Welcome to our Cloud Journey webinar series!

Partner and Reseller Enablement

Michael Scherbaum Mukesh KumarSales & Pre-Sales Success Services

mscherbaum@salesforce.com mukesh.kumar@salesforce.com

Who Are We?

Emerging Reseller Enablement Team

Remit of our Team

•Launch a series of onsite and remote training sessions; sharing collateral for Success

•Enablement Team supporting our Partners & Resellers in emerging market

•Partnership with Advocates to drive execution within Business

•Measure & Deliver Success (Partner + PAM + Enablement)•Business Uplift (ACV growth; growth in customer brands)•Customer Success (reduced red accounts / escalations; secured renewals)

•Quarterly Business Reviews to track enablement of resources

Goals and Objectives

Meet the Team

Snr. Manager PS/SMichael Scherbaum

Dir. Post-SalesGil Shaham

Snr. Manager CFL

Mukesh Kumar

Dir. Partner Practice Asia

Vincent Poncent

Manager Project Mgt.Jen Boysen

Dir. Partner Sales Dev.

Andrew Zinger

Time at Salesforce:

6 years, started in CBU as Engagement Manager

Previous Roles:

CRM Consultant, Oracle

Management Consultant, Accenture

Consulting Sales, Siebel

Passionate About:

Travelling and experiencing all cultures

Personal Life:

Married for 11 years, with 2 children

Team Biography: Mukesh KumarSenior Manager, Customers For Life

Time at Salesforce:

5 years, started as a Solution Engineer in SMB

Previous Roles:

Solution Engineer across EMEA

Technical Account Manager, IBM

CRM Consultant

CEO of a startup

Passionate About:

Sport, cooking and friends & family

Team Biography: Michael ScherbaumSenior Manager, Sales & Pre-Sales

Wide Mix of Training Resources Available NOW2 or 3-days interactive meeting delivering presales, post sales and customer success training, Salesforce Solutions positioning, competitive information, and role-playing exercises.

Reseller Bootcamp

Participate in ongoing webinar courses that will reinforce existing knowledge and keep resellers up-to-date with Release readiness webinars, cloud specific trainings and industry deep dives.

Cloud Journey

Walk-in sessions for resellers to ask questions about ongoing opportunities, accounts and any other open business.

Partner Clinics

Empower the extended reseller community with the vision, positioning of ISV partners products and technical skills to align, focus and win projects more effectively.

In-Country Events

Quarterly meeting together with the PAM to talk about the state of the business, their current learning journey, new hires, future learning and KPI attainment.

Reseller QBR

Collaborate on a regular basis with a named Salesforce SE in order to stay up-to-date on product releases, industry trends and customer reference analysis.

Chatter Group Coaching

Engaging self-service content that will teach resellers the business values, engagement models and operational skills to succeed as a salesforce reseller.

CommunityJourneys

▪ Cloud Journey is specifically available to our Salesforce Reseller Partner Community as an additional learning resource.

▪ Join these sessions to learn more about business with Salesforce and have an opportunity to hear best practices across key topics: Sales & Pre Sales, Post Sales and Customer Success.

Cloud Journey Webinar SeriesOngoing Enablement Series across the customer lifecyle

ACCESS: Registration Link

Partner Community Learning Paths by Role & Enablement

By Products

By Industries

By Rolesp.force.com/roles

p.force.com/products

p.force.com/industries

Trailhead Learning Paths by RolePartner Community Education, Enablement, & Engagement All in One Place

▪ Content to train partners in the same way we train our own internal teams

▪ Featured Trailhead modules make it easy to learn and earn badges

▪ Companies can now track all Trailhead Badges and Certifications through the Partner Community

▪ Recommended Chatter Groups by Roles, Products, & Industries help partners with direct coaching & feedback from our inside experts

ACCESS: p.force.com/roles

Chatter Groups by Role AvailableExtension of Education, Enablement, & Engagement All in One Place

Recommended Chatter Groups by Roles, Products, & Industries help partners with direct coaching & feedback from our inside experts

Emerging EnablementDiary Dates

Training Programme

1 & 2 November 2016 (Johannesburg)23 & 24 November 2016 (Dubai)15th & 16th November India (Mumbai)13 & 14 December 2016 (Turkey)

Reseller Bootcamp

Rotation across four areas, starting from…18th Oct – Welcome25th Oct – Sales & Pre Sales1st Nov – Post Sales8th Nov – Success Services

Cloud Journey

Every Thursday @ 10-11am (GMT)Partner Clinics

17th Oct - Service Cloud and Community Academies (Jo’burg)

28th Nov - Dreamforce2U Dubai

In-Country Events

Various by regionReseller QBR

Chatter Groups to join now…Pre-Sales & Sales

Post-SalesSuccess Services

Chatter Group Coaching

Role-based Learning Path available on Partner Community, join now…

Pre-SalesSales

Post-SalesSuccess Services

CommunityJourneys

Partner Enablement Boot camp

Planned Agenda

Day 1 – Sales & Pre Sales

The Salesforce AdvantageDiscoveryWhat is an SEDemo ObjectivesDemo planning & StoryboardsDemo Build – How to use the SDOHow to demo Lighting ExperienceHow to demo PardotHow to demo Service CloudThe Follow-Up & Leave behindsBack at home: How to work with your Salesforce contacts

** agenda and running order likely to change **

What are Success Services?Introduction to Cloud ServicesRole of a Salesforce Customer Success ManagerSalesforce 7 Domains Success FrameworkSalesforce Adoption Best PracticesManaging Salesforce escalations and red accountsManaging Salesforce support casesEnsure successful renewalsExamples of Salesforce Quarterly Business ReviewsSalesforce Implementation Best Practices

Day 2 – Delivery & Success Services ** agenda and running order likely to change **

Together, Salesforce & Partners Accelerate Customer Success

YOU +

▪ Adoption

▪ Agility

▪ Time to Value

▪ Innovation

▪ Future Proof

▪ Ohana

Thank Y u