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Salesforce AppExchange Partner Program
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 three key pillars: Customer Success, Innovation, and Engagement. All Trailblazer Score points add up to a maximum of 1000 points.
Program Benefit Tier | Trailblazer Score Required |
Summit | 600 - 1,000 |
Crest | 250 - 599 |
Ridge | 150 - 249 |
Base | 0 - 149 |
![]() | ![]() | ![]() |
35% | 30% | 35% |
Attrition Rate | Technology Adoption Assessment | ACV Growth |
Average App Rating | Trailhead Badges | Total Revenue |
Customer Success (350 points)
Element | Attrition Rate | Average App Rating | ||
Description | The Attrition Rate is the Trailing Twelve-Month calculation of the reduction of renewable revenue divided by the beginning renewable revenue for a given period | Average Rating of the Partner’s App in the Previous & Current Program Year. Partners with less than 5 reviews will receive 0 points. | ||
Total Points | 250 pts | 100 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 | ||
---|---|---|---|---|
Range | Points | Rating | Points | |
0% - 4.9% | 250 | 0 | 0 | |
5% - 9.9% | 200 | |||
10% - 14.9% | 150 | 1 - 1.5 | 20 | |
15% - 19.9% | 100 | |||
20% - 24.9% | 50 | 1.5 - 2.5 | 40 | |
25%+ | 0 | |||
Renewable Revenue Band | Percent Possible | 2.5 - 3.5 | 60 | |
$1 - $500K | 10% | |||
$500K - $1M | 25% | |||
$1M - $2.5M | 60% | 3.5 - 4.5 | 80 | |
$2.5M - $5M | 80% | |||
$5M - $10M | 95% | 4.5 - 5 | 100 | |
$10.0M+ | 100% |
Innovation (300 points)
Element | Technology Adoption | Trailhead Badges | |||
Description | The type of technology utilized within the Partner’s applications | All time Trailhead Badges earned by the Partners’ employee users | |||
Total Points | 200 pts | 100 pts | |||
How it’s Calculated | Points awarded based off of the type of technology currently used in Partner apps | Points awarded by number of badges | |||
---|---|---|---|---|---|
Technology | Salesforce Products Utilized | Points | Number of Badges | Points | |
Data processing & storage | Customer Objects Big Objects Heroku Postgres Heroku Kafka Platform Events | 40 | 0 | 0 | |
User interface | Lightning Web Components Lightning Aura Components Visualforce Salesforce Mobile Salesforce Mobile SDK Communities | 30 | |||
Security | Process Builder Flow APEX Platform Caches Shield | 30 | 1 - 200 | 25 | |
Reporting, analytics and intelligence | Salesforce Reports & Dashboards Einstein Analytics Einstein Prediction Builder Einstein Discovery Tableau | 40 | 201 - 400 | 50 | |
Development & application management | Push Upgrades Heroku Pipelines DX - Scratch Orgs | 20 | 401 - 600 | 75 | |
Industry Product integration | Health Cloud Financial Services Cloud Manufacturing Cloud Consumer Goods Cloud Government Cloud | 25 | |||
Other Salesforce product integration | Sales Cloud Service Cloud Salesforce CPQ Field Service Marketing Cloud/Pardot Commerce Cloud Mulesoft Quip | 15 | 601+ | 100 | |
**Marketing Cloud | Web Apps User-Interface Lightning Design Systems | 50 | |||
**Commerce Cloud | LINK Certification Requirements | 10 |
*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 Need to Know” tab or visit p.force.com/trailhead
**Partners that create Marketing Cloud and Commerce Cloud applications have the opportunity to earn additional points. However, a partner’s Tech Adoption score cannot exceed 200 points.
Engagement (350 points)
Element | ACV Growth | Total Revenue | ||
Description | The relative increase of a partner’s new business revenue accrued to Salesforce by Partner for a 12 month term compared to the previous fiscal period | The monthly fees accrued to Salesforce by Partner for orders in the last month of the preceding quarter, multiplied by twelve. | ||
Total Points | 250 pts | 100 pts | ||
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% | 0 | 0 | 0 | |
0% - 5% | 50 | |||
5% - 10% | 100 | $1 - $1.0M | 20 | |
10% - 15% | 150 | |||
15% - 20% | 200 | $1.0M - $2.5M | 40 | |
20%+ | 250 | |||
Renewable Revenue Band | Percent Possible | $2.5M - $5.0M | 60 | |
$1 - $500K | 10% | |||
$500K - $1M | 25% | |||
$1M - $2.5M | 60% | $5.0M - $10.0M | 80 | |
$2.5M - $5M | 80% | |||
$5M - $10M | 95% | $10.0M+ | 100 | |
$10.0M+ | 100% |
Marginal Royalty (PNR) Model
Net new partners that enter the AppExchange Program on or after March 1, 2020, and sign a Partner Application Distribution Agreement after such date, are enrolled in the Marginal Royalty PNR Framework Program Benefit, unless the PADA (as defined in the AppExchange Program Policies) specifies otherwise or provides for different pricing, including, for example, fees other than PNR-based fees.
Existing partners interested in enrolling in the Marginal PNR Model should complete and submit the Marginal Royalty Interest Form to understand the eligibility and other requirements that apply to the Marginal PNR Framework.
Submit the Marginal Royalty Interest form >
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% |
Process and Terms:
Partners enrolled in the Marginal PNR Framework Program Benefit are eligible to receive reductions in the PNR-based fees such Partners pay to SFDC for Qualifying Subscriptions. The PNR-based fees, decreasing as Annual Order Value increases, are set forth in the chart above.
Please note that the PNR-based fees that a Partner is obligated to pay under the PADA will not change automatically based on the Marginal PNR Framework.
Trailblazer Score Evaluations
Partner Trailblazer Scores will be evaluated each quarter. Salesforce will email partners with their scores the first week of each program quarter:
- Q1: Week of March 1, 2020
- Q2: Week of June 1, 2020
- Q3: Week of September 1, 2020
- Q4: Week of December 1, 2020
Link Trailhead Badges and Salesforce Certifications to Your Community Profile
Since many certification maintenance exams are in Trailhead, please ensure your Trailhead account is linked correctly.
AppExchange Partner Trailblazer Score Coaching Guide
EDUCATION
- Read the official guide to becoming an ISV partner >
- Review the PY21 AppExchange Partner Program guide >
- Review the PY21 ISV Technology Benefits guide >
EVENTS & GROUPS
- Official AppExchange Partner Program collaboration group >
- Join the AppExchange Onboarding collaboration group >
- Join the AppExchange & ISV Technical Enablement collaboration group >
TOOLS
Q: How does the Marginal Royalty Model impact Checkout Partners?
A: Checkout Partners may enroll in the Marginal Royalty Model, but updates in the partner's product catalog will only happen after the partner has over $1M Annual Order Value (AOV).
Q: How will Marginal Royalty Model work with partners who have multiple apps?
A: The Marginal Royalty Model applies to partners at the partner contract level. If a partner has one contract for multiple apps, then Marginal Royalty Model will apply to all apps under the contract.
Q: Does the new Technology and Marginal Royalty Model apply to Consulting Partners?
A: No, these changes will only impact Partners with ISV agreements.
Q: How do I find my benefit tier level?
A: You will receive your tier via email from the AppExchange Program Team every first month of the quarter.
Q: How do I access my new benefits?
A: Refer to the Program Guide for details on how to access exclusive benefits and technologies. Review the Program Guide >
Q: What if my Trailblazer Score is incorrect?
A: Please submit a case if you believe that your Trailblazer Score may be incorrect.
Q: What if I don't have a named Partner Account Manager?
A: Named Partner Account Managers are only guaranteed for the Summit Tier Partners. Partners with Partner Account Managers will be contacted directly. We encourage partners to review this page in Partner Community to learn more.
Q: Once I meet the first Annual Order Value band, how do I receive the PNR discount?
A: Once a partner is enrolled in the Marginal Royalty Model and has above USD 1,000,000 in Annual Order Value (AOV), updates to the partner's product catalog will happen automatically and the new PNR adjustment will be reflected in future orders.
Q: Where can I find guidance on where to start as an AppExchange partner?
A: Check out the ISV Onboarding guide >
Still have questions? Ask us in the AppExchange Partner Onboarding collaboration group >