Salesforce Partner Program Guide for ISV Partners. A Detailed Guide to the ISV Program

Transcription

1 Salesforce Partner Program Guide for ISV Partners A Detailed Guide to the ISV Program March 2016

2 Table of Contents SALESFORCE PARTNER PROGRAM FOR ISV PARTNERS - OVERVIEW 2 PROGRAM OVERVIEW 2 HOW DOES THE PARTNER PROGRAM WORK? 3 PARTNER PROGRAM SUB-TYPES 3 REVENUE SHARING PRICING MODEL 4 ISV PARTNER PROGRAM TIERS 5 PROGRAM BENEFITS LISTING BY TIER 6 PROGRAM BENEFIT DEFINITIONS 9 FREQUENTLY ASKED QUESTIONS 15 PROGRAM CHANGES 15 EXISTING PARTNER QUESTIONS 17 NEW PARTNER QUESTIONS 17 March 2016 Salesforce 1

3 Salesforce Partner Program for ISV Partners - Overview The Salesforce Partner Program for Independent Software Vendor (ISV) Partners offers a robust set of resources, training, and tools, enabling ISVs to serve their customers, differentiate their applications (apps), and have a profitable business. ISVs have an opportunity to build the next generation enterprise apps on the world s leading cloud platform that delivers the infrastructure, compliance, and security to build connected apps faster. Unlike programs developed by traditional software providers, the Salesforce Partner Program is built exclusively for the cloud and provides partners with the technology and go-tomarket resources that deliver unparalleled customer success. With the Salesforce Partner Program partners can: Drive customer success As a Salesforce Partner, ISVs work with the world s leading social, mobile, and cloud technologies to unlock new opportunities and drive successful business outcomes for customers. Deliver innovative technology The Salesforce Partner Program offers a range of technology that allows partners to build an app and get to market faster. Apps are enterprise ready by offering trusted technology and providing security assessment resources. Grow a thriving business Salesforce s success is intertwined with the success of our partners that connect and collaborate to promote the growth of the ecosystem. ISV partners can capitalize on the immense opportunity of the cloud by selling to the largest, fastest growing customer base of enterprise cloud adopters. The Salesforce Partner Program Our partnership with Salesforce gave us a huge opportunity to create something disruptive in the cloud and allowed us to build much, much faster, with the customer at the heart of what we do." - Stephen Kelly, CEO at Sage offers a collaborative go-to-market approach that helps ISVs drive customer demand and build a profitable Salesforce business. Program Overview Key Program Features Value 1. Technology Innovate with a suite of products to gain speed and scalability to market Trust the security, availability and performance of the cloud infrastructure Manage capital investments and technology costs March 2016 Salesforce 2

4 2. Product Development Enablement 3. Go-to-Market Resources 4. Marketing Support Increase technology success with architectural and design reviews Access emerging technologies and pre-release readiness information Build enterprise ready apps with security assessment resources Accelerate the sales cycle with access to an existing customer base Align business and products with assistance from partner account managers Serve and support customers with assistance from a partner success team Generate demand and increase pipeline by participating in co-marketing and events Build awareness of, and differentiate, your app Ensure messaging alignment How does the Partner Program work? The Salesforce Partner Program for ISV Partners is based on a tiered structure that recognizes the revenue contribution each partner makes to its Salesforce partnership. As an ISV matures, and the growth of its business and commitment to Salesforce accelerates, the benefits increase based on tiers: Platinum, Gold, Silver and Registered. Partner Program Sub-Types Two program sub-types are available to support how ISV apps are distributed to customers; ISVforce and OEM. No matter which sub-type an ISV partner leverages, they have access to core Salesforce technology that allows them to build, distribute, sell and support their app. ISVforce ISVforce apps have a dependency on the core Sales and Service Cloud technology and must be sold to an existing Salesforce customer Customers use their existing licenses to access an ISVforce app OEM OEM apps do not have a dependency on Sales and Service Cloud technology OEMs deliver a Force.com Embedded Edition User License (i.e., a Salesforce Force.com License with contractual restrictions) along with the app March 2016 Salesforce 3

5 The following Program Sub-Types have access to technology to develop and distribute their app, but are not part of the ISV Partner Program and are not eligible for additional technology licenses, Product Development, Marketing and Go-to-Market benefits: Free: ISVs that offer their app to customers for free are not required to participate in revenue sharing with Salesforce Checkout: ISVs that charge for their app and pay 15 percent of net revenue to use the payment platform. Partners that have questions on which program sub-type is right for their app, or who are interested in building their app for another Salesforce Cloud, should reach out to their Partner Account Manager. If you do not know who your Partner Account Manager is please send an to: Revenue Sharing Pricing Model Salesforce offers a standard revenue sharing pricing model that is not dependent on the licensing type for apps, and is consistent across the ISV tiers, which allows for transparency in our partner ecosystem. An ISV partner shares 25 percent of their net revenue; meaning that the partner participates in revenue sharing with Salesforce only after they have reported their first revenue. The revenue sharing model supports the mutual success of the ISV Partner and Salesforce and allows Salesforce to offer various benefits that accelerate ISV Partners growth. The AppExchange gave Apttus a seat at the table, a launching pad. 10 years later, it s been a dream come true. - Kent Perkocha, Co-Founder at Apttus When the announcement of the ISV Program changes occurred in June 2015, Salesforce created a grace period for partners to meet the new program requirements: Legacy partners without a revenue sharing agreement must meet the new program requirements. If applicable, existing partners at an old PNR pricing must meet the new PNR pricing requirements upon renewal. Salesforce will be reaching out to partners over the coming months if they do not meet the program requirements. Reach out to your Partner Account Manager if you have any questions. March 2016 Salesforce 4

6 ISV Partner Program Tiers The tiering structure for the ISV Program enables partners to understand their program level, associated benefits, and path of advancement. ISV Partner tiers are based on their revenue contribution to Salesforce, which is based on a 12-month, global Annual Contract Value (ACV) target. ACV is the annualized net new and add on revenue that is shared as part of your agreement with Salesforce. The ACV targets for each tier are listed below. Tier Assignments For Existing Partners Salesforce performs its Annual Partner Evaluation in February during which it will determine the ACV attainment for all existing ISV Partners and assign each existing Partner to a program tier based on the prior year attainment. The FY17 (February 1, 2016 January 31, 2017) program tier is be based on FY16 ACV (February 1, 2015 January 31, 2016). On or by March 1, Salesforce will notify the Partner of its tier assignment for the applicable program year. The benefits associated with the higher Partner tier will apply immediately upon the existing Partner s receipt of such notice. Building on Force.com allows our customers to have the security and stability of a market leader in CRM. - Ted Elliott, CEO at JobScience Tier Assignments For New Partners Each new partner enters the Partner Program in the Registered tier until Salesforce notifies the new Partner of assignment to a higher partner tier during the Annual Partner Evaluation. The benefits associated with the higher partner tier will apply immediately upon the new partner s receipt of such notice. March 2016 Salesforce 5

7 Program Benefits Listing by Tier Each program level offers a unique set of benefits to support the growth of our ISV Partners business. Partners will have access to an expanded range of benefits based on the level of partnership. Refer to the Partner Community Benefits page for information on how to access these benefits. Registered Silver Gold Platinum Technology Benefits Monthly Partner Community Office Hours App Cloud Development Environment with Lightning Lighting Component Framework Workflows and Logic REST & SOAP APIs Mobile Services Identity Services App Analytics Code packaging and protection Licensing, Trials, & Order Management Subscriber Support Services App doesn't count against customer org limits AppExchange Store Builder Development & Test Environments Pre-Release Environments Sales Cloud for ISV Partners Sell Your App to Group and Professional Edition (API Token) Heroku for ISV Partners Desk.com for ISV Partners March 2016 Salesforce 6

8 Service Cloud for ISV Partners (Net New!) Community Cloud for ISV Partners (Net New!) APEX Debugger (Net New!) = eligible $ = eligible for benefit but additional costs required Registered Silver Gold Platinum Product Development Enablement Benefits Security Review Prep Office Hours Trust Academy (Security Review Training) Application Security Review $ $ $ $ Online Product Training Access to Partner Community Support Groups Pre-release Roadmap Review (Webinar) Onboarding Resources ISV Trailhead Basic (Technical Module) Technical Support Case Packs (Net New!) Product Development Enablement (partners with apps in market) Partner Premier Success $ $ $ $ ISV Program Architect $ = eligible $ = eligible for benefit but additional costs required March 2016 Salesforce 7

9 Registered Silver Gold Platinum Go-to-Market Resource Benefits App Academy & Roadmap Webinars Access to the Partner Sales Aid Expert Playbook Access Expert Success Series Access Designated Partner Account Manager Expert Success Roundtables Access Business & Product Review Solution Manager (Net New!) Direct Sales Awareness Partner Success Cadence Partnership Analytics Executive Sponsorship nextlevel (Partner Finder & Solutions) Expert Success Series Speaker Designated Partner Success Manager = eligible $ = eligible for benefit but additional costs required March 2016 Salesforce 8

10 Registered Silver Gold Platinum Marketing Support Benefits AppExchange Listing AppExchange Listing Analytics Partner Marketing Power Hour Use of Salesforce Badge for designated tier Monthly Partner Newsflash Eligibility for AppExchange Marketing Program AppExchange Customer Spotlight AppExchange Demo Jam Designated Salesforce Marketing Lead Consideration for Platinum+ Dreamforce Sponsorship Levels Prioritized PR Promotion = eligible $ = eligible for benefit but additional costs required Program Benefit Definitions Technology Benefits Monthly Partner Community Office Hours - The Salesforce program staff hosts monthly office hours that are a great way to interact with the Salesforce staff, receive direct feedback, learn best practices and get answers to questions. App Cloud Development Environment with Lightning - The Partner Program includes full access to Developer Edition environments including Salesforce Lightning. Salesforce Lightning is the next generation of the Salesforce App Cloud that delivers a component framework and a new set of tools for partners to make building apps, integrating data, and automating business processes lightning fast. This includes Lightning Experience, Lightning Component Framework, Lightning Process Builder, Lightning App Builder, and Salesforce Connect. Lightning Component Frameworks - The Lightning Component framework is a framework for developing dynamic web apps for mobile & desktop devices and building single-page apps engineered for growth. March 2016 Salesforce 9

11 Workflows and Logic - The Salesforce App Cloud includes a complete suite of services to implement advanced business logic. This includes Visualforce Workflow, Approval Processes, and the Lightning Process Builder. REST and SOAP APIs - The App Cloud Platform is unified, future-ready, and connected with robust APIs and services so partners can integrate back-office data systems, build communities, and more. Mobile Services - Rapidly build enterprise mobile apps connected to customers' data with Salesforce Platform Mobile Services. This includes both the Salesforce1 mobile app and the Salesforce Mobile SDKs. Leverage the tools, frameworks and APIs needed to build apps for any device. Combine HTML5, native or hybrid apps with rich device features and enterprise data to create engaging mobile apps. Identity Services - Build world-class security, identity, and authentication into apps leveraging a full range of identity services including Single Sign On, User & Access Management, Multi-Factor Authentication, and fully open customizable Identity APIs. App Analytics - As an ISV, the Salesforce App Cloud enables partners to collect detailed usage metrics from each customer organization in which a managed package is installed. By analyzing this information, partners can gain valuable insights into the utilization and performance of their app across its entire customer base. Code Packaging and Protection - Packaging Services will enable partners to package, upload, install, patch, and upgrade an app as well as obfuscate their IP. Licensing, Trials & Order Management - As an ISV, it is important to be able to control licensing as well as provision free trials to prospects. ISV partners will have access to the License Management Application (LMA) to manage licensing and Trialforce to create custom trial experiences. Partners can submit and track orders with the Channel Order App (COA). Subscriber Support Services - These support services allow partners to easily access information about all subscribers, such as which Salesforce Edition they are using and if they are over their limits. Subscribers can also grant partners login access to troubleshoot issues directly within the app, in the familiar manner that they grant login access to administrators. Once granted access, partners can log in to the subscriber s organization and directly view their configuration and data to help troubleshoot problems. App Doesn t Count against org limits - When a managed package is enabled, the custom apps, custom tabs, and custom objects within a managed app will not count towards the subscriber s org s limits. AppExchange Store Builder - With AppExchange Store Builder, you can build a completely customized app store to distribute any app, on any device, to partners, customers, or employees across multiple orgs. Customize with your branding and modify functionality to meet any requirement. Development & Test Environments - Salesforce provides our ISVs the ability to self-provision development and test environment. ISVs have access to provision Partner Developer Edition March 2016 Salesforce 10

12 environments and Partner Test Edition environments. Combined, these environments enable our ISVs to self-provision development and test editions to build, develop, and test their apps prior to release. Pre-Release Environments - Salesforce releases three major upgrades each year and its important to provide our partners early access to the next release before it is deployed to all of our customers. Prerelease environments are upgraded approximately 6-8 weeks prior to each major release with the latest functionality so you can regression test your app and get familiar with all the released enhancements. Sell Your App to Group and Professional Edition - As an ISV, you will be eligible for special permissions allowing your external apps to leverage the Salesforce APIs in Group Edition and Professional Edition. Sales Cloud for ISV Partners - Salesforce provides you two free Salesforce Sales Cloud licenses to be provisioned into your Business Org to manage your customer accounts, leads, opportunities, and contracts. Heroku for ISV Partners - ISVs are eligible for a Heroku bundle consisting of two Dynos, one Standard postgres database, and one Heroku Connect demo edition. This benefit empowers every ISV to take advantage of Heroku, which enables developers to build and run apps entirely in the cloud. Desk.com for ISV Partners - ISVs are eligible for three licenses of Desk Pro Edition for 6 months that provides an out-of-the-box customer service app. Service Cloud for ISV Partners - Salesforce provides two free Salesforce Service Cloud licenses to be provisioned into a Business Org to manage cases and Knowledge Articles to support customers. Community Cloud for ISV Partners - ISVs are eligible for two free Community Cloud licenses so that partners can access the Success and Partner Communities that allow for information, apps, and experts. APEX Debugger - One free session of Apex Debugger that extends the Force.com IDE plug-in for Eclipse and allows a partner to interact with global classes, exceptions, and triggers from installed managed packages and complete complete standard debugging actions. Product Development Enablement Benefits Security Review Prep Office Hours - As part of the ISV program, the Salesforce Trust team provides free, 30-minute security review sessions on a first-come, first-serve basis. Common topics include threat modeling of a new feature or product, questions about the AppExchange Security Review and general security questions. Trust Academy - Trust Academy offers practical, hands-on experience in the fundamentals of application security on the Salesforce App Cloud, how-to guidance on penetration testing tools like ZAP and Burp, and detailed instructions for how to submit for Security Review. March 2016 Salesforce 11

13 Application Security Review - The security review has been developed to evaluate the security of partner offerings, to ensure that apps published on the AppExchange follow best practices for security, and to promote trust. Online Product Training - Access to the Salesforce Online Training Catalog at no cost to deepen a partner s knowledge of Salesforce products. This catalog includes training by role and certification prep courses to assist in building apps. Access to Partner Community Support Groups - The Partner Community is one-stop shop to ask any questions related to issues partners are having with their partnership, and a great resource for getting feedback from our community of partners, Salesforce experts and Salesforce personnel. Pre-release Roadmap Review (Webinar) - Prior to each major release of Salesforce, the Partner Roadmap Webinar will feature information to brief the partner ecosystem on relevant features, enhancements, and pilot programs coming out in the next release. Onboarding Resources - The Partner Onboarding Checklist provides a comprehensive list of tools a partner should setup to be successful. The tools include: Partner Business Org, Trialforce Master Org (TMO), License Management App (LMA), and Channel Order App (COA). ISV Trailhead Basics - Learn about the ISV Partner Program and the tools and technologies available to partners as they build apps. New partners will find this the best way come up to speed on the ISV Partner Program and existing ISV Partners will find this a valuable tool to educate new team members. Technical Support Case Packs - These packs are based on a flexible use as needed model and include a set number of cases depending on program tier: Registered 5 case packs, Silver 10 case packs. With Support Case Packs, partners receive a faster initial response of 1 8 hours (depending on the case severity level) plus Developer Support and a Priority Queue to route cases directly to Tier 2 and 24/7 toll-free phone support. Product Development Enablement - Partners with apps in market will have access to one of our ISV Technical Evangelists to help design and architect an app as well as discuss architecture and app distribution best practices. Partner Premier - This success offering provides a designated Partner Premier Success Manager, faster initial response time between 1-8 hours depending on case severity level, Developer Support, Priority Queue, and 24x7 toll-free phone support. ISV Program Architect - This is a technical resource aligned to ensure a properly designed and architected app with Salesforce App Cloud platform technologies. It is an advisory role and will engage on topics such as architecture reviews, roadmap design and prioritization, Salesforce App Cloud platform expertise, app distribution best practices, and expert project guidance. March 2016 Salesforce 12

14 Go-to-Market Resource Benefits App Academy - This Academy is a highly rated program on our Partner Community, and is required for all new ISV partners across all job roles to help succeed at every phase. It is a series of virtual classrooms and recorded sessions available through the Partner Community. Access to the Partner Sales Aid (PSA) - A content delivery app that works via a browser or mobile device, the PSA provides access to the same sales content available to the Salesforce Sales team. The PSA helps partners quickly find content to build presentations and gather information for customers and prospects. Expert Playbook Access - Educational resources on partnership best practices, such as selling to and with Salesforce, as well as Salesforce AE facing collateral templates that partners can use to define the unique aspects of their partnership and product. Expert Success Series Access - The ISV Partner Success Team delivers Master Academies to share proven Salesforce methodologies and best-practices to empower our ISVs to align their businesses with Salesforce. Designated Partner Account Manager - Designated member of the Salesforce ISV sales team help with go-to market and pre AppExchange listing checklists to help accelerate time to market. Partner Account Managers will also be the primary contact for ISVs to foster growth and bring in additional resources when needed. Business & Product Review - Quarterly business and product reviews led by a Partner Account Manager who will coordinate executive briefings with Salesforce executives and business leaders to help with defining the go-to market, technical, operational and marketing aspects of the partnership. Expert Roundtable Access - Partner Success Group sponsored roundtables offered during Partner Forums. The purpose of these roundtables is to provide a deep dive training opportunity for our tenured partners on topics such as maximizing resources offered by the ISV Partner Program and best-practices for interacting with the Salesforce organization. Direct Sales Awareness - This program is geared at enabling the Salesforce selling teams (Sales, Goto-Market, Sales Engineers, Customers for Life and Industry organizations) with increased mindshare of the Salesforce ISV business. The program also aims to showcase Gold and above ISV partners for increased awareness via the alignment of key resources, learning journeys and infrastructure. Designated Solution Manager - Designated resource to recommend ISV solutions to the Sales, Go-to- Market, Industry, and Customers for Life organizations, and monitor the growth of partner solution utilization and customer success. Eligibility for nextlevel - nextlevel is a partner program initiative which creates greater awareness, alignment, and collaboration between Salesforce s internal customer facing teams and its partners. nextlevel Partner Finder is a curated, natural language, searchable library of Gold and Platinum partner March 2016 Salesforce 13

15 solutions segmented by function, industry, market segment, and region. It makes it easy for Sales and Support to find the best partner for unique customer requirements. Executive Sponsorship - An executive sponsor works to facilitate additional relationships and opportunities within Salesforce to further the ISV s business and increase partner significance and opportunities for growth. The executive sponsor will be named as part of individual ISV agreements. Designated Partner Success Manager - ISV Partner Success Managers deliver best-in-class go-tomarket and customer success services. They have pre- and post-sales expertise to work with ISVs to grow and scale the partnership and ISVs business. Marketing Support Benefits AppExchange Listing - The Salesforce AppExchange is the world s leading #1 business marketplace. This program benefit allows partners to publicly list apps on the AppExchange. AppExchange Analytics - AppExchange Analytics is a set of tools and insights to show partners how a public app listing is performing. These reports provide metrics for the number of installations and other historical user listing activities. With this information, partners can identify areas requiring refinements or course corrections to attract and engage users, and ultimately increase installation counts. Use of Salesforce Badge for designated tier - The Salesforce Badge allows partners to distinguish the program and tier that they are enrolled in and promote this information to their customers. Partner Marketing Power Hours - Weekly webinars with best-practices from Salesforce and other ecosystem marketing experts, listing reviews, and open Q&A with the partner marketing team. Monthly Partner Newsflash - Receive monthly updates on Partner Programs, tips from Salesforce experts, peer insights, information about networking events, educational opportunities and more. Eligibility for AppExchange Marketing Program - Turnkey marketing packages to help partners increase app awareness and demand among Salesforce customers, prospects, employees, and influencers. AppExchange Customer Spotlight - Create a compelling, one page, customer story designed to highlight partner and customer success. One to two customer spotlights will be published and promoted on Salesforce channels on a weekly basis. AppExchange Demo Jam - Share product demos with the Salesforce Partner Community. Partners can receive coaching prior to the demo and promote the demo jam via Salesforce Channels. Designated Salesforce Marketing Lead - A Salesforce Partner Marketing lead will schedule quarterly marketing reviews with a partner team to review plans, answer questions and assist with alignment. Consideration for Platinum+ Dreamforce Sponsorship Levels - Partners will be considered for an invitation to sponsor Dreamforce at the Platinum and above levels. Invitations will be communicated when March 2016 Salesforce 14

16 the Dreamforce sales process begins. Partner need to submit a Dreamforce contract to confirm any level of participation. Prioritized Public Relations (PR) Promotion - Partners may refer to themselves as a Platinum ISV partner in their press materials. Press release approvals for Platinum ISV partners will be expedited. Platinum ISV partners will be prioritized as references for Salesforce media interviews. (Note: Salesforce does not approve standalone press releases by partners only announcing their partner tiers.) Frequently Asked Questions Program Changes Q: What were the main program changes? A: The changes, effective beginning March 1 through February 28, 2017, include: Simplified program offering Standardized revenue sharing model New tiering structure enabling a clear path of advancement Clearly defined and enhanced benefits Q: Why are these program changes needed? A: Salesforce has built the largest enterprise cloud ecosystem in the world, as well as the No. 1 app marketplace for business with the Salesforce AppExchange. As we ve grown, our ISV partners have asked for more clarity on the program, more enablement tools and support and more ways to distinguish their unique capabilities in the marketplace. Q: How will this impact partners? How will the tiering structure be determined? A: Similar to tiers within the Salesforce Consulting Partner Program, the new Partner Program for ISV Partners introduces a tiering model that extends from the Registered level up to Silver, Gold and Platinum. Partners will be tiered based on their annual ACV contribution to Salesforce, with the Platinum level consisting of partners that deliver more than $1 million in ACV annually. This new tiering structure enables partners to easily understand their program level, associated benefits and how they can advance. Partner tiering for FY17 will be done based on ACV from February 1, 2015 through January 31, Partners will receive a communication of their FY17 program tier on, or by, March 1, Q: Our company has not received any information regarding our program tier (via )? What should we do? A: All ISV partners should have received an from our program team. If you have not received this communication please send an to: isvpartners@salesforce.com. Q: Are there new processes or benefits that partners receive as a result of the new program changes? March 2016 Salesforce 15

17 A: Yes, based on their tier, ISV partners will have access to new benefits across technology, product development enablement, marketing and go-to-market resources that best support their needs and goals. Q: When will the new program changes go into effect? A: The new program went into effect July 1, 2015 and will remain effective until March 1, Q: Do existing partners need to take any action to stay in the program for FY16? A: Legacy partners that have apps that are not currently under a revenue sharing agreement and are charging customers for their app should work with their Partner Account Manager to meet the program requirements. If you don t know who your Partner Account Manager is send an to: isvpartners@salesforce.com. Existing partners on a revenue sharing agreement at the old pricing model should work with their Partner Account Manager upon renewal of their agreement for each app to meet the new PNR pricing model (if applicable). Over the coming months we will be reaching out to partners that do not meet the program requirements. Benefit restrictions may be imposed for those not compliant with the ISV program. Q: How will partners that aren t compliant be notified? A: Partners will receive an notifying them of their requirements to join the ISV program, and someone on the ISV team will reach out to the Partner. A final notice will be sent after multiple attempts to work with the partner to join the program. If benefits are removed, but you did not receive an from the ISV Program, please reach out to your Partner Account Manager or send an to: isvpartners@salesforce.com. Q: How will customers be affected by the program changes? A: The new program will enhance the customer experience. The new structure allows us to invest in our partner ecosystem and provide partners with relevant benefits and support that will ultimately translate to enhanced customer success. Q: Will the new revenue-sharing model be a deterrent to partners wanting to be part of the Salesforce Partner Program? A: We made these changes based on partner feedback and don t expect this to be a deterrent for partners participating in the program. In fact, based on tier, ISV partners will have access to a host of new offerings that best support their needs and goals. Highlights include: additional licenses for Heroku and Desk.com, new marketing toolkits, enhanced online training and new ISV-specific technical content. Q: Are Checkout partners subject to the new ISV program terms, including any changes to percent of net revenue requirements (PNR)? A: No, they are not subject to the new ISV program terms. The percent of net revenue for Checkout partners at this time is 15%, unless otherwise communicated on the Partner Community. March 2016 Salesforce 16

18 Existing Partner Questions Q: How does a partner advance through the program tiers? A: Partners are eligible to advance during the Annual Evaluation process if they meet the ACV requirements for that tier. Q: Does my annual recurring revenue from prior year(s) count towards meeting the ACV tier requirements. A: No. Annual recurring revenue does not count towards a partner s ACV requirements. Only net new and add-on revenue counts toward ACV. Q: Are the benefits available only after I submit my first order / report revenue to Salesforce? A: Benefits are available when an app is in market (i.e., after a signed agreement and completion of the security review assessment). Q: Can I use my app for internal use? A: Yes. You can use your app for internal use without paying any additional revenue sharing to Salesforce, but you must have the appropriate Cloud licenses to support your app (i.e., Sales Cloud, Service Cloud, App Cloud, etc.). New Partner Questions Q: What training tools are available to ensure I understand the ISV program? A: Review the ISV Partner Program page and the App Academy on the Partner Community. Partners can also review the ISV Developer Trail on Trailhead. Q: How does the Salesforce Partner Program for ISV Partners compare to competitor partner programs? A: We believe our unique set of program offerings, benefits and resources make it the top cloud-focused enterprise partner program in the industry. Q: I already accepted the Partner Master Agreement in the Partner Community. Is that all I need to sign to join the ISV Program? A: No. You need to work with your Partner Account Manager to sign a separate agreement that details the structure of your app and revenue sharing model. This agreement is separate from the Partner Master Agreement. Q: Do I need to sign a revenue sharing agreement for each app or can I sign one agreement for all my apps? A: Yes, a revenue sharing agreement is needed for each app if you are charging customers. Free apps do not require a revenue sharing agreement. Q: Can I list on the AppExchange without joining the ISV Program? A: Apps can be listed on the AppExchange without joining the ISV program if the app is free or if Checkout is used as the payment service provider, in addition to being ineligible to receive the Product Development, Go-to-Market, and Marketing benefits of the ISV Program. March 2016 Salesforce 17

19 Q: Can I join the ISV Program if my app only makes API calls? A: Connector and API partners should reach out to their Partner Account Manager to discuss pricing options to join the ISV Program. Q: Can I be a part of multiple Program Sub-Types? A: Yes. Each application can be part of a different Program Sub-Type. Q: What does ACV stand for? A: Annual Contract Value, which is the annualized value of new and add-on revenue that ISV partners submit to Salesforce. March 2016 Salesforce 18