Salesforce Consulting Partner Program Overview

Explore this page to learn about all of the components that make up the Consulting Partner Program. For the full set of program details, please read the PY20 Consulting Partner Program Policy Document and review our benefits page.

Read the program policy >
Check out the program benefits >

Introducing the Consulting Partner Trailblazer Score
All Consulting partner tiers are based on their Consulting Partner Trailblazer Score (formerly known as Partnership Value score, or ‘PVS’). The Consulting Partner Trailblazer Score measures a partner’s contribution against Salesforce-set targets across three main categories: ACV, Expertise and Customer Success. All Consulting Partner Trailblazer Score points total up to a maximum of 1000 points. A partner is tiered in a region if they have ACV (sourced or joint sales) in a region or Certified individuals. A partner goes to market globally with the highest tier they earn in any region.

Engagement = 40%Trailhead Expertise = 35%Customer Success = 25%
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Annual program fee and benefits by tier, based on the Consulting Partner Trailblazer Score

TierProgram FeeRequirement


Mature Markets

Salesforce.org and Growth Markets
Global Strategic*
$25,000

n/a Must achieve Platinum in 2 or more Top 8 countries** and Gold in 2 others to be considered for this tier*
 Platinum
$20,000

 $15,000Consulting Partner Trailblazer Score
700 - 1000
 Gold
$15,000

 $11,250Consulting Partner Trailblazer Score
450 - 699
 Silver
$5,000

 $3,750Consulting Partner Trailblazer Score
250 - 449
 Registered
$1,000

 $750
Consulting Partner Trailblazer Score
0 - 249

To be registered in the program, a partner requires a minimum of two consultant level certifications. This could be one individual (holding 2 or more certifications), or two individuals (holding at least one certification each). Consultant Level Certifications include: 
  • Sales Cloud Consultant 
  • Service Cloud Consultant 
  • Platform Developer I 
  • Community Cloud Consultant 
  • Marketing Cloud Consultant 
  • Pardot Consultant
  • B2C Commerce Developer
  • Nonprofit Cloud Consultant
*Inclusion into the Global Strategic tier is subject to Leadership Approval, and involves meeting criteria such as Platinum Sponsorship at Dreamforce, a minimum 500 certified consultants globally, and other criteria. Please contact your Partner Account Manager for more details.
** Top 8 Regions: US, Canada, Benelux, DACH, UKI, France, Japan, Australia
***Partners must be enrolled in the .org program by March 1, in order to qualify for the discounted program fee.

Maximum points per attribute and requirements for full points in each category


EngagementTrailhead ExpertiseCustomer Success
Max Points 175175 505015050505020050
Current Sourced ACVCo-Sell ACVSourced ACV Growth***Architect CertificationsConsultant CertificationsExpanded Knowledge CertificationsGrowth in # of Certified Consultants***New Consultant AcceleratorSpecializationCustomer Satisfaction (CSAT)
US$2,500,000$7,500,00025%**25 points per certification3 points per certification*1 point per certification25%5 points per new certified consultant4 points per Specialization

25 points per Master

25 points per Fullforce Solution

12 points per Lightning Bolt
8.4
CA$250,000$750,00025%**25 points per certification3 points per certification*1 point per certification
 BR$300,000$1,000,00030%**25 points per certification3 points per certification*1 point per certification
ROLACA$250,000$750,00030%**25 points per certification3 points per certification*1 point per certification
UKI$500,000$1,350,00025%**25 points per certification3 points per certification*1 point per certification
 DACH$400,000$1,250,00025%**25 points per certification3 points per certification*1 point per certification
 FR$550,000$1,500,00025%**25 points per certification3 points per certification*1 point per certification
 BENELUX$300,000$1,000,00025%**25 points per certification3 points per certification*1 point per certification
ROEMEA$500,000$1,000,00025%**25 points per certification3 points per certification*1 point per certification
ANZ$300,000$1,000,00030%**25 points per certification3 points per certification*1 point per certification
 ROAPAC$250,000$750,00030%**25 points per certification3 points per certification*1 point per certification
JP$500,000$1,500,00030%**25 points per certification3 points per certification*1 point per certification
* maximum 100 points per consultant certification type
** to qualify for these points a partner must have had at least $75k US/ $50k non-US in sourced ACV the previous year
*** no partial points are awarded in these categories. A partner must have met or exceeded the target to get full points, otherwise 0 points will be awarded

Category: Engagement

 Core Attribute (%) Sub-Attribute (points) Definition
 ACV (35%) Sourced ACV - 175 points*
Any previously unknown opportunity referred by a partner as a lead submitted through the Partner Community and accepted by the Salesforce Sales team, resulting in new end user purchase of original services, purchase of additional services, or upgrade to existing services within a rolling 12-month timeframe (current quarter + 3 previous quarters). All leads must have been submitted prior to opportunity close in order to qualify for sourced credit.

In order to get sourced credit for a deal, the partner must have submitted the lead in the partner community. It must be approved by Salesforce, and is converted into a Salesforce direct sale opportunity that closes within six (6) months after date the lead/referral is submitted.

Partners can earn partial points for this attribute based on the actual value of the ACV they source.

 Co-Sell ACV - 175 points* Co-Sell ACV is the sum of Sourced ACV and Joint Sales ACV. Joint Sales ACV is when a partner brings previously unknown intelligence to an existing Salesforce opportunity or is brought in by the AE to support the close of an existing Salesforce opportunity within a rolling 12-month timeframe (current quarter + 3 previous quarters). Partners can earn partial points for this attribute based on the actual value of the Co-Sell ACV.
 ACV Growth (5%) Annual Growth of Sourced ACV over previous year - 50 points*

No partial points will be awarded
 A rolling 12-month comparison between the current sourced ACV performance and the previous year’s sourced ACV performance. Note: A minimum of $75,000 US or $50,000 non-US for the previous year’s sourced ACV performance is required for eligibility to earn points in this category. You must achieve at least the % growth target by region to earn 50 points.
*Targets vary by region, please see summary table above

Category: Trailhead Expertise

Since many certification maintenance exams are now done in Trailhead, please ensure that your trailhead account is linked correctly. To see the instructions on how to link your Trailhead account, see the “What You Need to Know” tab or visit p.force.com/traihead.

 Core Attribute (%) Sub-Attribute (points) Definition
 Certifications (25%)
Architect certifications

50 points max

25 points per certification

Based on current active certifications. The Architect certifications that count toward this attribute are:
  • Certified Technical Architect 
  • Certified Application Architect 
  • Certified System Architect
To ensure that you are getting credit for all of the certifications that individuals in your firm hold, please be sure the individual has linked their Webassessor account to your firm.


Consultant certifications

150 points max

3 points per certification

Max 100 points per certification type

Based on current active certifications. Consultant level certifications are designed for implementation experts who have experience implementing solutions in a customer-facing role. These consultants are able to successfully design and implement solutions that meet customer business requirements, are maintainable and scalable, and contribute to long-term customer success. Certifications that count towards this attribute are:
  • Sales Cloud Consultant 
  • Service Cloud Consultant 
  • Platform Developer I 
  • Community Cloud Consultant 
  • Marketing Cloud Consultant 
  • Pardot Consultant 
  • B2C Commerce Developer 
  • Nonprofit Cloud Consultant

Expanded Knowledge certifications

50 points max

1 point per certification

 Based on current active certifications. Partners can earn additional points through obtaining expertise though the following certifications:
  • App Builder 
  • Advanced Administrator 
  • Platform Developer II 
  • Development Lifecycle & Deployment Designer 
  • Integration Architecture Designer 
  • Data Architecture & Management Designer 
  • Sharing & Visibility Designer 
  • Mobile Solutions Architecture Designer 
  • Identity and Access Management Designer 
  • Marketing Cloud Social Specialist 
  • Field Services Lightning Consultant 
  • CPQ Specialist
  • B2C Commerce Technical Solution Designer
 Growth in # of Certified Consultants (5%)
Annual growth of 25% in # of certified consultants over previous year 50 points

No partial points awarded

Based on the number of individuals holding an active Consultant Certification on the last day of the previous fiscal year versus the number of individuals holding an active Consultant Certification this year.

A partner must have been enrolled in the program the previous year, (by January 31, 2019) in order to qualify for these points in FY20
 New Consultant Accelerator (5%)
Newly certified consultants

5 points per consultant

50 points max

This attribute rewards partners for accelerating their delivery capacity by awarding points per newly certified consultant who holds a Consultant Level Certification.
*To encourage cross-cloud delivery capabilities, a partner can only earn a max of 100 points with each certification type. (e.g. if you are in the US, and you have 150 Sales Cloud consultants, the maximum you will earn is 100 points in this category). 

Category: Customer Success

 Core Attribute (%) Sub-Attribute (points) Definition
 Specialization (20%)
Navigator Program (Masters and Specialilzations), Fullforce Solutions, and Lightning Bolts 

200 points max

4 points per specialization

25 points per Master

25 points per Fullforce Solution

12 points per Lightning Bolt

This attribute recognizes our partners for participating in 3 key initiatives: The Navigator Program, the Fullforce Initiative and the Lightning Bolt initiative.

Specializations are the building blocks of the Navigator Program. Partners earn specializations for demonstrated product and industry expertise by submitting projects, success stories and references.

1. Masters designation is earned by meeting the specialization and ACV requirements for the respective product Cloud and Industry. Masters and Specializations are active only in the year they are earned, and the points apply as long as they are active. To learn more about the requirements for Masters and Specializations please go to p.force.com/navigator.

2. The Fullforce Initiative recognizes a partner for the development of a proven Salesforce-based service offering. For more information on how to have your solution registered as a Fullforce Solution, please visit p.force.com/fullforce. Points for Fullforce Solutions are awarded for as long as the solution is active and in market. 

3. Points for Lightning Bolt are awarded only in the year the lightning bolt is approved and launched.

CSAT (5%)
Customer Satisfaction Score 

50 points if average score is 8.4 or higher 

No partial points awarded

 Through the registration and closure of at least one or more projects in our Partner Community within a rolling 18-month timeframe, customers complete a survey that generates a Customer Satisfaction (CSAT) Score for the relevant Partner. Partners can submit their projects in the Business Console. The CSAT survey is triggered once a project is marked as “complete”. For more details, visit p.force.com/CSAT.