
3. How does your product fit into our ecosystem?
• Is it a stand-alone solution?
• Does it extend the functionality of Salesforce’s core
product offerings? Example: Sales or Service Cloud
• What other applications does your product
compliment?
4. Who are your direct and indirect competitors?
​Pro tip: Successful AEs impress customers with an in-depth understanding of their businesses and industries.
Share relevant experience you or your company has in the form of winning strategies, content, and customer
success stories to help connect with your prospects.
​Competitive Analysis Exercise
Get yourself a whiteboard for this one
Start by listing out your direct competitors, and then
move on to the not so obvious ones.
• Is your application fighting for mindshare with
Salesforce solutions?
• Are our AEs retiring more ACV for inferior
competitors?
• Do customers know that your solution exists? I.e.
is your major competitor the status quo?
• Be prepared to tell us the story of your product.
Begin with a ‘pain point’ that your customers
identify with, and then tell us how your application
will save the day!
 Step
03
Know Your Facts Know Your Facts
Leverage information from the last two years of closed deals to find potential champions within
Salesforce and to better understand where you win.
• Pull your sales data from the last few years
• Ask your Salesforce partner account manager for a report if
you lack access.
• Look for patterns and connections
• Where are you trending in regards to market segments,
verticals, and territories?
• Who are the SFDC team members that align to those
customers?
• Have you worked with an SI in the past? See if they can make
introductions for you
• Run the SFDC names through LinkedIn to see if you have
connections in common
• Who do you personally know? Start building your network
• Research territories next to those where you have wins
• If you haven’t sold much in your patch, promote the
success of others in similar segments
• White Space = your golden ticket to gaining mindshare with
Salesforce AEs
• The EBU team has a dynamic list of under penetrated
accounts called the T30, and the CBU has used a list
called the Kapture 100 in years past
• Once you establish a relationship with an AE, you can
ask them directly for their whitespace customers
​Pro tip: Tap into your company’s knowledge base,
interview your coworkers on best practices, and
research on Chatter.
 Step
04 Build Your Sales
​Build Your Sales Kit Kit
During your research, you’ll come across countless data points and resources. Begin
saving the ones that clearly communicate the strengths of your application and the
partnership.

One Pagers + Decks eBooks + Videos Case Studies

• Battle cards for sales + • Collateral that defines the • Customer stories
SEs pain points and total • Specify market
• Partnership overview, addressable market segment, vertical,
Infographic example • Demo videos and company size
• White papers on use • Screen shot workflows • Customer testimonials
cases • AppExchange reviews
• First call decks
Part 1: Key Takeaways
​#1 Know Your Product: ​#4: White Space Accounts: Your Golden Ticket:
Master the ability to clearly communicate your value ​Targeting our install base means you’ll be competing with
proposition. Have three benefits of your application that thousands of ISVs for the low hanging fruit. Landing a new logo
define and differentiate your product ready to go. Understand will set you apart from the pack. You’ll be more likely to be invited
how it fits into our ecosystem. How does it improve back for additional account mapping sessions.
Salesforce functionality? Does your app integrate with and ​#5: Begin Building Your Sales Kit:
extend our core products?
​Our sales teams are inundated with information from
​#2 Competitive Analysis: Salesforce and our partners every day. Choose pieces that
​Who are your direct and indirect competitors? Our AEs make tell your company’s story through succinct messaging and
more money selling Salesforce, so if your product competes images that they can’t ignore.
in any way, you’ll have to work hard to prove its value. Be
able to differentiate your product from competitors in 2-3
bullet points. KEY RESOURCE
​#3 Know Your Customer:
How to create a strong value
​Define your customer profile so our reps can easily identify
opportunities in their patch. Don’t try to boil the ocean!
proposition: http://bit.ly/1NLuNHT
 ​
HALT!
Before moving on to the next section, complete the tasks below.

 Define your target demographic, and document your industry SIC codes
 Be able to succinctly state your application’s value proposition
 Analyze your sales data for the last two years. Look for patterns and potential
Salesforce networking targets
 At the very least, have the following in your sales kit: customer story, pitch deck,
application one pager
 Lastly: complete the ISV portion of the cheat sheet on the next slide
Sales Kit: Part 1
Download the cheat sheet template and
complete the highlighted sections
Steps:
1. Add your logo and insert the month and year
2. Add your company name next to ‘Elevator Pitch’
3. Elevator pitch - Write two to three sentences that
describe what you do and where you play
• They should be concise and conversational
4. Key results–how does your product benefit Salesforce
customers?
• In the notes area, tell us the time frame or market for
each metric
• Include metrics that will appeal to an SE and
Customer Success Manager, not just an AE
Part 2: Know Salesforce
​To successfully sell to/with Salesforce, you’ll need to speak our language.
There are oodles of resources that you can use to get up to speed on our
brand, corporate messaging, products and sales methodology. This section will
walk you through the options, outline need to know facts, and give you some
pretty cool ways of analyzing your company’s historical sales data.

Step ​Know Salesforce’s Step ​Know Salesforce’s Step ​Know Salesforce’s Step ​Know Your Key
01 Language 02 Products 03 Org Structure 03 Players

START LEAD
Know Salesforce’s
Language
Step
01
​Helpful Resources
​Know Salesforce’s Language First, get yourself to the Partner Community. It should be
your #1 resource for all things Salesforce
​Research our culture and how we go to market Here are a few links to get you started:
• Learn the Aloha Language here • Partner Sales Aid (go [Here] for access instructions)
• Be Conversational, Be Direct, Be Concise • Battle Cards, 1st Call Decks, Data Sheets, Best
Practices, Videos
• Watch this video for inspiration
• Notice how Salesforce speaks with pictures and try to
• Webinars and Events
present your story in a similar fashion. • Partner Office Hours
• Be prepared to whiteboard your elevator pitch • Join a Partner User Group
• Be able to speak to trending topics at Salesforce • Partner Newsflash
• Mobile, Analytics, Security, Customer Centricity Additional Resources to Consider:
• Dreamforce material is an excellent resource for this • Salesforce Industries
• Interested in targeting a specific vertical? Go here to • Salesforce Blog (you’ll find our eBook catalogue here)
learn about the industries that Salesforce targets • Salesforce YouTube Channel
• Familiarize yourself with our acronyms and our platform *Need help accessing the Partner Community? Go [Here].
terminology
 Step
02 Know the Salesforce Products
​Log into the Partner Community, apply for a Partner Training login, and then click the clouds below
to learn more about how we go to market
 Step
02 Know the Salesforce Products
​The Sales Cloud has four primary editions — make note of what your customers are buying

Average employee count of customers per

Sales Cloud Edition:
• Group
• Approximately: 1-100 emp
• 50% ESB, 25% SMB, some MM
• Professional
• Approximately: 21-250 emp
• Split between ESB, SMB and MM
• Enterprise
• Approximately: 100-500 emp
• 30% MM, 20% SMB, 14% GB
• Unlimited
• Mostly companies with 800+ emp
• Split between the EBU and GB
Know Salesforce’s Platform
Step
02
​Platform Benefits
​Know Salesforce’s Platform School the Salesforce team on the benefits of the platform
​As an ISV, your application has many of the same benefits that
​There are two main ISV types: OEM and ISVForce. Understand our clouds offer. Don’t hesitate to remind the Salesforce direct
which category your product falls into, and be able to speak to
the differences. AEs of that fact.

• ISVForce Apps:
• Can only sell to existing Salesforce users Performance at Unbreakable
Scale Customizations
• Extends Salesforce CRM
• Connect to standard CRM objects

• Force.com Embedded (OEM) Enterprise Multitenant

• Sell to anyone, including Salesforce users Compliance Infrastructure
• App includes a limited use Platform License
• Access to accounts + contacts objects
• Customers can NOT build and customize without buying Automatic Trusted
additional Platform capacity from Salesforce Upgrades Security
• ISV takes first line support
 Step
Know Salesforce’s
Org Structure
03

​Know Salesforce’s Org Structure

​How is our business structured? Who should you be talking to?

​Coverage Model ​CBU Vert Coverage

Our AEs are aligned by customer ​The CBU has overlays
size with overlays for some for three industries,
SAE
verticals EBU 2k Named Accounts while the EBU has
dedicated coverage for Commercial
• GB covers up to 3.5k employee the eleven industries onGB
companies, excluding Named GB 501-3.5k* emp
this page
Accounts
MM 101-500 emp MM
• Segments specific to
EMEA
SMB 21-100 emp Small
SMB
Business

ESB 1-20 emp

ESB
 Sales Org Overview
Step
03 Enterprise Business Unit 2000 Named Accounts Global Account Manager
(EBU) (10,000 + employees)

​Salesforce AMER
ECS AE

GB + SAE

​Sales Org Overview (501+ employees)

Mid Market
(101–500 employees)
Corporate Business Unit
(CBU)
SMB
(21–100 employees)

Distribution ESB
(1-20 employees)

Financial Servics
Public Business Unit
Healthcare + Life Sciences

Salesforce Industries Media + Telco

• Employees: 16,220
• 5,000 Account Executives Customer Success Retail + CPG
• 1,000 Sales Engineers Group
• HQ in San Francisco Government
• Revenue $5.3b (FY15) Alliances + Channels
Automotive
Engagement Model
Step
02
Directz Sales Customerz Success
​Salesforce’s Evaluation + Contracts Usage + Adoption

Engagement Model
for MM, CBU and
EBU Accounts Account Executive Sales Engineer
Customer Success Manager

Relationship
Sales
Contracts
Team
Add-On Licenses
Owns
New Product Demos Program Architects
RVP Co-Prime (technology expertise + thought leadership)
Cloud Specialists

Product Adoption
Customer Release Readiness
Success
Renewals
Group
Governance
Owns AVP Go To Market RVP
Customer Success Executive
Technical Escalations (Salesforce program and best practice expert)
Now, Let’s Take A
Closer Look at What
Makes the Salesforce
Players Tick
Account Executive ​Claire: AE
​Account Executive
Responsibilities
• Grow ACV through upgrades,
s new products, and
expanding into new areas of business
• Goal is to be a trusted advisor + change agent
Cares About
• $$$! CBU AEs carry a $1.3m+ annual quota
• Closing deals quickly and efficiently
• Surpassing quota every EOQ and EOY (January 31st)
• Being knowledgeable about her territory. Help our
AEs feel in control by keeping them informed.
What Does Success Look Like?
• White space penetration
• Solution selling
• New logos
• Customer retention
Sales Engineer ​Michael: SE
​Sales Engineer
Responsibilities
• Analyzing a customer’s sdata needs
• Suggesting Salesforce and ISV solutions that solve
the customer’s pain points
Cares About
• Dependable products
• Product updates and technology roadmaps
• Integration capabilities and requirements
What Does Success Look Like?
• Successfully interpret a customer’s needs and
supplying solutions that fit them
• Well versed on the particulars of ISV applications as
well as Salesforce products
CSM ​Steve: CSM
​Customer Success Manager

Responsibilities
• Increasing customer’s productivity,
s product
adoption, time to value, and ROI
• Customer-specific implementation and adoption
plans
• Detailed release planning and customer workshops
Cares About
• Growing account revenue by identifying new
product opportunities; paid only on Salesforce
products
• Introducing new departments, new use cases
What Does Success Look Like?
• Increased renewals – lower attrition
• Few red accounts
• Customer retention
RVP ​Matt: RVP
​Regional Vice President
Responsibilities
• Grow team’s ACV throughs upgrades, new products,
renewals, and expanding into new user groups
• Manage conflict within the patch
• Coach AEs on best practices
Cares About
• Growing ACV and the team’s skillset
• Finding unique ways driving new revenue with
existing and new customers
• Surpassing quota every EOQ and EOY (January 31st)
What Does Success Look Like?
• White space penetration
• Conflict resolution
• A team that’s well connected with their customers
and the Partner Community
GTM ​Jamie: GTM
​Go To Market RVP

Responsibilities
• Set partner strategy forsSalesforce account team
engagements
• Plan demand gen. activities with partners that drive
revenue
• Strategic partner account mapping
Cares About
• Partner’s historical sales data for their patch
• Existing SI and Salesforce relationships
• Easy to understand partner messaging
What Does Success Look Like?
• Working with partners who are eager to penetrate
our whitespace, speed up the deal process, and
bring in new logos
• Bringing sales + partners together for deal pursuit
Part 2: Key Takeaways
​#1 Know Salesforce:
Familiarize yourself with the Aloha Language: Be
Conversational, Be Direct, Be Concise. You’ll find it
represented throughout our collateral. It’s a major
component of our company culture.
​#2 Access The Partner Community:
​The Partner Community is a treasure trove of information,
including best practices, event notifications, and peer-to-
peer collaboration. Be sure to sign up for the Newsflash
email.
​#3 Learn Your Elevator Pitch
​2015 is the year of the whiteboard for Salesforce. AEs are
trained to give their elevator/1st call pitches without the
use of PowerPoint. We strongly recommend that you do
the same.
​#4 Be Cognizant of Our Fiscal Timeline + EOQ
Priorities:
​Our fiscal year begins on February 1. The last week of
every month is treated like it’s the end of the quarter. If you
deal is expected to close at the end of a month, quarter or
year, stay in close communication with the AE.
​#5 Get to know your Salesforce team:
​Each player on our sales team views success differently.
Make an effort to understand what makes each of them
tick. If you’re successful at being a resource for them, they’ll
be far more likely to return the favor.
KEY RESOURCE
Partner Sales Aid + Online Training:
Learn about our products + positioning.
[Here]
 ​
HALT!
Before moving on to the next section, complete the tasks below.

 Gain access to the Partner Community and the digital sales aid
 Familiarize yourself with our communication style and the platform vernacular
 Practice white-boarding your elevator pitch
 Be able to communicate how your product compliments our product clouds
 Understand where your customers falls within our market segmentation
 Familiarize yourself with the different data points that make our sales team
members tick
 Lastly: complete the partnership portion of the cheat sheet on the next slide
Sales Kit: Part 2
Download the cheat sheet template and
complete the highlighted sections

Steps:
1. Acquaint yourself with Salesforce messaging and
our products using the slides and links in this
section
2. Product Features – add 5-10 bullets on what your
product does, how it compliments our technology,
and any other need to know facts about your
application
• Which clouds are you compatible with? Sales,
Service, Marketing?
• Include talking points that will appeal to an SE and
Customer Success Manager, not just an AE
Part 3: Networking
Now it’s time to use what you’ve learned about Salesforce and your application
to engage our sales teams. In this section, we’ll provide tips on crafting
irresistible introductory emails, as well as in-depth questions that you should be
prepared to answer.
You’re probably saying to yourself, “that’s all well and good, but how do I meet
Salesforce reps in the first place?” Fret not, we’ll cover that too. Read on.

Step ​Networking Best Step ​Tailor Your Step ​Maximize Your

01 Practices 02 Message 03 Resources

START LEAD
Networking Best
Practices
Step
01
​Networking Best Practices
​Where, when and how to engage our AEs in the field
• Dreamforce + S1 World Tours: plan ahead! Take
advantage of having leadership in town and secure
customer meetings or EBC’s.
• Industry conferences: Salesforce funding of industry
events is limited. Invite our team to do joint demos and
customer meetings.
• Happy hours: they’re not great learning opportunities,
but they will get your name out there. If you host one,
be sure to follow up with the attendees and add them to
your Chatter group.
• Note: when attending an event, find out if your
customers are going and invite the corresponding
Salesfoce AE to plan a meeting with them.
​Pro tip: Find champions at Salesforce and ask them for
introductions and insight on their business needs.
​How to Hook Them Online
Get Creative, and Keep the Content Compelling
Social media
• LinkedIn [Best Practices] and Twitter
• Learn how to build the perfect social post [Here]
Chatter
• When you meet a new Salesforce contact, invite them to
your Chatter group and @mention them on a compelling
piece of collateral.
• @mention your ISV manager in the group for alignment
requests on existing opportunities. Be prepared to provide
engagement details.
• Note: Salesforce reps follow Chatter as closely as their
Instagram feed. It’s your best bet for staying relevant.
• Resource: go here for some Chatter best practices
Old fashioned email
• Include the following in your signature: cell phone, company
website, and social media handles
Introductory Messages
Step
02

​Crafting Your Introductory ​Sample Email

Message
​Focus on how the AE will benefit from working with you, then
move on to what it means to the customer.
• Connect: if you don’t have the AEs contact info, send a similar
email to your ISV account manager asking for an introduction.
Or, @mention them on Chatter.
• Email exercise: make sure you can answer the questions in this
document before reaching out to a Salesforce AE. Choose the
most compelling answers to include in your introductory email
• In short: tell the story, keep it concise, conversational, and
direct. You can use this hyperlink to help you
• Collateral Exercise: use this document to craft a FAQ sheet
specific to your patch (even if your company has provided one).
The more detail you offer the better it’ll save you time in the long
run.
• Resource: when an AE agrees to a meeting, come prepared
with this list of questions, also available here
Hi Claire,
My name is Joe Smith. I’m an AE with AppABC covering
mid-market customers in the Bay Area.
I’m working with John Watson (CTO) of 123Co, who
recently installed our app into their Sandbox with the goal of
moving to production in the next few weeks.
I’d like to connect with you to discuss 123Co’s account plan
and sync our efforts to understand where we can drive
higher Chatter adoption and additional licenses.
Our app drove $1m in ACV last year for five different AEs.
Let’s get a win in your patch as well!
How’s next Wednesday between 2-4pm PST?
Thanks!
Joe Smith
Attach a
Cell: 415-515-5555 customer story
or a one pager
about your app.
​www.AppABC.com
​APPABC AppExchange Listing
Sales Kit
Step
03
​Salesforce ’ s Customer Stories
​Maximize Your Sales Kit Making the most of your rectangle

​What to bring to the table ​Keep the bullets ​Ask the customer for Show off your
short and sweet. a high quality photo. clean UI.
​Words are necessary, but it never hurts to include engaging
collateral when messaging to our sales team.

• Customer wins: share them whenever possible!

• Go [here] for our official template that will help you tell the full
story. Or, copy this high level customer story visual
• Promote positive App Exchange reviews
• Demos, white papers, data sheets
• Share them with Salesforce SEs. The engineers often
understand our customer’s pain points best.
​If similar to your ​Include a behind the ​Include your logo for
• eBooks about your industry target customer, slide doc detailing the better brand
opportunity for AE, recognition.
• Educate our sales team on the needs that your product fills mention location,
company size, and who’d like to learn
• Live learning opportunities or recorded webinars industry. more.
• Use this pitch deck template
• Compelling info graphics ​Pro tip: focus on opportunities where you partnered with
Salesforce reps, include quotes from them.
• Great for intro emails, Twitter, LinkedIn, and Chatter
Part 3: Key Takeaways
​#1 Consider What Makes Your Customers Tick:
Tailor your message to the appropriate audience. AEs will care
more about what’s in it for them than all of the awesome features
that your application has to offer. Customers like to have a
ballpark cost estimate upfront.
​#2 Keep Your Messaging Concise:
​Clear and direct messaging gets repeated more often. If you’re
trying to get Salesforce reps to sell your product make it easy for
them. Stick to two or three bullets for topics like competition,
feature sets, and benefits.
​#3 Capitalize on Events
​Take full advantage of big events by scheduling meetings with
Salesforce and your customers ahead of time. If you’re
sponsoring a booth at an show, ask Salesforce if we would be
interested in doing a joint demo.
​#4 Increase Your Email Response Rate:
​Give before you get! Provide an industry resource or a sound
bite on the customer that the recipient will find compelling.
Include as much detail in your introductory emails as possible
without being too wordy.
​#5 Build Effective Customer Stories:
​Develop collateral such as customer stories and application one
pagers that are specific to your patch and industry. Clearly label
the titles to make them more searchable and upload the
documents to Chatter to make them easily accessible.
KEY RESOURCE
Partner Newsflash: Find out about events,
product updates and more! [Here]
 ​
HALT!
Before moving on to the next section, complete the tasks below.

 Update your professional social media profiles to represent your current role.
Send invites to your existing Salesforce contacts
 Check the Partner Community for networking opportunities
 Craft an introductory email template and save it for future use
 Take screen shots of positive AppExchange reviews and add them to emails and
pitch decks
 Build at least one customer story slide featuring a deal in your patch
 Lastly: complete the partnership portion of the cheat sheet on the next slide
Sales Kit: Part 3
Download the cheat sheet template and
complete the highlighted sections
Steps:
1. Familiarize yourself with the key sales team
players highlighted in section 2; AEs, SEs, and
CSMs
2. Read through the account mapping questions
in this document
3. Discovery questions– add four questions next
to each job title
• Consider their areas of focus and the points of
contact with whom they interact
• If they’re an existing customer, the Salesforce
team could help you expand your reach
Section 4: Promote Your Win
Congratulations! You now have an opportunity in the pipeline, but what happens
next?
Our AEs will often expect you to run point on the deal, and they’ll have little to
do with the process. That being said, they will want progress updates, and
they’ll expect the opportunity to be handled similarly to how Salesforce
manages deals.
In this section, you’ll learn about our deal process, some steps we take to
ensure customer success, and what you can do to promote your win with the
goal of landing more opportunities.

Step ​Opportunity Step ​Ensure Customer Step ​Promote Your

01 Management 02 Success 03 Win

START LEAD
Deal Lifecycle Management
Step
01
​How Our AEs Get Paid
​Deal Lifecycle Management Many direct AEs are unfamiliar with the process,
so prove your know-how by walking them through
​Makes for better alignment it.
1. At the start be sure to: 1. ISV sells their solution to a customer in their patch
• Communicate budget and timeline • Ask the customer for its Salesforce OrgID to ensure
• Clearly define swim lanes + identify rules of that your application is provisioned appropriately
engagement. Get started with this
2. ISV places an order with our Operations team
2. Our sales teams utilize a five step sales process.
1. Custom demo 4. ROI/business case 3. A new opportunity is created with the Salesforce AE as
the owner, and they receive a Chatter notification.
2. Data assessment 5. References
3. Trial • The process can take 24-48hrs
3. Options for customer engagement 4. That notification is called a
• Joint or independent sales call, corporate visit Note: once the AE gets their cha-ching, ask them for an
• Webinar invitation, unsolicited proposal account mapping session to review the rest of their territory.

• Executive Briefing Center visit, joint demo

​Pro tip: Rome wasn’t built in a day. Becoming a household name with our AE team
takes time, effort, and a solid partnership.
Ensure Customer Success
Step
02
​Customer Success Workflow

​Ensure Customer Success

​Onboarding + implementation
Communication
What our AEs expect to see from you and your company:
• Communicate the implementation roadmap
• Maintain close communication with the customer through the
implementation process
• Work with the customer on a success roadmap Retention Roadmap

• What milestones do they want to hit and when?

• Provide customers with an online user community where
they can learn from their peers
• Own all support related requests not related to core
Salesforce products
• Follow up with them at a regular cadence for progress
reports
Advocacy Engagement
Note: working with your customer through this process will
make it easier to ask for testimonials, customer stories, and
AppExchange reviews
Promote The Win
​Chatter Best Practices
Step
03

Why is Chatter such a big deal? Because it allows

​Promote The Win
​Leverage wins to open doors
• Chatter the sales team and key group members on the
customer story/win announcement
• Include: products, ACV quota relief, and go-live date
• @mention AE, SE, Managers
• Keep in mind that the post will be used by other AEs as a
reference
• Post wins on partner blogs and websites, social media
• Review our Public Relations Guidelines [Here]
• Bonus points: thank/congratulate the AE on LinkedIn
• Engage the RVP
you to interact with Salesforce reps the same way they
communicate with management and peers.
• Complete your profile
• Include your account coverage and upload your sales kit
• Stay relevant: post at least once a week
• The more content you post, the more often our AEs will
use it as a resource.
• Messaging best practices
• Keep it direct, conversational, and concise
• Include an ASK with appropiate next steps
• Ask your partner account manager to repost wins to
internal groups and to @mention Salesforce leadership

• Ask for permission to message the rest of their team • This gives you access to a broader community

• Request a "Lunch and Learn" • Click here for examples

• Bonus points: ask the AE to co-present the win with you

Part 4: Key Takeaways
​#1 Set Expectations: ​#4 Provide a Seamless Onboarding Experience:
If you have a sizable opportunity, schedule a call with the ​Customers are at the center of everything we do. After you win a
Salesforce AE at the beginning of the deal. Clearly state your deal, the customer’s experience has only just begun.
expectations and ask for buy-in on next steps and timeline. Ask
the AE how they prefer to communicate with you. Invite them to ​#5 Chatter Best Practices:
your chatter group, and direct them to your sales kit. ​Adding your sales kit to Chatter makes your key documents more
#2 Discuss Sales Process: accessible to our sales team when they need them. Providing a
short description of your territory helps the Salesforce team better
Explain what your typical sales process looks like, and ask the AE understand your customer coverage. And, @mentioning
if they have tools that might be useful. Understand how our AEs Salesforce team members makes it more likely that your
get paid; it’s often a pressing question. information will be promoted internally.
​#3 Brainstorm on How You’ll Engage the Customer
​For large deals, our EBC is a viable option. Don’t hesitate to ask KEY RESOURCE
for executive support on sales calls.
Five Common Customer Onboarding Mistakes
[Here]
 ​
HALT!
Before moving on to the next section, complete the tasks below.

 Make sure that you have a good understanding of your implementation process and
timeline.
 Look into your company’s customer onboarding process. Our AEs will want to know
what happens after the sale.
 Have you won with Salesforce in the past? If so, ask the AE and his/her RVP for an
opportunity to present on the win.
 Update your Chatter profile with your territory coverage specifics, and upload the
collateral documents that you use most often.
 Lastly: complete the partnership portion of the cheat sheet on the next slide
Sales Kit: Part 4
Download the cheat sheet template and
complete the highlighted sections
Steps:
• Have you personally closed deals with Salesforce? If
so, add the logos here
• They’ll make great talking points!
• If your brag book has room for improvement, add
customers that fall into your geographic territory,
market segment and industry
• Pick two customers for which you have concrete
success metrics, and add them to the left-hand
column
Finally: once you’ve completed your sales kit cheat
sheet, start sharing it with our sales teams! It’ll prove to
be a valuable resource
Partner at a Glance
Sales Kit

​Once you have completed your sales

kit, review it with your partner account
manager.
​* Save as “Partner Name_Sales Kit_MM.YY”

Format this document with the data from the

customers that you cover. Our Aes will
appreciate marterials that are specific to their
markets.
 x o ox
x ox oo
Congratulations!
You’ve completed the
x
x Selling
to Salesforce Playbook!
oo x o
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Next Steps
Success! You just worked through a massive amount of information. To make the most
of this resource be sure to walk through the steps below.

• Review the action items on the four halt pages (links below – click)

Know Your Know The Own

Network
Business Partnership The Deal

• Finalize your partner sales kit cheat sheet

• Lean how top preforming ISVs are achieving success
• Review your new sales kit with your partner account manager. If you need help
finding them, go [Here].
• Bookmark the Partner Community home page. It should be your go to link for all
things Salesforce.
 x o ox
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xx
Deep Dive Resources
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 Look for patterns in your customer data. Use this report template

Know
STAR Your
Business
T Learn: your value prop, 3 key Build your sales kit. Fill out this
benefits, main competitors partner overview document

Know
Know
Learnin Join and explore the Partner
Community [Here]
Know the benefits of being on
the SFDC Platform Salesforce
Salesforce
g
Alternative
Roadm
Journey
Short on time?
Walkap
Understand roles + org structure
through
Learn how to network in person Craft an impressive customer
this abbreviated Make
Network and via social media story [Here]
learning path. Contact

Avoid the spam folder [Here]

Promote the win!

Ensure happy customers!
Avoid opportunity Own The
Own The
conflict
Deal
Deal

Winning!
​SIC Code Industry Breakdown
01-09 Agriculture, Forestry, Fishing
10-14 Mining
15-17 Construction

20-39 Manufacturing

40-49 Transportation + Public Utilities

50-51 Wholesale Trade

52-59 Retail Trade

60-67 Finance, Insurance, Real Estate
70-89 Services

91-99 Public Administration

SIC Code List
Historical Sales Data Analysis Report
Use the metrics below to build a report in your org
Account Opportunity Industry SIC Code Annual Amount Market # of Emp. Account Billing: City Billing: Close
Name Name Revenue ACV Segment Owner State Date
CUST1 CUS1_OEM Media 456234 100,000 1,300 SMB 20 Kate Rogers Fresno CA 1/31/2015

CUST2 CUS2_OEM FinServ 346789 60,000,000 50,000 EBU 2,300 Sara Smith Sacramento CA 5/03/2015

CUST2 CUS3_OEM HCLS 258965 20,000,000 10,000 MM 500 John Brown Los Angeles CA 8/02/2015

Best Practices:
• Look for trends in industries (SIC codes), locations, and market segments. Plug the data into charts (dashboards)
for better visualization.
• If you sell to non-Salesforce customers, be sure to note them as well. The Salesforce AEs are most interested in
targeting whitespace customers.
• Check to see if your company documents the Salesforce team members on each deal. Look for anyone who
aligns to your customer base.
• Consider both your areas of strength and weakness. If you’re just getting started, understanding where your
product wins will help you find the low hanging fruit.
 Step
01
Aloha Language
​Aloha Value Prop Examples Concise

​Be Conversational Aloha

​ We enable collaboration by securely and effectively connecting people and
vs. business information systems.
Conversational Direct
​ ALOHA: Collaborate in real time, from anywhere. Follow your colleagues,
groups + docs.
Be Direct
​ Oracle offers a broad portfolio of products and services to enable public, private, and hybrid clouds that enable
vs. customer choice.
​ ALOHA: Cloud computing makes your business more agile.
Be Concise
​ Microsoft is redefining how business solutions empower people for greater success, predict potential issues and
vs. opportunities, and enable organizations to expand the possibilities for competitive advantage.
​ ALOHA: Supercharge your sales. Bring social intelligence into your sales process.
 Step
01 ISV Glossary
​Acronyms to Familiarize Yourself with Name Meaning Description

Main AE responsible for leading account teams selling effort into

Name Meaning Description GAM Global Account Manager
Global 25 EBU accounts

Group of accounts covering larger accounts, but not classified as

AVP Area Vice President Manages teams of RVPs GB General Business
Field Sales. GB is part of Corporate Sales.

BDR/ED Business/Enterprise BDR/EBRs are hunters/prospectors aligned to EBU + CBU Team that defines and executes go-to-market strategy (e.g.
GTM Go To Market
R Development Rep (Commercial) AEs selling, solution creation, field enablement)
Department that is responsible for customers post-sale.
CFL Customers For Life They make sure we have happy customers and that they IBU Industry Business Unit Vertical focused sales teams supported by strategic resources
renew.
Customer Success Group of accounts covering mid market sized companies. MM is
CSD Member of the CFL team MM Mid-Market
Director part of Corporate Sales.

CSE Client Services Executive Post-Sales CFL team member PAM Partner Account Manager Sales AE aligned to ISV partners

An employee that manages products (features) and works closely

CSG Customer Success Group Part of CFL PM Product Manager
with development to build the product.

Enterprise Business
EBR Strategic Salesforce accounts with over 2K employees RVP Region Vice President Manages teams of AEs
Representative
There are Core Sales Engineers as well as SE Specialists
EBU Enterprise Business Unit Top two thousand Salesforce customers (Platform, Service, Data, Desk), who have deeper and more
SE Sales Engineer specialized product knowledge. An employee that supports
Quota-carrying secondary AE who covers subsidiaries in
Enterprise Corporate account executives by creating demos and managing the technical
ECS large corporations. ECS Geo or ECS Named (covers
Sales side of the sales process.
subsidiary(ies) on single account)
Focused on selling Salesforce to small companies. Member of the
ESB Emerging Small Business Salesforce Customers with 1-20 Employees SR Sales Representative Sales Development team. SRs follow-up, work, convert (into
Opportunities), or archive incoming leads. "Lead follow-up" Rep

* Click [here] for a more complete list

Step
01 Platform Glossary
​Terms + Technology
Description

A single instance of Salesforce database on multi-tenant cloud architecture.

Salesforce Org
Includes customer data, licenses in logically separate database.

Force.com Embedded License used to power ISV partner apps. Allows ISV
OEM License
solution to be distributed to both Salesforce and non-Salesforce users.

ISVForce License Can only be sold to existing Salesforce customers

Productized database tables that are part of SFDC functionality and architecture.
Standard Object
e.g: leads, campaigns, accounts, contacts
Custom database table that allows user to store unique information. Extends
Custom Object
functionality beyond standard Salesforce functionality.
Unique data elements (“columns”) within Object table. Used to add data to
Custom Field Standard or Custom Objects e.g.: whole life vs. term life.

Container for all code, custom fields, custom objects and integrations. ISV code
Managed Package and Force.com Embedded license are obfuscated to user. Allow ISV to
productize, distribute and manage license subscriptions.
 Step
01 Salesforce Industries
​Each industry has a dedicated product + sales teams. Click the photos below to learn more.

LIFE SCIENCES FINANCIAL SERVICES HEALTHCARE

MANUFACTURING RETAIL MEDIA AUTOMOTIVE

COMMUNICATIONS NON-PROFIT HIGHER ED GOVERNMENT

Opportunity Analysis Template

B2B manufacturers with complex global operations and products such as GE,
Target Honeywell, Caterpillar, and Boeing.

Manufacturers are too disconnected from customers, suppliers, and partners.

Pain Point The result is that companies can not adopt fast to changes in the market.

Customer Success Platform for Manufacturing: connect with customers,

Solution suppliers and partners in a whole new way.

Value Prop Move faster in the market by connecting to customers, suppliers, and partners.

Unlike SAP and Oracle, the Salesforce Customer Success Platform for
Manufacturing is:
Differentiator • Recognized cloud leader across applications and platform
• 100% cloud-based, subscription model with a foundation on customer
success
 Opportunity
Step
02
Deep Dive
​Opportunity Deep Dive ​Context Questions
​How long have you been assigned to the account?
​Partnering
​How long have they been a Salesforce customer?
​Validate whether you’re engaged with the correct business unit/decision
makers ​What was the process the company went through to evaluate Salesforce? Was it a
typical process, what surprises, if any?
​Understand if the Salesforce AE wants to be involved in our discussions
​What is the current account footprint (where and how do they use Salesforce within
​Understand if the Account team or SE wants a 10 minute demo of the the organization)?
solution we're pitching
​What else are you trying to sell into the account (it's a joint account so we should
​How can we work together to make this our "go-to" joint reference help each other, accelerate the other's deal, remove risk and help make it larger)?
account?
​What is "most" important thing I need to know about how to get my solution sold
​Contact into the account (for example: finding an executive sponsor, getting budget ahead
​Who do you communicate to at the account (in power) most often ? of project, justifying through ROI or TCO, reference required, legal is hard to work
with, expect large discounts, always approaches new solutions with a long-drawn-
​What is the highest level in the organization you are comfortable out trial, "go to" trusted advisor (Accenture, Deloitte, regional SI) must be involved
introducing me into? Can you make a warm introduction for me? or sold first)?
​What is the hardest part of getting in and around in this account? ​What applications do they have in-house?
​ Any recent significant management changes and the meaning behind ​Who are the outside trusted advisors (global or regional SIs) working with the
them? account?
​Who were the “stakeholders” you had to sell and/or get approval from? ​What type of analysis does the customer do to justify capital expenses (ROI, TCO,
cost savings)?
​
​What are their major initiatives for this year?
​Have you heard your contacts discuss any of the following [insert your buzz words
here]?
Step
03

Craft Your Pitch Deck

​Components of an effective Salesforce AE facing presentation
• Value proposition: what you do in one sentence
• Compelling statistics: # of Salesforce customers, ACV
totals, annual revenue, # of licenses, and customer
satisfaction score
• Logo slide
• Company profile
• Employee count and location
• Salesforce ISV type
• Application history milestones
• Launch, acquisitions, and revenue attainments
• Target demographic
• Segment, market, users, industry, and country
• Application overview
• Elevator pitch, top 3-5 Benefits, high level marketecture
• Salesforce technology integration
• How does selling your application benefit the Salesforce
AE?
• Upsells, ACV, existing install base, and industry knowledge
• Discovery questions
• Sales + implementation process
• Swim lanes: what to expect from the ISV
• Resources/collateral
• Customer stories
• Contact information/org chart
 Chatter
Chatter Best
Best Practices
Practices
Chatter Best Practices When making alignment
Craft an eye
requests be specific. Designate two
catching
Include the why, what who Chatter managers
logo/graphic
and when. and have them
image
each post at least
once a week.
​App123 Sales Kit
​Elevator Pitch: One Sentence Newsfeed Post Ideas:
​ISV Type: OEM EASY
ACCESS: • Deal/customer alignment
​ISV App Category: Sales requests
Include these
​Target Market: MM, Enterprise links and data • New contacts, invite/welcome Make your content
​AEs Comp’d?: YES! points on your to group searchable. Include the
​Avg Deal Size: ACV, # Seats sidebar • Blog post announcements document type, the
• New collateral application name,
​PNR: 25%
• Win announcements release date, and
​Website, AppExchange Listing: Links • Dreamforce details customer in the name
​Webinars, Customer Videos: Links • Event photos
​Demo: Link • Event recaps
​Data Sheet: Link • Interesting industry articles
​Click here for full sales kit
App123 Contact: Name, Title, Phone, Email Make your posts
Salesforce PAM Contact: Name, Email
searchable. Don’t forget to
add topic tags!
Challenges App123 Solves: Three Bullets
 “We take more orders
than ever
with Salesforce.”
Buddy Valastro, President + CEO, Carlo’s Bakery

Customer Story Slide

Title Goes Here

​What your app does
​What results your customer achieved
​How your app contributed to those results Your
App
​Link to your app on the AppExchange Tile
Partnership Swim Lanes
GTM Activity Salesforce Responsibility ISV Responsibility

AE, SE, + CFL Alignment Assist with targeting + strategic introductions, and Own outreach, relationship building, and education
build Chatter group activities

ISV + SI Partnerships Assist with identification of partners Build outreach + partnership program for SIs and
ISVs

Technology Enablement Platform and product roadmap alignment, product Commit resources, “open the hood,” willingness to
manager introductions leverage Salesforce platform

Targeted Pipeline Development Help define target market and confirm Salesforce Provide strategic target list, own cycle and
customers relationship

Opportunity Alignment Engage with and introduce partner to direct sales Share key pipeline, and own cycle and relationship
team

GTM Team/nextLevel Nominate for nextLevel program Join Program and Produce nextLevel Content

IBU Team Alignment Educate on industries team, Identify key contacts Own outreach, relationship building, and education
activities

Marketing + Messaging Education on Salesforce messaging (aloha style), Build brand and content in alignment with
surface key programs (AMP, organic Salesforce GTM
opportunities), overall partner best practices
Useful Link Master List
Sales Tips
Greenfield Accounts
Introductory Email Example
Opportunity Deep Dive Question Sheet
The Art of the Double Opt-In Intro Email
Creating a Strong Value Proposition
Opportunity Overview Template
Historical Report Example
SIC Code Industry List
Marketing Knowledge Resources
Partner PR Guidelines
Partner Branding Guidelines
Partner Marketing Hub
​LinkedIn Best Practices
​Social Media Posting Best Practices
Partnership
Access the Partner Community
Partner Community Office Hours
Sign up for Partner Roadmap Webinars
Partner Newsflash
Find your Partner Account Manager
Partnering Success Story
Partnership Swim Lanes
Know Salesforce
Partner Sales Aid
Sales Aid Access Instructions
Dreamforce YouTube Videos
Sales Cloud Pricing
Global Salesforce Office Locations
Salesforce Advantage Video
Salesforce Advantage Training Page
Know Salesforce
Platform Acronyms
Platform Terminology
Industry Links
Marketing + Sales Collateral
Building Customer Stories Home Page
Partner at a Glance Cheatsheet
Industry eBook Example
Dreamforce For Partners
Customer Story Example
Chatter Best Practices
Partner Pitch Deck Template
*The blue boxes will take you to a slide
within the playbook
 ​ ►
ISV Partner Success Story ►
INDUSTRY: Professional Services
CATEGORY: Quotes + Orders

DETAILS
► TYPE: Native App
​ How one partner drove ACV and brand recognition by working ► EMPLOYEES: 300
closely with their partner account team ► YEARLY ACV TO SFDC: $2.2 Million
► SEGMENT: CBU + EBU
► LOCATION: San Mateo, CA
CHALLENGES ► PUBLISHED: 09/10/2006

 Launching a new product offering for the CBU. The partner historically sold to the EBU and needed to rework their messaging to gain mindshare
with mid-market account representatives.
 Partner had many wins, but they weren’t being shared internally at Salesforce.
 The partner had excellent name recognition, but Salesforce reps needed help with positioning. The CBU AEs required real-time support options.
 This partner had a number of relationships with Salesforce leadership, but they weren’t being maximized.

SOLUTIONS

MESSAGING CHATTER SALES ALIGNMENT

• Simplified messaging, asked AEs to
focus on five prospecting questions
• Clearly defined swim lanes
• Streamlined Marketecture
• Conducting small team trainings
• Provide a variety of collateral pieces
from pitch decks to cheat sheets
• Participate in AMP to target new hires
• The partner asked PAM to add AEs
and RVPs on new opportunities to the
Chatter group
• Post detailed win announcements,
and @mention AEs to thank them
• Started a group that caters to SFDC
engineers
• @mention leads on key posts
• Increased focus on education vs.
marketing
• Established a CBU hotline
• Worked with GTM RVPs to schedule
L+Ls and account mapping sessions
• Held global webinars and L+Ls at
SFDC hub vs. inviting one team
• Partner with strategic SIs on
marketing initiative and L+Ls
• Each of their executives are
assigned 5 SFDC leaders to send
updates and invites
• Personalizing messages and asks
has led to a marked increase in
response rate

30 259k 2.4k 500k $2.2m 100%+ 55 30

Product Launch Account
In New Pipeline Chatter Group Salesforce ACV FY 2015 YOY Growth Exec Meetings
Lunch + Learns Alignments Per
Members Platform Users Per Qtr.
Qtr.
Platinum Partner Success Story
How one partner drove ACV and brand recognition by working closely with their partner account team.
​#1 Chatter
The partner assigned a Chatter group manager who handles
approving new SFDC members, posting announcements, and
aligning account teams. The partner does an excellent job of
promoting wins with AEs and RVPs, and they are diligent about
adding new members after meetings and events. Their Partner
Account Manager @mentions internal chatter groups and
leadership on important posts.
​#2 Messaging
​To move into the mid-market customer segment, the partner
engaged their PAMS to advise them on messaging that better
suits the CBU. Today, CBU AEs are trained on three Key Benefits
and five qualifying questions. They also provided Salesforce sales
teams with an easy to use live demo and a streamlined
Marketecture.
​#3 Executive Alignment. And Metrics
​Each member of their leadership team is assigned 3-4 peers at
Salesforce. When the partner has a strategic announcement,
Salesforce executives receive personal messages from the
partner.
​#4 Name Recognition + Educational Opportunities:
​Last year, the partner held multiple inventive networking events.
They quickly increased their name recognition, and, now that they
have relationships within Salesforce, it's easier for them to secure
training opportunities with our sales teams.
​#5 Marketing Sponsorship
​The partner routinely invests in sponsorship opportunities and
partner programs like AMP. They religiously track ROI on every
investment, and this provides them with a good deal of insight into
the sponsorships that work best for their business model.
​#6 Communication and Cadence
​Weekly big deal and marketing cadence calls ensure that the
partner and the Partner Account Managers stay in sync. By
Communicating and holding each other accountable on a weekly
basis, many potential issues are avoided and the partner
continues to at an impressive rate.
$2.2m 100%+ 2.4k 500k
ACV FY 2015 YOY Growth Chatter Group Salesforce
Members Platform Users
 x o ox
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xx
The End
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