Partnering with Salesforce for Partner-Level Discounts

Partnering with Salesforce for Partner-Level Discounts

• Access exclusive partner pricing for Salesforce products.
• Leverage Salesforce’s partner ecosystem for training and support.
• Earn discounts based on sales performance or certifications.
• Gain tools for co-marketing and shared leads.

Why Consider Salesforce Partner-Level Discounts?

Partner-level discounts can help cut costs significantly, making Salesforce’s solutions more accessible, especially for small- to medium-sized businesses.

But why should you care about these discounts?

• Cost Efficiency: Reduces the financial burden, enabling you to allocate funds elsewhere.
• Scalability: This significantly makes scaling with Salesforce more financially viable if your business needs are growing.
• Long-Term Investment: Partnering often ensures better service and more affordable upgrades.

Key Steps to Partnering with Salesforce

To negotiate and receive partner-level discounts, it’s crucial to establish a strong partnership with Salesforce.

This process generally involves several essential steps:

1. Understand Salesforce’s Partner Program
   • Salesforce offers a few different levels of partnership:
     • Consulting Partners: Companies that provide consulting services to Salesforce customers.
     • ISV Partners: Independent Software Vendors that develop applications integrated with Salesforce.
     • Reseller Partners: Businesses that resell Salesforce services.
   • Each type has its requirements and perks, including eligibility for specific discounts.
2. Select the Right Partnership Level
   • Your eligibility for partner discounts may depend on your partnership tier:
     • Registered Partner: Entry-level partnership with minimal benefits.
     • Silver, Gold, and Platinum Partners: These higher tiers have more discounts and specialized pricing opportunities.
   • Selecting the partnership level that aligns with your company’s goals is essential.
3. Meeting Salesforce’s Partner Requirements
   • To be eligible for partner-level discounts, you must meet specific criteria set by Salesforce:
     • Technical Certifications: Having certified Salesforce consultants on your team.
     • Customer Success: Demonstrating successful Salesforce implementations.
     • Revenue Contribution: Proving your potential in helping Salesforce generate revenue through new clients.
   • Keep track of certification milestones and partner point systems that Salesforce often uses to evaluate partners.
4. Engage in Negotiations with Salesforce Representatives
   • Start by contacting your Salesforce Partner Account Manager.
   • Understand Salesforce’s Volume Discount Mechanism: Salesforce will likely provide a discount if you commit to a larger license volume.
   • Emphasize Long-Term Commitment: Mention your company’s plans for future growth with Salesforce products.
   • Highlight Your Success Metrics: If you’ve helped bring more business to Salesforce or have been an advocate, use this to negotiate better discounts.

Negotiation Tips for Partner-Level Discounts

Getting the best discount involves a strategic approach to negotiation. Here are some specific tactics to use when you’re negotiating with Salesforce:

• Leverage Your Track Record:
  • If your company has a solid sales history and positive outcomes with Salesforce, use that as leverage.
  • Highlight critical metrics, like increased customer satisfaction or revenue gained through Salesforce products.
• Bulk Commitments for Discounts:
  • Offer to commit to a more significant number of licenses upfront.
  • Salesforce appreciates commitment, and the bigger the commitment, the bigger the discount they may be willing to offer.
• Bundle Salesforce Products:
  • Salesforce has multiple services (Sales Cloud, Service Cloud, Marketing Cloud). Try to bundle these together for better pricing.
  • For example, if you need Sales and Marketing Clouds, you can push for a discount by committing to using both long-term.
• Understand Salesforce’s Fiscal Calendar:
  • Salesforce’s fiscal year ends on January 31st. End-of-quarter or year-end are good negotiating times, as reps might be eager to meet targets.

How to Maximize Partner-Level Discount Benefits

Securing the discount is just the beginning. To truly maximize the value of your partner-level discount, it’s essential to use these best practices:

• Plan Your Salesforce Usage Wisely
  • Make sure that the services you’re purchasing align with your business objectives.
  • Consider what you’ll need not just in the present but in the future as your business scales.
• Deploy Salesforce Efficiently
  • Proper implementation is critical to maximizing value. Partnering with certified Salesforce experts can help you get the most out of the platform.
• Track and Review
  • Please keep track of the discounts applied and review them annually to ensure they meet your business needs.
  • It’s good to reassess with Salesforce periodically; if your usage and success have grown, you can sometimes negotiate additional discounts or added features during renewals.

Eligibility Criteria for Partner-Level Discounts

Understanding the eligibility criteria for securing partner-level discounts is critical. Here’s what Salesforce generally looks at:

• Minimum License Purchase: Salesforce often provides discounts based on the volume of licenses purchased.
• Commitment Duration: Discounts tend to be higher for longer commitments, such as agreeing to a 3-year partnership instead of a 1-year.
• Customer Success Stories: Demonstrating successful customer deployments that generated revenue and positive outcomes.
• Technical Capacity: Certified consultants with demonstrated technical capacity in implementing Salesforce solutions.

Common Challenges and Solutions

Negotiating a partner-level discount can come with its own set of challenges. Here are some of the most common obstacles and how to overcome them:

• Rigid Pricing Structures: Salesforce tends to stick to its pricing, especially if its leverage is limited.
  • Solution: Expand your scope. Discuss multi-year contracts, increased license volumes, and potential future Salesforce implementations.
• Lack of Direct Contacts: If you don’t have a strong relationship with a Salesforce Partner Account Manager, it can be harder to push for discounts.
  • Solution: Cultivate these relationships over time by attending Salesforce events, being active in partner communities, and showing genuine interest.
• Misaligned Goals: Your negotiation might get stuck if Salesforce doesn’t see enough incentive for them.
  • Solution: Be explicit about how your partnership will help their bottom line—whether that’s by reaching more customers or expanding the Salesforce footprint.

Examples of Successful Partner-Level Discount Negotiations

To understand how to succeed, let’s take a look at a few examples where companies have successfully negotiated partner-level discounts:

• Example 1: Bulk License Purchase
  • A small tech company approached Salesforce with a commitment to purchase 200 licenses over two years. They demonstrated a clear growth trajectory and offered a phased payment plan. Because of the volume commitment, Salesforce agreed to a 20% partner-level discount.
• Example 2: Bundling Services
  • A mid-sized consulting firm decided to integrate Sales Cloud, Service Cloud, and Pardot. Instead of purchasing each separately, they negotiated as a package. Salesforce provided a significant 15% bundle discount by emphasizing how all services would be implemented.
• Example 3: Leveraging Customer Success
  • A marketing company had previously helped onboard three new clients to Salesforce. They used this track record to get a better rate on new licenses and received a 25% partner-level discount because they had shown tangible benefits to Salesforce.

Key Benefits of Partnering with Salesforce

When you partner with Salesforce, beyond just getting discounts, you gain several other advantages that can be incredibly beneficial for your company’s growth:

• Access to Exclusive Partner Resources
  • Salesforce offers exclusive tools like partner learning modules, sandbox environments, and marketing resources, to help you better understand leveraging Salesforce.
• Joint Marketing Opportunities
  • Salesforce often helps its partners by co-hosting events or joint campaigns, enabling you to reach broader audiences and gain exposure.
• Sales Support
  • Salesforce assigns partner managers who assist in driving sales and getting prospects, which can help you grow your business efficiently.

How to Maintain a Strong Partnership with Salesforce

Once you’ve established a partnership, maintaining it is critical to getting continued discounts and added benefits.

• Maintain Regular Communication
  • Discuss your plans and new opportunities regularly with your Partner Account Manager.
• Achieve Salesforce Certifications
  • Encourage your team to achieve Salesforce certifications. The more certifications, the stronger the partnership.
• Create Customer Success Stories
  • Share your customer success stories with Salesforce to strengthen your profile as a partner and increase leverage during negotiations.
• Participate in Salesforce Events
  • Participate in Salesforce’s Dreamforce and other vital events. This helps you stay updated on new products and maintain a good rapport with Salesforce’s teams.

Common Mistakes to Avoid

While partnering with Salesforce can be highly beneficial, some common mistakes can cost you discounts or hinder a strong relationship.

Here’s what to watch out for:

• Not Understanding Salesforce’s Product Suite: Many companies jump into negotiations without fully understanding which Salesforce products they need.
  • Tip: Before negotiating, assess your business needs carefully.
• Failing to Build a Relationship: Going in without a solid relationship with your Salesforce representative will reduce your chances of getting a good deal.
  • Tip: Cultivate a relationship with your Salesforce Partner Manager.
• Ignoring the Importance of Certifications: Salesforce values partners with certified consultants. If your team lacks certifications, you may struggle to qualify for discounts.
  • Tip: Invest in getting your staff Salesforce certified.

FAQ: Partnering with Salesforce for Partner-Level Discounts

What does it mean to partner with Salesforce for discounts?
Partnering with Salesforce involves joining their Partner Program to access resources, training, and discounted rates on Salesforce products. These benefits help partners grow their businesses by providing affordable licensing options for clients.

How do Salesforce partner-level discounts work?
Partner discounts are based on your partnership tier. The higher your tier, the better the discounts. Tiers depend on your performance, certifications, and engagement with Salesforce programs.

Who is eligible to become a Salesforce partner?
Businesses offering Salesforce-related services, such as implementation, development, or consulting, can apply. Companies of all sizes, from startups to large enterprises, can join.

Are there specific requirements to qualify for partner discounts?
Requirements include Salesforce certifications, sales targets, and a commitment to Salesforce’s partnership rules. These conditions vary depending on the partnership tier.

What are the partnership tiers in Salesforce?
Salesforce has multiple tiers: Registered, Silver, Gold, and Platinum. Each level comes with unique benefits and responsibilities. For instance, higher tiers offer more significant discounts and exclusive resources.

How can certifications impact partner discounts?
Certifications validate your team’s expertise in Salesforce products. They are often required for higher-tier partnerships and directly impact the discounts you receive.

What kind of support does Salesforce provide to partners?
Salesforce offers training, technical assistance, and access to marketing resources. These tools help partners sell, implement, and support Salesforce products effectively.

Do Salesforce partners get access to free training?
Through the Partner Learning Camp, partners can access free and discounted training. This platform includes modules for technical, sales, and marketing skills.

Are there any fees for joining the Salesforce Partner Program?
Some tiers, like the Registered level, have no fees. However, depending on the benefits provided, higher tiers may require an annual fee or other financial commitments.

Can a partner specialize in specific Salesforce products?
Yes, partners can focus on specific Salesforce clouds, like Sales Cloud or Marketing Cloud. Specialization often enhances your chances of gaining clients in targeted industries.

Is lead-sharing available to all partners?
Lead-sharing is typically reserved for higher-tier partners. Salesforce refers potential clients to partners with expertise in specific industries or product areas.

How does co-marketing with Salesforce work?
Partners collaborate with Salesforce on marketing initiatives like webinars, campaigns, and events. Co-marketing helps boost both Salesforce and the partner’s visibility and credibility.

Are partner discounts the same across regions?
No, discount levels and program requirements can vary by location. Partners should check regional guidelines to understand specific conditions.

Can partners resell Salesforce licenses to clients?
Yes, partners often resell licenses to clients. This standard business model allows consultants and resellers to profit from discounted rates.

What happens if a partner fails to meet Salesforce requirements?
If you don’t meet the criteria for your tier, you may lose benefits or be downgraded. Salesforce evaluates partners annually to ensure compliance and performance.