Agentforce Partner Guidebook - SI Partners

Partner Guidebook Your step-by-step guide to success with Agentforce SI Partners Now Featuring New FY26 Content

Get to Know Agentforce 1 Get AI Certified 2 Deepen Your Expertise 3 Create Demand 4 Sell Agentforce 5 Grow & Expand 6 Meet Agent Astro I’ll be your guide, walking you through each stage of the Agentforce journey in this guide. I’ll offer helpful tips, role-focused insights, and more. All stages of the journey now feature brand new content to help you thrive in FY26. I highly recommend reviewing and revisiting each chapter to gain fresh insights. Welcome to the Agentforce Partner Guidebook, your comprehensive step-by-step resource for launching with Agentforce. Tailored for SI partners, this guidebook is regularly updated with the latest information and resources, including new content and tools for FY26. Agentforce Partner Journey Agentforce Partner Guidebook Apply Learnings & Share Success 7 NEW NEW

1. Get to Know Agentforce Overviews, Demos, Use Cases & The Unmatched Agentforce Advantage The first step in your Agentforce journey is to understand the product. This chapter introduces Agentforce, showcases its capabilities, explores various use cases, and highlights its unparalleled advantages in the agentic space. Get to Know Agentforce 1 Get AI Certified 2 Deepen Your Expertise 3 Create Demand 4 Sell Agentforce 5 Grow & Expand 6 Apply Learnings & Share Success 7

Agentforce Overview Partner First Call Deck: Slide presentation shared by PAMs to introduce partners to Agentforce. What is Agentforce? Agentforce is Salesforce's groundbreaking new low-code platform for companies to build, customize, and deploy autonomous agents that support employees and customers. With Agentforce, customers have access to out-of-the-box templates for quickly building and customizing autonomous AI agents that meet their specific business requirements. Utilizing an LLM’s language and reasoning capabilities, these agents are able to carry out business tasks using a company’s CRM data, external 1. Get to Know Agentforce data, and metadata while adhering to strict privacy and security guidelines. They can also seamlessly escalate complex, high-priority queries to human agents. Agent Astro Tip Agents are defined by 5 key attributes: ● Role: What is the agent's role? ● Knowledge: What topics or data will the agent be knowledgeable about? ● Actions: What actions will the agent take? ● Guardrails: What are the guidelines or constraints for the agent? ● Channels: Which channels will we deploy these agents on? (e.g., website, Slack, email, voice, etc.) Agentforce Use Cases: Get inspired with practical, custom use cases across industries, so you can tailor your agents to your business and customer needs. Agentforce General Resources Agentforce Website: In-depth collection of demos, details, and more. Agentforce Enablement Resource Library: An extensive library of technical resources for Agentforce enablement. New Library of Demo Videos: Discover how Agentforce brings together humans + AI + data + actions. New New

The Agentforce Advantage Agent Astro Tip Agentforce is proven to be 16x faster and 75% more accurate than DIY-built AI solutions.* Agentforce natively includes a data layer, an application layer, and an agentic layer all in one powerful infrastructure. Don’t miss the video to the left where you will hear from a top Salesforce sales leader on the details of this competitive advantage and what it means to your business as a partner. *Source: A Valoir Report, February 2025 1. Get to Know Agentforce Act Now! Learn the Agentforce Advantage Customers Agentblazers Same platform Same code base Same workflows Shared data and metadata Agentforce leverages the full power of the Salesforce platform, from our Hyperforce foundation to Data Cloud, and all the apps that create a Customer 360. This is your unmatched digital labor platform. Why Agentforce? Hear Kaylin Voss, EVP of Sales, Agentforce & Data Cloud, explain the unique advantages of Agentforce. New Watch Video New

1. Get to Know Agentforce ● Agentforce creates new customer demand and an incredible opportunity for partners to co-create innovative Agentforce solutions for customers with a high propensity to buy. ● Agentforce Agents make use of industry-leading Salesforce applications to deliver transformative experiences across sales, service, commerce, marketing, and industries. Agentforce Use Cases Get inspired to get more value from AI. Browse practical use cases for out-of-the-box and custom AI solutions for any industry. AI Use Case Library Why it Matters for Partners ● The shift to agents creates an even bigger opportunity for partners beyond just co-creating agents and implementations, but with monetizing high value consulting focused on business change. According to IDC by 2028, for every $1 Salesforce makes, our partner ecosystem makes $6.93. ● Partners extend the use of Agentforce through partner actions, agent actions, zero copy data, and implementation.

2. Get AI Certified Certification Prep Tools, Exam Resources, Agentblazer Details and More In this stage of your Agentforce Journey, we'll focus on getting your team certified and becoming an Agentblazer. Discover the certification options available and follow our guided steps to prepare for your exams. Get to Know Agentforce 1 Get AI Certified 2 Deepen Your Expertise 3 Create Demand 4 Sell Agentforce 5 Grow & Expand 6 Apply Learnings & Share Success 7

Agent Astro Tip 1. The Agentforce certification exams are free until the end of 2025, so certify as many team members as possible and establish your company as a leader in the Agentforce ecosystem. 2. One of the key insights we’ve gained with Agentforce is that the most successful sales cycles involve all team members, not just those in technical roles, being well-versed in the product. We strongly recommend that every member of your team take advantage of these free exams to become certified. 2. Get AI Certified Get Your Agentforce Certifications Exams are free until the end of 2025 Become a Certified AI Associate 1. Review the exam guide 2. Complete the Trailmix 3. Complete the Cert Prep Module 4. Earn Certification Become a Certified Agentforce Specialist Additional Certification Resources 1. Review the exam guide 2. Build your first Agent 3. Complete the Cert Prep Module 4. Earn Certification Soon, partners will have the opportunity to earn the brand new “Implementation Expert” Navigator Distinction in products like Agentforce. The number of certified individuals at your company is a crucial factor in achieving this distinction, along with other criteria. Therefore, it’s essential to prioritize certifications across your team. More Details Coming Soon Coming Soon: Implementation Expert Distinction in Navigator Access to the content on Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners. 1. Verify your certification status 2. Enroll in expert-led course on Trailhead Academy 3. Exam Candidate Code of Conduct 4. Trailhead GO Mobile App New New

2. Get AI Certified Become an Agentblazer Elevate your AI career by becoming an Agentblazer today! Master in-demand AI skills through our specialized Trailhead modules, unlock exclusive rewards, and join a global network of Agentblazers to expand your expertise, discover new use cases, hear from product experts, and accelerate your career growth. Learn AI and Agentforce fundamentals Understand Data Cloud and governance Build your first agent LEVEL 1 Champion Identify use cases for your business Create custom agents with Agent Builder Set up and customize Agentforce for Service and Sales LEVEL 2 Innovator Manage & customize across the Agentforce lifecycle Earn the Agentforce Specialist certification LEVEL 3 Legend New Get Started Learn More Coming Soon Learn More about Agentblazers Here Agent Astro Tip Each Trailhead module you complete earns you a badge and points toward your Agentblazer Status, highlighting your skills and hands-on experience in building autonomous agents. Advance from Champion to Legend to gain the expertise needed to drive transformative change in your organization and achieve your career goals.

3. Deepen Your Expertise Events, Demo Orgs, Enablement Tools, Partner Success Resources This step of your Agentforce journey focuses on preparing for implementation. Here, you'll find comprehensive trainings, along with essential tools and resources like demo orgs, FAQs, and help desks to ensure your success. Get to Know Agentforce 1 Get AI Certified 2 Deepen Your Expertise 3 Create Demand 4 Sell Agentforce 5 Grow & Expand 6 Apply Learnings & Share Success 7

Events, Cohorts & Workshops Video Hub (Includes webinars, release deep dives & demos) Agentforce Upskill: GTM Webinars Agentforce World Tours Additional Events See our Marquee events list in the Drive Demand chapter Demo Orgs & Enablement Tools Product & Org Access Simple Demo Org (Exclusive to Salesforce Partners) Agentforce Roadmap Enablement Resource Library Partner Support & Community Resources Agentforce Collaboration Group in Partner Community Agentforce FAQs 3. Deepen Your Expertise Deepen Your Expertise with Advanced Content and Resources Agent Astro Tip 1. Be sure to request an SDO - Salesforce's most popular demo environment, offering an advanced tool for pre-sales opportunities. It includes licenses and features like Agentforce, showcasing the full range of Salesforce solutions without needing additional provisions. 2. Prioritize attending Agentforce trainings to build your company’s expertise level. Completing these trainings sets you up for future Partner Program benefits and opportunities in FY26. More details coming soon! 3. Don’t see any events near you? Revisit this page soon for more events. We are adding to the calendar regularly. Access to the content on Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners. Access instructions.

4. Create Demand GTM Strategy Tools, GTM Resources This step of your Agentforce journey focuses on going to market. Here, you'll find tools to shape your GTM strategy, resources to support your launch, and details on co-marketing funds to promote your Agentforce offering. Get to Know Agentforce 1 Get AI Certified 2 Deepen Your Expertise 3 Create Demand 4 Sell Agentforce 5 Grow & Expand 6 Apply Learnings & Share Success 7

GTM with Agentforce Access to the content on Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners and Salesforce employees. Access instructions. Agent Astro Tip A huge key to success is making sure your business is easily discoverable as Agentforce-Ready by customers and Salesforce AEs. Get started by following the steps below: 1. Sign Up for Partner Connect: This is the official resource to find Agentforce-Ready partners starting. 4. Create Demand Act Now! GTM Strategy Development Agentforce Upskill Webinars: GTM Readiness & Use Cases Salesforce Partner On-Demand GTM Courses Co-Marketing Opportunities Plan ahead for Salesforce marquee events on the next page GTM Tools & Resources Best Practice Video: Agentforce Bill of Materials Overview Deck: Agentforce Bill of Materials Zip File Download: Agentforce Bill of Materials Dreamforce ‘24 Go-To-Market Kit Get Listed as Agentforce-Ready Partner Connect Pocket Guide for Partners: Partner Connect is the new go-to place for listings of all Agentforce-Ready partners. Sign up today to help customers & AEs find your business. This round of applications is currently closed. Stay tuned for updates on our next round of applications in 2025. Promote your Agentforce practice using specialized Market Development Funds. (Applications Closed) Market Development Funds Program Overview (Applications Closed) Apply for Funds Agentforce Marketing Funds

Drive Demand at Upcoming Salesforce Marquee Events 4. Create Demand Agent Astro Tips ● Why attend: Discover the latest innovations and strategic priorities for partners. Network with customers, prospects, peers, and leadership. ● How to maximize value: These events allow opportunities to sponsor, speak in sessions, host ancillary events, attend additional trainings, host meetings, connect with sales, and more! ● More info coming soon: the list above will be regularly updated with additional details such as dates & websites so check back regularly. Event About Location Date Agentforce World Tours Build and deploy your first AI Agent and discover what AI was meant to be with 135+ expert-led sessions and demos. All in one day, all for free. Register here. Global Tour Now - Winter 2025 Tableau Conference Three days packed with 200+ breakout sessions, 60 hands-on trainings, keynotes, community-led learning, training and certification add-ons, and more. San Diego & Salesforce+ April 15-17, 2025 Connections Salesforce Connections is the official event for all things marketing and commerce in the Salesforce realm. Chicago & Salesforce+ June 11-12, 2025 Dreamforce Mark your calendars for an epic celebration of customer success and the most impactful event for your business. San Francisco & Salesforce+ October 14-16, 2025

5. Selling Agentforce Pricing, Packaging, Differentiation, Sales Resources, Win Demos, Sales Plays This step of your Agentforce journey is dedicated to selling Agentforce. Here, you'll find pricing details, strategies to differentiate your business, sales resources like pitch decks and value calculators, and customer win demos. You’ll also learn about a key sales play - Agentforce Activator. Get to Know Agentforce 1 Get AI Certified 2 Deepen Your Expertise 3 Create Demand 4 Sell Agentforce 5 Grow & Expand 6 Apply Learnings & Share Success 7

● Position credible value delivery plan ○ Agentforce ROI Calculator ● Match pricing to agentic maturity ○ Register: Upcoming webinar featuring our latest pricing details ● Educate on trusted agentics ○ Agentforce use case library 5. Selling Agentforce Winning Sales Playbook Winning Playbook Land agent vision at executive level Use successful customer references Inspire with Customer Zero Demo our deeply unified platform Position credible value delivery plan Match pricing to agentic maturity Educate on trusted agentics Watch this video to learn more ● Land agent vision at executive level ○ Coming soon - Win the CIO Webinar with Shibani Ahuja ● Use successful customer references: ○ Agentforce customer story library ○ Submit your own Agentforce story ● Inspire with Customer Zero ○ Salesforce’s Customer Zero Story ● Demo our deeply unified platform ○ Set up your demo org today New Partner Resources for the Winning Playbook Agent Astro Tip In the spirit of enhanced partnership, our sales team is excited to share the playbook we're using to succeed with Agentforce in FY26. This playbook was compiled from feedback on our largest Agentforce deal wins from last year. We noticed that the same winning strategies consistently emerged, so we distilled this information into a playbook that your teams can use alongside the Salesforce sales teams.

Agentic Maturity Model 5. Selling Agentforce Act Now! Not all use cases are created equal, and not all partners are at the same level of maturity in their agentic journeys. This maturity model is an internal tool used by Salesforce to align the complexity and sophistication of agentic use cases with their business impact. Using the Maturity Model: Hear Kaylin Voss, EVP of Sales at Agentforce & Data Cloud, explain how we use this model to drive targeted sales conversations and deliver tailored solutions. New Watch Video Simple Orchestration, Single Domain Autonomously orchestrate low complexity tasks in siloed data environment Level 2 Multi-Agent Orchestration Enable any-to-any-agent operability across disparate stacks with agent supervision Level 0 Level 1 Automate repetitive tasks using predefined rules, no reasoning / learning capability Fixed Rules and Repetitive Tasks Information Retrieval Agents Assist humans by recommending actions & retrieving information Level 4 Complex Orchestration, Multiple Domain Level 3 Autonomously orchestrate multiple workflows with harmonized data across multiple domains Maturity Chatbots - Co-pilots Agents Agentic Maturity Model Where are your customers on their Agentic Maturity? Agent Astro Tip When identifying the right agentic use case for your customer, it's essential to match the agent with the customer's level of readiness and maturity. Offering something too complex can result in poor adoption and consumption, thereby reducing the likelihood of agentic expansion. Equip your teams with this maturity model to help them develop appropriate strategies for each customer. New

Selling Agentforce 5. Sell Agentforce Pricing & Packaging Agentforce Pricing + Business Value Selling (Webinar Recording) Agentforce Pricing + Business Value Selling (Slide Deck) Agentforce ROI Calculator Differentiation & Use Cases Coming Soon: “Implementation Expert” Distinction in Navigator AI Use Cases Library Sales Resources Salesforce AI Readiness Assessment Tool: a fast way to engage prospects and start meaningful conversations Prerequisites for Quick Wins with Customers Agentforce Sales Agent Pitch Deck Agent Astro Tip When looking at the best ways to position Agentforce to customers, use cases are the key to helping customers realized value. What are your customers’ pain points? What tasks are they currently spending time and money on that could be automated? Ex: Are they paying large sums to developers who spend hours each week running reports & verifying users? By using agents to run & verify reports, customers can save thousands of expensive developer dollars and reallocate those hours to more high impact developer tasks. Access to the content on Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners and Salesforce employees. Access instructions.

6. Grow & Expand Drive growth through consumption, track your projects & log your leads You’ve started your Agentforce journey. Now, how can you expand and grow to the next level? This chapter offers advice on the customer growth journey, the importance of consumption, and tools to track your leads and projects. Get to Know Agentforce 1 Get AI Certified 2 Deepen Your Expertise 3 Create Demand 4 Sell Agentforce 5 Grow & Expand 6 Apply Learnings & Share Success 7

6. Grow & Expand Unlocking Unlimited Growth New Customer Growth Adoption is the Key to Customer Growth, and Partners Provide a Unique “Unlock” With Agentforce, our sales process transforms into an ongoing cycle of growth. However, the key to this growth lies in consumption and adoption. 1. Identify Start simple & make it real When identifying the first agent for a customer, keep it simple by starting with a use case that delivers immediate value. This lays the groundwork for a seamless integration into their existing ecosystem. Clearly demonstrate the vision & value proposition Always consider the customer's agentic maturity when driving commitment. Lead with the vision and value of the agent, such as increasing productivity, reducing costs, or both. 2. Commit Quality implementations are the key to future success Quality implementation of agents is crucial for your future success with Agentforce. When executed properly, agents deliver immediate and measurable value to customers. Use the Customer Success Score Card (details on the next page) to track your implementations. 3. Deploy ROI can’t be demonstrated without consumption As customers continue to use their agents, the immediate and measurable value continues to grow, creating strong momentum that brings you back to the first step (identify). By this point, you have solidified your position as their trusted agentic advisor. The ROI from their initial agent often justifies the cost of the next agent, and the next, fueling an ongoing cycle of growth and maturity development. Without consistent consumption, however, the ROI remains unproven and momentum can stall. 4. Consume

Access to Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners. 6. Grow & Expand Track Your Projects & Leads Agent Astro Tip Why are these steps important? Projects are an important contributor to a partner’s Navigator score. By tracking your leads and projects, Salesforce is able to give your business proper credit for all the hard work you are doing with Agentforce. This also ensures that your business receives all the benefits you are due. To receive lead credit, all leads must be logged in the Partner Community for review by the Sales Development Team. ● To get started, visit the Partner Community - Business Page ● Consult the FY2 Salesforce Partner Program Policy for information on referrals and sourced opportunities. ● Reference this resource for help on tracking leads through the Partner Community Track Your Project Status ● Login to Partner Community, click Manage and then Projects. ● Click New Project and complete the project information. ● Customer Org ID is required. Select the type of Customer Org (Salesforce, Slack, etc) and enter the Org ID. ● Select correct Agentforce Product under Einstein GenAI category. ● Add Customer Contact info and validate the customer consent. ● Send optional CSAT Survey. (Note: Partner will have ability to retroactively send CSAT once project is complete.) Log Your Leads Now available to partners: Customer Success Scorecard New ● Available to partners with customer consent ● Adoption insights available now for Signature and Premier customers Learn More Here

7. Apply Learnings & Share Success Review and apply learnings, prepare press releases, share win stories Now that you've launched with Agentforce, this chapter focuses on your next steps for amplifying your wins. This includes logging your leads with Salesforce, sharing your success stories, and collaborating with Salesforce PR on your press releases. Get to Know Agentforce 1 Get AI Certified 2 Deepen Your Expertise 3 Create Demand 4 Sell Agentforce 5 Grow & Expand 6 Apply Learnings & Share Success 7

7. Apply Learnings & Share Success Tune into this new podcast to hear "Agent" Miguel Milano, President and Chief Revenue Officer at Salesforce, in conversation with Jim Steele, Salesforce’s President of Global Strategic Customers and Partners, discussing Agentforce. In this quick listen, they explore Miguel’s insights on digital labor, key lessons learned since the Agentforce launch, and Salesforce’s ask of partners as we start the new year strong. Agentforce Lessons Learned New New Podcast Inside Agentforce: "Agent" Miguel Milano and Jim Steele Discuss Digital Labor and Agentforce Learnings Click here to listen Upcoming Podcast Inside Agentforce: Driving Agentforce Success in Key Industries Agent Astro Tip To get started, I highly recommend watching the two webinars listed below. They provide valuable context on the Agentforce product and key details about your role and opportunities as a Technology Partner. Discover why Agentforce is crucial for your business on the next page of this guide. Agent Astro Tip These podcasts offer a fantastic opportunity to hear directly from top Salesforce sales leaders about their key learnings from the Agentforce launch and how their teams are applying these insights to their FY26 strategies.

7. Apply Learnings & Share Success Highlight Your Agentforce Success Partner Story Submissions Agent Astro Tip Sharing your deal win, go-live, and success stories can serve two powerful purposes. 1. It can be used to promote your company to Salesforce AEs, pushing you to the forefront of their minds for future deals & opportunities. 2. It opens the door for potential co-marketing opportunities and/or Partner benefits Promote your deal wins, go-lives, and success stories to AEs and customers. Sharing these stories not only boosts your business’s visibility but also increases your chances of being featured at future Salesforce events and presentations. ● Submit your stories here ● Coming Soon: Agentforce Partner Story Library Agentforce Press Release Process Do you have an Agentforce story you want to distribute over the newswire? Follow the instructions below to submit press releases for Salesforce review. ● Follow these guidelines to submit press releases for Salesforce review. ● Reach out to [email protected] with questions. Access to Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners.

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