Salesforce AppExchange Partner Program


The AppExchange Partner Program is designed with a fair and transparent partnership model to create a thriving and connected ecosystem where it is easier for partners to collaborate and do business with Salesforce. Review this page to learn about the new Trailblazer Score & metrics model and Marginal PNR Model for our ISV partners. For the full set of program details, please refer to the FY22 AppExchange Partner Program Policies.

Read the FY22 Program Policy

Review the FY22 AppExchange Partner Program benefits

AppExchange Partner Trailblazer Score


AppExchange partners will qualify for a benefit tier based on their AppExchange Partner Trailblazer Score. Each partner's score will be measured against their contribution towards set targets across four key pillars: Customer Success, Innovation, Growth, and Lead. All Trailblazer Score points add up to a maximum of 1,000 points.


Program Benefit TierTrailblazer Score Required
Summit700 - 1,000
Crest400 - 699
Ridge250 - 399
Base0 -249

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Customer Success | 275 points

Element


Attrition Rate


Average App Rating

Description

Calculates how much the annualized dollar amount of all the active existing orders from 12 months ago decreased during the past 12 months.

Average rating of reviews provided on a partner’s app listing(s) within the current and previous Salesforce fiscal year. Partners with less than 8 reviews across all their active listing(s) will receive 0 points.

Total Points

200 pts

75 pts


How it’s Calculated

Points awarded by attrition rate range multiplied by the percent possible based off of the partner’s renewable revenue band

Points awarded by rating band

Rate Range

Points

Rating Band

Points

0% - 4.9%

200

0

0

5% - 9.9%

160

10% - 14.9%

120

1 - 1.5

15

15% - 19.9%

80

20% - 24.9%

40

1.5 - 2.5

30

25%+

0

Renewable Revenue Band

Percent Possible

2.5 - 3.5

45

$1 - $500K

10%

$500K - $1M

25%

$1M - $2.5M

60%

3.5 - 4.5

60

$2.5M - $5M

80%

$5M - $10M

95%

4.5 - 5

75

$10.0M+

100%


Innovation | 275 Points


Element

Technology Adoption

Trailhead Badges

Description

Assessment that measures the type of Salesforce technology the partner has incorporated into their application(s)

All time Trailhead Badges earned by the Partners’ employee users**

Total Points

200 pts

75 pts

How it’s Calculated

Points awarded based off whether the partner has used certain Salesforce products in their application(s) as stated in the partner’s response to the Quarterly Technology Adoption Assessment Questionnaire

Points awarded by number of badges

Type

Technology

Points

Number of Badges

Points

Primary

User Experience
30
0 - 25
0

Analytics & Einstein
27
26 - 100
20

Processing and Platform Compatibility
27
101 - 250
40

Development & Deployment
61
251 - 500
55

501 - 750
65

*Secondary

Examples:
(Salesforce Connect, Pardot, Heroku, Lightning Design System, etc)
55
751 - 1000
70

1,000+
75
*Each secondary technology is worth 5 points and can accumulate up to 55 points.
*Partners must fill out the FY22 Technology Adoption Survey in order to receive points for the metric. Prior to filling it out, please read through the Technology Adoption Survey Reference Guide in order to understand the question criteria and associated points. 
**To ensure that you are recognized for the appropriate Trailhead badges, please make sure 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/trailhead.



Growth | 275 Points


Element

ACV Growth

Total Revenue

Description
The year-over-year percent increase or decrease in new business annualized revenue accrued to Salesforce by Partner
The monthly revenue amount accrued to Salesforce for existing business orders in the last month of the preceding quarter, multiplied by 12

Total Points

200 points

75 points
How it's Calculated
Points awarded by percent ACV growth multiplied by the percent possible based off of the partner's renewable revenue band

Points awarded by total revenue

ACV Growth

Points

Revenue Range

Points

<=0%
000

0% - 5%
50
$1 - $1.0M
15

5% - 10%
100

10% - 15%
125
$1.0M - $2.5M
30

15% - 20%
150

20% - 25%
175

$2.5M - $5.0M
45

25%+
200

Renewable Revenue Band

Percent Possible

$5.0M - $10.0M
60

$1 - $500K
10%

$500K - $1M
25%

$1M - $2.5M
60%

$2.5M - $5M
80%
$10.0M+
75

$5M - $10M
95%


$10.0M+

100%


Lead | 175 Points


Element

Equality

Sustainable Development

Description

Evaluate partners on how they incorporate diversity and inclusion practices into their organizations via a partner provided response on the Lead Survey.

Evaluate partners on the initiative(s) they have aligned to via a partner provided response on the Lead Survey.

Total Points

125 points

50 points

How it’s Calculated
#1 Is greater than 25% of your leadership1 team classified as diverse OR is your organization diverse owned (51%+ classified as diverse)?2
How does your organization align to one of the 17 United Nations Sustainable Development Goals?
Partners can do two of the three to obtain a maximum of 50 points.

Yes

75 pts

Response

Points

#2 Is your organization in good standing with the Talent Alliance Program?3

Volunteer Time
25

Yes

25 pts

Monetary Donation
25
#3 Is your organization making a Commitment to Equality?4

Corporate Policy (environmental action commitment, supplier code of conduct, etc.)
25

Yes

25 pts
1. Leadership definition:

At Salesforce, we measure equality in our leadership by aggregating appropriate data for VP and above titles. This group represents 3% of employees in a significant decision making capacity. For companies fewer than 200 employees, the executive leadership team or those reporting to the CEO/Founder may be a good guideline.

2. Diversity Definition:
Partners should measure their local practices according to the legal requirements under which they operate; which may include a culturally appropriate breadth of diversity. At Salesforce, we define diversity in the following way:

Underrepresented Minorities (URM): When we use this term in hiring or diversity conversations, we’re referring specifically to an ethnic group whose representation in an organization is disproportionately lower than their proportion in the general population. In the U.S. tech industry, underrepresented minorities generally refer to Black, Latinx, Hawaiian native, and American Indian employees. When we use the term “underrepresented minority” in our Equality data, we are referring to the United States only, as we currently can only measure race and ethnicity inside of the United States due to the privacy laws of other countries. We are working closely with our legal team to expand our global data sets where possible.

Underrepresented Groups (URG): While the term ‘underrepresented minorities’ refers to ethnicity, any group can be deemed underrepresented if the groups’ representation in an organization doesn’t reflect the general population. For example, women, people with disabilities, LGBTQ+ employees, people of different faiths, or veterans also can be underrepresented. It’s important to consider all aspects of diversity when creating a culture of Equality.

3. Good standing in the Talent Alliance Program means that your organization has updated your monthly quip hiring tracker and is set up for automatic interviews of certified candidates through doodle (US, UK, and Canada Partners only)

4. A Commitment to Equality means that your organization is doing at least three of the following items; Publish a public commitment to equality by company leadership or a mission statement on the topic of equality. Regularly update a company action plan on how to address diversity and inclusion issues. Make efforts to track employee diversity metrics at your company, as defined by your region and country. Sponsor recruiting programs and initiatives to promote diversity and inclusion, as defined by your region and country. Provide and encourage training on diversity and inclusion to your employees. Support the organization of employee resource groups at your company, such as a Black Employee Community or Women’s Network. Perform equal pay audits with salary adjustment as needed to close the pay gap between genders and races. Encourage supplier diversity by subcontracting with and supporting diverse owned businesses through purchasing practices. Dedicate resources internally to support diversity and inclusion initiatives. Involve your employees in community initiatives related to diversity and inclusion, such as Girls who Code.


Learn more about the Lead Pillar and how you can begin to make an impact!



AppExchange Marginal PNR Program Benefit

The AppExchange Marginal PNR Program Benefit gives partners comfort that their margins will expand as their business scales within the AppExchange program. Partners who join the AppExchange Partner Program after March 1, 2020 are generally automatically enrolled in this Program Benefit, and existing AppExchange Partners can also seek to enroll. Partners should consult the Marginal PNR Program Benefit Description for current information.
Enrolled partners become eligible for lower PNR rates on future and add-on bookings when they achieve USD 1,000,000 or greater in AOV. PNR rates for future and add-on bookings are reduced as partners move upward through the AOV bands and corresponding reduced PNR rates.



Annual Order Value Band

OEM Program - PNR Rate for New Users

ISVForce Program - PNR Rate for New Users

$0 - 1,000,000
25%15%

$1,000,001 - $2,500,000
23%14%

$2,500,001 - $5,000,000
21%13%

$5,000,001 - $10,000,000
19%12%

$10,000,001 - $20,000,000
17%11%

$20,000,001+
15%10%

Please note, only those partners above USD 1,000,000 in AOV will actually see a reduction in the PNR they pay to Salesforce on new and add-on business. Certain non-standard terms may disqualify partners from enrolling in the Marginal PNR Program Benefit. Partners should work with their Partner Account Managers to understand whether any current contract terms disqualify a partner from enrolling in the Marginal PNR Program Benefit, and the possibility of renegotiating those terms.

Interested partners should consult Marginal PNR Program Benefit Description for current information on Marginal PNR Program Benefit requirements. Existing partners wishing to enroll can reach out directly to their Partner Account Manager, or simply submit a response through this form.