Bobby Napiltonia

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Best Practices in P2P Collaboration
P2P The Salesforce Way
Bobby Napiltonia SVP Partners Alliances Elay
Cohen VP Global Sales Productivity
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Agenda

• Salesforce Partner Program
• How We Help Partners Partner
• P2P Dating Game
• Bobbys Top 10 Things to Know
• QA

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• Referral Partners
• Resellers
• Consulting Partners
• Large SIs
• Training Partners
• ISV Partners

Multi-category Program with Tiered
Benefits/Criteria
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Why Do Companies Partner with Us?

• Speed
• Credibility
• Distribution
• Demand Gen
• PR

Proven platform Rapid development model Developer
productivity Out of the box features Multitenancy
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Channel Blending and Blurring - No Boundaries
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Leverage Salesforce.coms Ecosystem More Than
just Technology
Customer Install Base
Global Distribution
Marketing
Delivery
Certified SI Developer Resources
55,000 Customers 1.5M Subscribers
Joint Marketing and PR
High Velocity Channels
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The First And Only Application Marketplace
Apps
750 40,000 285,000 460
Apps Installed
Test Drives
Total ISVs
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AppExchange is Key to Distribution in a Saas
World
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Why Do Our Partners Partner With Each Other

• Specializations
• Technology gaps
• Complete solution offerings
• Implementation services

Were seeing a rise in MA activity within our
partners
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We Make P2P Real Easy In Our Program
Service
Find
Review
Market
Sell
Joint Selling Shared Activities
Ratings Social Networks
Go to Market Plans
Customer Satisfaction Measures
Public and Private Directories AppExchange
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What We Do To Facilitate Partnering

• Many, many events
• Showcase partners
• Deal involvement
• Discussion boards
• Social networks
• Best recommendations

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Were Seeing Many Types of Partnering Engagements

• Large SI with small SI
• SI with ISV
• Solution Bundling
• Technology partnerships
• Referal with SI
• Referal with ISV

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The P2P Dating Game
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P2P Dating Success Story 1 Solution Bundling
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Xactly and Cast Iron Partner to Scale Deployments
Why Partner?
Terms
Outcome
Technology Partnership Integrate Systems Speed
Deployments Referrals
Joint marketing Joint selling Lead
sharing Customer success stories
Exclusivity Rules of engagement Bi-directional
referrals Preferred partner
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P2P Dating Success Story 2 SI to SI
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Appirio and Ventus Partner for Customer Success
Why Partner?
Terms
Outcome
Gaming industry solution Great customer
satisfaction Showcased partnership globally
Domain expertise Geographic expansion Brand
Name Deal Help
Appirio is technical Ventus has business
relationships Mutual sub contracting
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P2P Dating Success Story 3 Recruitment
Enablement
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SI Helps New Partners Get Into the Cloud and Win
Business

• On-Boarding Outsourced to Partner
• CCAP is a global initiative that allows members
  in the US, EMEA, APAC and Latin America to take
  advantage of Astadias sales, products and
  service delivery infrastructure and vertical
  markets expertise to enhance their Cloud
  Computing practices.

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Bobbys Top 10 P2P Lessons

• Listen to your customers
• Let the market define your needs
• Go big and go smart
• Sales trends define P2P needs
• You need to be proactive and broker relationships
• You need to be forward thinking
• Hold them accountable
• Ensure customer success
• Enable and empower your teams to do local P2P
• You need the right partnering tools

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Elay Cohen ecohen_at_salesforce.com
Bobby Napiltonia bnapiltonia_at_salesforce.com