Growing with ESMB

Growing with ESMB Tips for Success as a Salesforce Partner Salesforce Partner Forum nd May 22 , 2019

Speaker Introductions Andrew O’Connor Karolina Borowska Senior RVP Partner Growth Senior UK SMB Manager UKI

Agenda Small Business is big How ESMB works at Tips for Partnering Salesforce in Dublin business Salesforce Success

I’m a Salesforce Partner Why work with ESMB?

IT Consultancies Some Common Challenges Talent Utilization

Working with Small Businesses Characteristics Access to C Opportunity Suite to train Junior Lower Risk Consultants Shorter Sales Run Rate Less Cycle Revenue Complex Stream Projects Innovators & Disruptors

Deconstructing Salesforce GTM se s Largest A/Cs & Global A/Cs 1 Named CE / GAM ri d t U n rp u Strategic Ent A/Cs 3-5 / Industry Strat AE e o EB t Namec En Ac Other Ent A/Cs 5-15 Ind Terr Ent AE al s Key Commercial A/Cs 4-8 Named Ind SAE ci e r e Commercial A/Cs >700 10/40 Ind Terr GB e y m 100 o m > pl Mid Mkt 200-700 15/60 Ind Terr MM U Co Em Mid Mkt 100-199 15/100 Ind Terr MM Growth CB s 51-99 Employees 25/200 Ind Terr Senior SMB e B e y M 100 o 11-50 Employees 30/150 Ind Terr SMB ES < pl Em 1-10 Employees 100/200 Ind Terr ESB

Deconstructing ESMB UKI ESMB Brigid Charmant, Senior AVP SMB SMB SMB ESB 11-99 Employees 1-10 Employees Fins Pro Serv Ireland Fins Media 130 AEs Fins Pro Serv HLS/RE Tech HLS 16 Teams Growth U 8k Customers Media Hi Tech Retail CPG CB $120m Business Media Hi Tech Mfg Pro Serv

How are we seen by the Business? The Future Growth Expertise CEO Attach Talent Innovation New Logos Playbook The Machine

FY20 Levers for Success t en gnm i Al y t vi i oduct Talent Pr Cu e s s t o i me t r Su er cce p s s x E ry t s u d In

ESMB Mechanics Insight to the business

Things to consider Sales Manage Partners ment Alliances SDRs Segment Sales Cloud Program Sales Industry s Marketin AE SEs Geo g Enablem Specialist Territory ent s AE1 Sales Comp Operatio ns Support Rev Rec Legal

Deal Bands & Path to Success (SMB) ~$800k ACV / $2m Pipe ACV Goal Pipe Reqd. Full Year Run Rate $20k P. Mth $40k P. Mth 72 Run Rate Pipe <$10k Key $15k P. Mth $45k P. Mth 36 Key Deal Pipe $10k-$50k Large $65k P. Qtr $195k P. Qtr 12 Lge Deal Pipe $50k - $100k Mega $120k P. Annum $360k P. Annum 3-4 Mega Deal Pipe >$100k

Quarterly Scorecard (metrics only) ACV Performance February March April Q1 Pipe Performance Feb Mar Apr Q1 Commit Pipe Gen Goal Closed (Core) Pipe Gen Core Trx. Forecast Accuracy Average Value YoY Growth Pipe Gen Non Core 2Y CAGR Trx Closed (Non Core) Average Value All In Trx. (YoY) Balance Feb Mar Apr Q1 Deal Bands Trx. >$50k (YoY) - Run Rate Quota - Key Deals Velocity - Large / Mega Gap to Path Cloud Mix - Product - By Team

How to best work with us What do we care about? The Business The AE • Sales & Marketing • You respond quickly • Industry expertise • You understand the customer • Early engagement • You don’t slow things down • Credentials / Credibility • Transparency • Customer advocacy • Don’t blow the budget • Project tracking • Who’s on the team? • TRUST / CUSTOMER SUCCESS • TRUST / RELATIONSHIP

Tips for Success

Industry Accelerators A good route to market

Partner Marketing Center Feature One-stop-shop for Marketing Resources Email Marketing Campaigns-in-a-Box Build A Landing Page Social Media Syndication Video Marketing Resources Co-branding Capabilities Tools & Resource Library Sign up today! p.force.com/PMC

Certifications Where to invest…

Salesforce Dublin The Heart of Salesforce EMEA

Dublin Customer Success Centre of Excellence Business Operations Technology and Services Ignite Recruitment Systems Specialists Critical Incident Team (CIC) Infra Netops Release Management Talent Development CRM Database Sustaining Engineering Infra Systems Sales Development Tax CSG-Renewals Marketing Sales Enablement Techforce CSIRT Mobility Salesforce.org Technical Support Customer Centric Engineering NOC Security TMP Build Teams Employee Success Ops Teams Signature Support Team Voice & Collaboration Ops Finance and Strategy Partners Team Site Reliability Engineering Vulnerability Management Global Service Management Team Production Engineering Tools Success Graduates Workplace Services Hardware asset management (HAM) Provisioning Success Specialists

Why visit Dublin? EMEA Hub - Largest office outside San Francisco More functions that any location outside of HQ New Dublin Tower will fit 5,000 people Most sustainable building in Ireland 20% of all EMEA ACV is closed by Dublin AEs