Learn more about the Salesforce Partner Program for ISVs at p.force.com/isvprogram.

1. ISV Partner Benefits
Technical Benefits by Tier

2. ​ Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
​ This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if
any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-
looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of
subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations,
statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our
services.
​ The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for
our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or
delays in our Web hosting, breach of our security measures, risks associated with possible mergers and acquisitions, the immature market in which we
operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our
service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise
customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on
Form 10-K for the most recent fiscal quarter. This document and others are available on the SEC Filings section of the Investor Information section of
our Web site.
​ Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered
on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available.
Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
Safe Harbor*
*also review your Partner Non-Disclosure Agreement (NDA)

3. ISV Program Overview
John Richter
Director, Partner Community

4. Partner Community
​ Your one-stop shop for information, education, & collaboration
http://p.force.com/isvprogram
• New ISV program details
• App Academy program training for all ISVs
• Collaborate with program staff & other partners
• Partner Roadmap Webinar Replay – July 9
• All ISV Benefit Webinars
• Office Hours
• New resources
• Support

5. The Salesforce Partner Program
​ World’s Leading Cloud Partner Program
ISVs
Consulting
Partners
Resellers
Digital
Agencies
Partner Community
Partner
Operations
Partner
Marketing
Partner
Development

6. Salesforce Partner Program Tiers
Taking success to the next level*
*See Partner Community for terms & conditions.
• Performance-based criteria
• ISV & SI Partners
• Program requirements
• Benefits by tier
• Clear path for advancement

7. Salesforce Partner Program Tiers
Performance-based criteria*
Registered SI – PVS < 250 points + fee
Registered ISV: ACV < $30K
Silver SI: PVS = 250 – 449 + fee
Silver ISV: ACV = $30K - $199K
Gold SI: PVS = 450 – 699 + fee
Gold ISV: ACV = $200K - $999K
Platinum SI: PVS = 700 – 1000 + fee
Platinum ISV: ACV > $1M
*PVS = Partner Value Score, ACV = Annual Contract Value. See Partner Community for terms & conditions.

8. Free* Registered Silver Gold Platinum
Minimum ACV
Attainment
None None $30K $200K $1M+
Technology
Access
Technical
Enablement
Self-Service
Pre-Sales
Webinars
Office Hours
Pre-Sales
Post-Sales
Webinars
Office Hours
Pre-Sales
Post-Sales
Webinars
Office Hours
Pre-Sales
Post-Sales
Webinars
Office Hours
Marketing
AppExchange Listing
Webinars
Office Hours
Access to AMP
AppExchange Listing
Webinars
Office Hours
Access to AMP
AppExchange Listing
Webinars
Office Hours
Access to AMP
AppExchange Listing
PR Promotion,
Designated Mktg Support,
Webinars, Office Hours,
Access to AMP,
AppExchange Listing
Go-To-Market
Resources
Self-Service Limited PAM Support Full PAM Support
Partner Success Support
Business Reviews
Full PAM Support Partner
AE Promotion
Partner Success Support
Business Reviews
Full PAM Support
Additional Paid Features: Designated Tech Enablement, Partner Developer Support, Partner Premier, ISV Program Architect, Designated Partner Success Manager
Salesforce Partner Program for ISV Partners
Delivering Benefits at All Levels
*Free partners not subject to 25% PNR

9. ISV Tier Features & Benefits
​ Technology Access
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed – < $30K $30K - $199K $200K - $99K > $1M+
TECHNOLOGY ACCESS
Force.com Developer Edition Org with Lightning ● ● ● ● ●
Lighting UI Component Framework ● ● ● ● ●
Workflows and Logic ● ● ● ● ●
REST & SOAP APIs ● ● ● ● ●
Mobile Services ● ● ● ● ●
Identity Services ● ● ● ● ●
App Analytics ● ● ● ● ●
Code packaging and protection ● ● ● ● ●
Licensing & Trial Management ● ● ● ● ●
Subscriber Support Services ● ● ● ● ●
Monthly Office Hours ● ● ● ● ●
App doesn't count against customer org limits ● ● ● ● ●
AppExchange Store Builder ● ● ● ● ●
Development, Test & Pre-Release Environments ● ● ● ● ●
Publishing Upgrades to Managed Packages ● ● ● ● ●
2 Free CRM Licenses for Business Org ● ● ● ● ●
Sell Your App to Group and Professional Edition (API Token) ● ● ● ●
Heroku for ISV Partners ● ● ● ●
Desk.com for ISV Partners ● ● ● ●

10. Take a Deeper Dive into Technical Benefits
Benefits with Resources
Benefits Resources
Developer Edition Org w/Lightning p.force.com/lightningready
Workflows & Logic developer.salesforce.com/page/App_Logic
REST APIs developer.salesforce.com/page/REST_API
SOAP APIs developer.salesforce.com/page/SOAP_API
Mobile Services p.force.com/Salesforce1
Identity Services salesforce.com/identity
App Analytics p.force.com/applisting
Licensing & Trial Management p.force.com/distribute
Monthly Office Hours p.force.com/officehours
2 Free CRM Licenses for Biz Org p.force.com/bizorg

11. ISV Tier Features & Benefits
​ Technology Access
Tier Learn More
Minimum ACV Attainment Needed
TECHNOLOGY ACCESS
Force.com Developer Edition Org with Lightning p.force.com/lightningready
Lighting UI Component Framework p.force.com/components
Workflows and Logic developer.salesforce.com/page/App_Logic
REST & SOAP APIs developer.salesforce.com/page/REST_API
Mobile Services developer.salesforce.com/page/SOAP_API
Identity Services salesforce.com/identity
App Analytics p.force.com/applisting
Code packaging and protection p.force.com/guide
Licensing & Trial Management p.force.com/distribute
Subscriber Support Services p.force.com/guide
Monthly Office Hours p.force.com/officehours
App doesn't count against customer org limits p.force.com/guide
AppExchange Store Builder https://appexchange.salesforce.com/listingDetail?listingId=a0N30000000pu0LEAQ
Development, Test & Pre-Release Environments p.force.com/hub and http://p.force.com/releases (pre-release link)
Publishing Upgrades to Managed Packages p.force.com/guide
2 Free CRM Licenses for Business Org p.force.com/bizorg
Sell Your App to Group and Professional Edition (API Token) p.force.com/guide
Heroku for ISV Partners p.force.com/heroku
Desk.com for ISV Partners p.force.com/desk

12. Overview of Benefits for ISVs
Bill Mariani
Director, ISV Technical Evangelist

13. ISV Tier Features & Benefits
​ Technology Access
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed – < $30K $30K - $199K $200K - $99K > $1M+
TECHNOLOGY ACCESS
Force.com Developer Edition Org with Lightning ● ● ● ● ●
Lighting UI Component Framework ● ● ● ● ●
Workflows and Logic ● ● ● ● ●
REST & SOAP APIs ● ● ● ● ●
Mobile Services ● ● ● ● ●
Identity Services ● ● ● ● ●
App Analytics ● ● ● ● ●
Code packaging and protection ● ● ● ● ●
Licensing & Trial Management ● ● ● ● ●
Subscriber Support Services ● ● ● ● ●
Monthly Office Hours ● ● ● ● ●
App doesn't count against customer org limits ● ● ● ● ●
AppExchange Store Builder ● ● ● ● ●
Development, Test & Pre-Release Environments ● ● ● ● ●
Publishing Upgrades to Managed Packages ● ● ● ● ●
2 Free CRM Licenses for Business Org ● ● ● ● ●
Sell Your App to Group and Professional Edition (API Token) ● ● ● ●
Heroku for ISV Partners ● ● ● ●
Desk.com for ISV Partners ● ● ● ●

14. Lightning Component Generally Available
AppExchange for Components
Separate store for Components
Similar to the AppExchange:
• Listings
• Ratings
• Categories
p.force.com/components

15. OtherCustom Objects
• Custom Fields & Validation Rules
• Custom Buttons & Links
• Record Types, Field Sets
• Custom Tabs
• Permission Sets
• Custom Settings
Visualforce
• Pages
• Components
• Static Resources
Enable removal of components from managed packages (GA)
Flexible Managed Packages
p.force.com/guide

16. Push Upgrades
Push new versions and bug fixes of your App
p.force.com/guide

17. Pilot (Winter’16)
Push Upgrades API
Get
Subscriber
Orgs
Create
Push
Request
Create
Push Jobs
for Push
Request
Schedule
Push
Query
status of
Push
Process
Errors
API (SOAP or REST)
p.force.com/releases

18. Licensing and Trial Management
​ Provide free trial Orgs with your App
Trialforce License Management App
p.force.com/distribute

19. Subscriber Support Services
​ Log into your customers Org to troubleshoot issues
User’s Grant Login Access ISVs Login as Customer User
p.force.com/guide

20. Environment Hub
• Create and manage Salesforce
Orgs from one central location
• Leverage Single Sign On (SSO) to
log in to any of your Orgs with a
single click
• Keep track of all the Orgs required
to run your business
p.force.com/hub

21. App doesn’t count against customer org limits
Apps, Tabs & Object Limits in Customer Orgs
p.force.com/guide

22. Heroku Benefits for ISVs
Tim Kohrumel
Technical Evangelist

23. Heroku Is
A Developer Platform as a Service
• Developer Productivity
• Operational Excellence
• Connected to SFDC
Data Center
Networking
Servers
Storage
Virtualization
Operating System
App Runtime
Application Application
Operations
IaaS

24. Heroku Advantage
Heroku provides a layer of agility for developers and value-add services
Hardware
Network
Operating Systems & VMs
Heroku Connect
150+ Add-ons
Postgres Database
Language Runtime
Scale, Balance, Failover
Shellshock Patched in 12
Hours
Value-Add Services “We Wear the Pager” Security at Scale
Heartbleed Patched in 24 Hours

25. ​ Build Heroku customer apps that bring together powerful services to sync and store
customer data across systems, all part of the Salesforce Customer Success Platform
Heroku Apps Create More Value with Salesforce Data
Store, aggregate, and
transform large volumes of
data for Salesforce and non-
Salesforce systems
Bi-directionally synchronize
data with Salesforce systems
at scale in real time
Heroku Connect Heroku Postgres
Deploy code fast and
without friction, run top
languages at any scale
Ruby
Node.js
Java
PHP
Python
Scala
Clojure
Heroku Runtime
(Dynos)
Sync Store Present

26. NEW: Heroku Enterprise - Private Spaces
Your own private Heroku, delivered as a service

27. Hybrid Force + Heroku Applications
Users
OpenAPIs
Standard Objects Customer Authentication
REST Services
Managed Package
(Objects, Classes, Pages, etc.)
Storage

28. Force + Heroku lets you do more
Utilize your
existing IP and
skills
Implement logic
in appropriate
languages (e.g.
Scala, Clojure)
Run CPU
intensive
computations
Manipulate
binary data/files
Store and
analyze large
volumes of data
Broker
connections to
sensors and
devices

29. Free Heroku Resources for ISVs
• 2 Dynos
• Heroku Postgres managed database
• Heroku Connect Dev Edition
• Heroku Organization Account
• Enterprise Grade Support SLA
• Architecture assistance from TE Heroku
Experts

30. Thank you

31. Desk.com Benefits for ISVs
Dariush Mojahed
Manager, Solution Engineering

32. Optimize for Customers Measure, Adapt & Grow
Deliver Fast, Awesome Customer Service with Desk.com
Quickly Organize Support
All-in-One Support Solution for
Fast Growing Companies
CSAT
Knowledge
BaseSelf-ServiceMobile
Case
Management
Simple
Setup
Productivity
Tools
Business
Insights
IntegrationMulti-Channel
Support
Multi-brand
Support

33. 27%
+ 34%
+
38%
+
39%
+
Decrease in Support
Costs
Faster Case
Resolution Time
Increase inAgent
Productivity
Faster Response to
Customers
Connecting With Customers Increases Success
36%
Increase in
Customer
Satisfaction
Source: Desk.com Customer Survey conducted February 2014 on 600+ customers randomly selected. Response sizes per question vary.
Average Percentage Improvements Reported by Desk.com Customers

34. Accessing ISV Partner Benefits
John Richter
Director, Partner Community

35. High Level: signature thru provisioning of benefits
New Partners
LMA
COA
Trialforce
E. Hub
Execute Reseller Agreement Welcome Email On-boarding Checklist
Benefits to build, distribute, license and support

36. Accompanied by an On-boarding Checklist
Welcome to the Partner Program

37. New case Subtype “Partner Benefits” now live
Checklist Content

38. Log a case thru the Partner Community
Existing Partners
Eligibility:
• Partner’s must have a fully executed Reseller Agreement
• Enrollment fields on their Partner Account must reflect
Registered status or above
FAQ’s
• Can my Partner request all 3 options against 1 case?
Yes, if your Partner is eligible and ready to setup all 3
Partner Benefits (Partner Business Org, Heroku and
Desk.com) they can follow the help text and consolidate all
the needed details against one case
• Among these 3 specific Partner Benefits which are optional
vs required?
Establishing a Partner Business Org is required and
necessary to leverage LMA and COA. If your Partner is
already a Salesforce Customer using Enterprise Edition or
higher, we can add these 2 free licenses to their existing
org.
Both the Heroku and Desk.com Partner Benefits are
optional, but highly recommended.

39. Questions?

40. ISV Tier Features & Benefits
​ Technology Access
Tier Learn More
Minimum ACV Attainment Needed
TECHNOLOGY ACCESS
Force.com Developer Edition Org with Lightning p.force.com/lightningready
Lighting UI Component Framework p.force.com/components
Workflows and Logic developer.salesforce.com/page/App_Logic
REST & SOAP APIs developer.salesforce.com/page/REST_API
Mobile Services developer.salesforce.com/page/SOAP_API
Identity Services salesforce.com/identity
App Analytics p.force.com/applisting
Code packaging and protection p.force.com/guide
Licensing & Trial Management p.force.com/distribute
Subscriber Support Services p.force.com/guide
Monthly Office Hours p.force.com/officehours
App doesn't count against customer org limits p.force.com/guide
AppExchange Store Builder https://appexchange.salesforce.com/listingDetail?listingId=a0N30000000pu0LEAQ
Development, Test & Pre-Release Environments p.force.com/hub and http://p.force.com/releases (pre-release link)
Publishing Upgrades to Managed Packages p.force.com/guide
2 Free CRM Licenses for Business Org p.force.com/bizorg
Sell Your App to Group and Professional Edition (API Token) p.force.com/guide
Heroku for ISV Partners p.force.com/heroku
Desk.com for ISV Partners p.force.com/desk

41. Thank you