Grow Your Business with Salesforce: Partner Readiness Guide

Partner Guide to: Grow Your Business with Salesforce A Partner Readiness Guide to grow your business with Salesforce equips partners with example processes and tools to identify, nurture, and convert qualiûed leads, building a robust sales pipeline within your organization. Discover Salesforce-qualiûed leads that align with your customers' business needs through collaboration with The learning resources in this guide are your internal delivery team. continuously evolving. Check back frequently to stay informed and leverage the most recent content.

Grow Your Business with Salesforce Identify, nurture, and convert qualiûed leads into closed won deals. 3 1 2 5 6 4 Partner Sample Partner Partner Grow Your Sample Growth Operating Lead Success Business with Discovery Plan Model Submission Resources Salesforce Questions Access to the content on Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners and Salesforce employees. Access instructions

1 Grow Your Business with Salesforce Build a robust sales pipeline within your partner organisation Partner Beneûts Grow Your Business with Salesforce Grow Your Business: develop a robust sales pipeline for your Partner delivery teams hold a wealth of customer knowledge and organisation through prioritised customer needs documented business needs. They are aware of blockers that limit the customer9s in the business backlog. potential to drive ongoing, sustainable success and revenue Access Referral Fees & Beneûts: submit qualiûed leads in growth. Salesforce Partner Community to be eligible for referral fees* This knowledge, combined with the customer9s business backlog, is and connect with your Salesforce Account Executive. key to identifying, nurturing, and converting untapped leads into Develop Salesforce Relationships: develop Salesforce closed won deals that drive customer and partner success. relationships and partnerships to drive ongoing customer and partner success and growth. * Subject to the Salesforce Partner Program Policies Access to the content on Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners and Salesforce employees. Access instructions

2 Partner Growth Plan Setup for success to grow your business with Salesforce Growth Plan Owner Key Stakeholders Responsibilities The partner business development lead is responsible for the growth plan setup and management including: Business Development/Sales Lead The partner business development lead (or similar · Setup: Communicate growth plan objectives, key Project Manager role within your organisation) stakeholder roles, lock in a regular cadence, set the Technical Leads would be responsible for the agenda, track progress and outcomes. Customer Success Manager communication, setup and · Session Management: Utilize the sample discovery ongoing management of the Any Other Customer Facing/On-Site questions in section 4 of this guide to identify leads. growth plan supported by key Roles · Lead Tracking: Track identiûed leads in your instance of internal delivery stakeholders. Salesforce. · Submit Leads to Salesforce Partner Community to access referral fees* and connect with your Salesforce Account Executive. * Subject to the Salesforce Partner Program Policies

3 Sample Partner Operating Model 1. Setup and Management 6. Continuous Improvement Identify Internal Stakeholders: Including business Monitor Eûectiveness: Continuously monitor the process development lead, sales lead, project manager, lead architect eûectiveness, gathering feedback from internal teams and and/or customer success manager. customers. Deûne Roles: Outline the roles of each team member to Adjust Approach: Make adjustments based on feedback and ensure smooth collaboration & accountability. changing customer needs. 6 Set Up Communication Channels: Establish channels such as dedicated regular calls, slack channels, email updates, and collaboration tools like quip. 1 5. Convert Leads to Opportunities 5 Solution Discovery: Run Solution Discovery Sessions to Sales Leader drive sales closure. 2. Establish Processes Operating Track Progress: Monitor the progress of leads through the sales pipeline, ensuring timely follow-ups and updates. Establish a Regular Cadence e.g. (Bi)Weekly Meetings: Model Review the customer9s backlog, discuss potential leads, 2 and assign action items. Log and Track Leads in Salesforce 4 4. Develop Solutions 3 Collaborate with Internal Teams: Develop tailored solutions for each lead using internal expertise to enhance proposals. 3. Identify Sales Leads Work with Salesforce: Work as one team with Salesforce sellers to Review Customer Backlog: Identify pain points and unmet needs. present a uniûed vision and leverage the power of our joint teams. Leverage Internal Knowledge: Engage internal delivery team using the Engage with Customers: Present solutions to customers, discuss sample partner lead discovery questions in section 4 of this guide. needs, gather feedback, and reûne proposals. Opportunity Assessment: Assess value, feasibility, and alignment with customer goals. Submit Leads to Salesforce Partner Community

4 Sample Partner Lead Discovery Questions 1/2 Easily plan and run your internal discovery with a simple set of questions to uncover customer priorities and identify leads with your internal delivery team as below. Marketing Buyer Sales Buyer Commerce Buyer ï Are we able to map our customers' ï Does the team have access to actionable, experiences/journey across their data-driven insights? ï How do customers order from them today? organization? ï How many systems do they need to use in ï What is the system of record for orders? ï Are they leveraging AI and/or a typical sales process? automation to create personalized ï How do they plan to unlock new revenue ï How long does it take to pull a engagement at scale? channels and drive eûciency in the ordering report/presentation with accurate data? process? ï What marketing channels does their ï What are their biggest challenges with business use to generate interest and ï How are they managing the life cycle of hitting revenue growth targets over the new customers (website, events, social)? orders? next 3-5 years? ï How do they measure Marketing ROI or ï What is their current annual online order ï What9s their current process for dealing track Marketing Spend? volume? with pipeline generation, forecasting, etc? ï (B2B): How does marketing/sales get ï What issues could arise from a mishandled ï What does their sales process look like visibility into what's happening to the order? today? What roadblocks does it pose? prospect?

4 Sample Partner Lead Discovery Questions 2/2 Easily plan and run your internal discovery with a simple set of questions to uncover customer priorities and identify leads with your internal delivery team as below. Service Buyer IT Buyer Recommendations Map ï Does their support team have visibility into Where are they today in their implementation and ï How are they maintaining customer the end to end journey of a customer? adoption journey and where do we have left to take privacy through each stage of the data them? ï How do they track and report on CSAT lifecycle? data today? ï What are their big technology initiatives Find below some example templates to use for ï Do they have a solid understanding of this year? recommendations mapping. what factors are driving their CSAT, churn, ï How are they using your budget this year? sales metrics, or other KPIs? Solution Capability Map Example > ï How are their current technologies being ï What are their goals & objectives for their Product Capability Map Template > adopted by their teams? support organization? Product Capabilities Value Map > ï How does their organization keep up with ï What key KPI9s do they care most about? Beneûts Map Template > the increasing demand for modern ï What stands in the way of getting accurate applications? Recommendations Proposal Template > insights into their customer9s experience?

5 Partner Lead Submission Submit your lead referral in the Salesforce Partner Community to be eligible for referral fees from Salesforce* and connect with your Salesforce Account Executive to drive deal closure together. See example lead criteria below. Lead Criteria 4 Lead Criteria 1 Lead Criteria 2 Lead Criteria 3 SF products are a Finds demand & new use Introduces a prospect new Introduces a new product component of a larger GTM cases for additional to Salesforce. opportunity to an existing solution. consumption. customer. The lead is a net new logo In other words, Salesforce is This is referring to add-ons. that does not have an active For example, the customer is one of the software vendors For example, the customer is subscription to Salesforce. currently using Sales Cloud being positioned to the using Experience Cloud but They are brand new to the but would like to purchase customer as part of their wants to purchase more Salesforce ecosystem. CPQ. wider solution stack. licences. How to Submit a Lead > * Subject to the Salesforce Partner Program Policies

6 Partner Success Resources Partner Sales, Product, Marketing & Delivery Best Practice Resources óSalesforce Partner Program Overview óSalesforce Products & Industries óPartner Community Overview & Technology Updates óGTM Partner Enablement On Demand óPartner Systems & Access Instructions óGlobal Partner Enablement Events Calendar óSales Success Best Practice Coaching óPartner Learning Camp óSalesforce Partner Program Policies (SPPP) óPartner Readiness Guides óPartner GTM Resources óDeliver Like Salesforce Best Practice óPartner Referral Leads óFind a Salesforce Partner Website óPartner Lead and Deal Registration Dashboard óFAQ: Referral Beneût óPartner Marketing Center Access to the content on Partner Community, Partner Learning Camp (PLC) and Trailhead is available to all registered partners and Salesforce employees. Access instructions

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