PARTNER TRAINING AND CERTIFICATION Partners who place a high degree of importance on proper technical education and training significantly outperform partners who don t.
OVERVIEW The Workfront Partner Certification Guide is designed to be a complete program overview for partner training and certifications. It will introduce you to the levels of partnership and different certifications available to you. Certifications are tied to individual partner personnel and are not passed on through internal partner training or experience unless authorized in writing. Each individual must complete the Workfront product training courses and associated testing to achieve any level of certification. Workfront knows that technically proficient partners will deliver high quality services resulting in greater customer satisfaction. We want to ensure that our partner network receives high quality education, training, and certifications, which will result in greater Workfront adoption, expansion, and value for our customers. Workfront s Automation Platform enables you to automate domain specific and departmental workflows, bringing greater efficiency and cost savings to a wide variety of businesses. Workfront training and certifications will enable you to properly design, configure, and manage Workfront products and the platform, including the development of seamless integration(s) with a variety of existing enterprise software and systems through the Workfront API. 22
PARTNER LEVELS Workfront offers partnership levels to accommodate your particular business model. The partner levels are: Referral, Consultant, Integration, and Independent Software Vendor (ISV). Workfront is seeking sophisticated partners with reach into new markets, with consulting practices, with the ability to extend the value of Workfront through integration services, and who can bring domain-specific expertise and functional extensions to the Workfront platform. Workfront partner levels: WORKFRONT REFERRAL PARTNER WORKFRONT CERTIFIED CONSULTANT PARTNER WORKFRONT CERTIFIED DEVELOPER PARTNERS o INTEGRATION PARTNER o WORKFRONT CERTIFIED ISV PARTNER All Workfront Partners must start by clicking the Become A Partner link at the Workfront Partner Connection site: partners.workfront.com. Upon completing and submitting the registration form, a member of the Workfront partner team will contact you within 48 business hours. After discussing your business plans and the requirements of the partner levels an agreement can be sent for your review and execution. Once returned and accepted you will receive a welcome kit including, a production account instance of Workfront complete with product support and your access credentials enabling you to start partner training, live or on-demand via the website link above. Unless you are a technology or special developer partner, the partner levels are cumulative, meaning if you want to become a Workfront Certified Integration Partner, you must first complete the prerequisites and certifications associated with the Workfront Referral Partner and Workfront Certified Consultant Partner levels. Workfront Certified Referral Partner Workfront offers generous commissions for introducing new business opportunities. Gaining general familiarity with Workfront through an abundance of case studies, positioning papers, and sales presentation materials made available in the Workfront Partner Connection portal, we invite partners to introduce us to opportunities within their existing circle of influence and customer base. Before actually calling upon the prospect, Workfront sales professionals and the partner collaborate on an engagement plan. Depending on the relationship, circumstances, and confidence level of the partner, the engagement begins. Workfront is happy to do all of the pre-sale engagement activities, jointly share the engagement, or simply stay in the background and help you complete the sale as you become more proficient at introducing Workfront. Workfront s Sales Engineers and account managers are willing and able to work with you through the entire process. Once the business is closed for the Workfront licenses, the referring partner receives commissions for a multi-year period of time. DEAL REGISTRATION AND PROTECTION 3 3
The Workfront Partner Connection site provides a vehicle for registering qualified opportunities, and viewing the status of all of your deals as they progress through the sales pipeline. Workfront uses the latest in Partner Relationship Management (PRM) technology to insure the deals you have registered with us are registered and monitored. You also will have a Workfront sales account manager working with you in each engagement. View your, Partner Workfront Pipeline, receive reports, and monitor real-time funnel status. SALES ENGAGEMENT SUPPORT Workfronts Account Executives and Sales Engineers are thrilled to work with Partners to help in the engagement process with prospects. Unlike many partnering arrangements, Workfront has incented our sales team to work with our partners. When Partners engage our sales team and a deal is won, both parties receive full commission. There is no splitting the pot. As Partners add their services to the package, the solution becomes a win-win-win for Workfront, the Partner, and especially our customers. Workfront Certified Consultant Partner This certification is designed to develop proficiency in all aspects of Workfront, and achieving this level of partnership enables Workfront to recommend you with total confidence. With increasing market acceptance and unprecedented growth, Workfront leverages consulting partners to extend our services into ever growing regions, industries, practices, and vertical markets. Although delivered in the cloud, Workfront is an enterprise class service that requires a minimum of 3 to 4 weeks of consulting services prior to going live in the client s environment. The engagement methodology covers business requirements discovery, technical requirements scoping, workflow and template design, administrative configuration usually some integration, education, and ongoing relationship management for expansion. Initial implementation is often followed up with additional phases of consulting services as additional business value and expansion possibilities become obvious. Although not required, it is advantageous to have experience in Project Management, and/or certifications from the Project Management Institute (PMI). It is similarly advantageous to have background or experience in business process re-engineering. Many of Workfront s Consulting Partners employ Workfront as a platform to automate their IP or domain specific practices. WORKFRONT CERTIFIED DEVELOPER PARTNERS Workfront Certified Integration Partner Integration Partners can earn additional revenues generated by designing, coding, and selling integrations, that extend, connect, or integrate functionality between Workfront and existing enterprise solutions; such as Salesforce, SAP, Oracle, etc. Integration partners can build a very lucrative business by focusing on interoperable solutions between Workfront and the top MRP, ERP or other enterprise class systems. 4 4
Workfront Certified ISV Partner WORKFRONT TRAINING Workfront Independent Software Vendor (ISV) Partners may capitalize on all revenue opportunities from all previous levels and on sales of new vertically targeted or broad enterprise solutions built upon and/or that leverages the Workfront Automation Platform. ISV partners can realize a greater market opportunity by integrating their solution(s) with Workfront and by leveraging the Workfront partner model to accelerate their launch. Workfront offers a series of instructor led courses, both in person and online, as recommended partner training. Using your Workfront partner credentials you can sign up at https://community.workfront.com/ We also offer recordings of our instructor led courses to accommodate partners unable to meet our normal courseware schedules. Case Study, Implementation, API coding and other more advanced trainings are also available depending on which partner level is sought, including our Integrations Boot Camp held quarterly at Workfront s corporate headquarters. This is a technical deep dive for those building Workfront automations, integrations and software development into your Workfront consulting services practice. Workfront Product and Sales Training (required for all Partner Levels) In addition to our instructor led courseware, Workfront offers product and sales courses that are available for on-demand use. Each course may consist of one or more video modules. It is necessary to watch each video module in each course. All online courses are monitored and usage is tracked and upon completion of each course, a Certification Test will become available to you. Product training includes classes and testing in the following areas: Workfront Fundamentals Work Management Standardizing Work Mgt Queue Management System Administration Report Creation Portfolio Management Resource Management Agile Advanced Reporting There are certification testing rules and procedure that apply, so please read carefully the information online and via downloadable course manuals located at https://partners.workfront.com/english/certified/training/overview.aspx Upon successful completion of each exam, which represents completion of our product certification a certificate will be provided to you. Workfront Certified Consultant Training Workfront offers, expert, hands-on, implementation training through the Workfront Global Consulting Services team (GCS). A shadowing practice has been established whereby a partner consultant shadows a senior GCS consultant during an actual implementation. Prior to scheduling a shadow, partner must have a Workfront Implementation prospect or provide a sales referral in which Workfront services are part of the sale. The partner contracts with and engages an assigned GCS consultant/mentor 5 5
to discuss next steps, explain methodology and best practices regarding how to scope a Workfront implementation. Once the sale closes and a services engagement is set, the partner will shadow each aspect of the implementation process including: discovery, planning, scope of work, consulting, customization, configuration, change management, etc. Partner bears all personal travel and other related shadow training expenses. Mentor coaching & feedback, a second shadowing, and a case study final review with GCS management round out the training and must be successfully completed before becoming a Workfront Certified Consultant. Other prerequisites for implementation training include successful completion of all Product and Sales training mentioned above. All partner consultants should have experience and a general familiarity with industry standard legacy systems e.g. Preferred Provider Organization (PPO)/Project & Portfolio Management (PPM), Customer Relationship Management (CRM), Financial Management, Supply Chain Management, Human Capital Management and how these systems are architected, implemented, and traditionally used. Workfront Integration and ISV Training Workfront Integration and ISV training courses are designed to be a technology deep dive with interactive discussion and hands-on project coding to expose and demonstrate the flexibility and functionality of Workfront APIs. Once per calendar quarter, a two (2) day, technology boot camp is held at Workfront s corporate headquarters. This instructor led course features one or more Workfront senior developer support engineers who lead student engineers through, several example API implementations, exploring which APIs to use and when, and some best practices around efficient API coding. Before during and after the boot camp, access to the Workfront Partner Portal will be granted enabling partners access to; developer tools, documentation, API explorer, test and production development environments, knowledgebase for deeper understanding and problem solving, a developer forum to network and collaborate with the Workfront developer community and much more. At the end of the course, each student receives a Workfront API final project to code. The proficiency at which APIs are used and related code written will be tested and a final grade will be awarded. Prerequisites for all integration and ISV partners are as follows: successful completion of all Product and Sales training mentioned above and it is recommended that implementation training be completed. In addition, partners must have at least one full-time engineer with experience in web application architectures including Representational State Transfer (REST)-ful architecture style, a working knowledge of HTTP, web communication protocols, JavaScript Object Notation (JSON), XML, and Workfront s database schema as well as other industry leading database schemas. The top Workfront customer requested integrations are: Salesforce, Agile, TFS, ServiceNOW, SAP, NetSuite, Oracle, and PeopleSoft, a familiarity with these systems is also preferred. 6 6
WORKFRONT PARTNER CERTIFICATIONS Upon completion of all necessary training requirements partners shall be awarded a partner level certification. This entitles the partner to promote the certification earned and use the appropriate partner certified logo. All certification(s) promotion and use of official Workfront logos are governed by the guidelines and legal restrictions within the Workfront branding and style guide available at: branding.workfront.com. In addition all logos used in partner collateral, promotion and/or print advertising must be submitted for approval by submitting a final draft of any use to developerpartner@workfront.com. Certified Partner Logos PRIMARY FULL-COLOR LOGO PRIMARY FULL-COLOR REVERSE LOGO FOR MORE INFORMATION TEAM MEMBER: John Enslow Manager, Workfront Developer Program +1 801.477.7613 johnenslow@workfront.com Zachary Herness EWM Product Manager +1 801.477.9788 zacharyherness@workfront.com 7 7