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 Royalty Model for our ISV partners. For the full set of program details, please refer to the PY21 AppExchange Partner Program Policies.

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


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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 - 5100
$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
TechnologySalesforce Products UtilizedPointsNumber of BadgesPoints
Data processing & storageCustomer Objects
Big Objects
Heroku Postgres
Heroku Kafka
Platform Events 		4000
User interfaceLightning Web Components
Lightning Aura Components
Visualforce
Salesforce Mobile
Salesforce Mobile SDK Communities		30
SecurityProcess Builder
Flow
APEX
Platform Caches
Shield		301 - 20025
Reporting, analytics and intelligenceSalesforce Reports & Dashboards
Einstein Analytics
Einstein Prediction Builder
Einstein Discovery
Tableau		40201 - 40050
Development & application managementPush Upgrades
Heroku Pipelines
DX - Scratch Orgs		20401 - 60075
Industry Product integrationHealth Cloud
Financial Services Cloud
Manufacturing Cloud
Consumer Goods Cloud
Government Cloud		25
Other Salesforce product integrationSales Cloud
Service Cloud
Salesforce CPQ
Field Service
Marketing Cloud/Pardot
Commerce Cloud
Mulesoft 
Quip		15601+100
**Marketing CloudWeb Apps
User-Interface
Lightning Design Systems		5000

*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 visitu Need to Know” tab or visit p.force.com/trailhead

**Partners that create Marketing Cloud applications have the opportunity to earn 50 extra points. However, a partner’s Tech Adoption score cannot exceed 200 points.



Engagement (350 points)



ElementACV GrowthTotal Revenue
DescriptionThe relative increase of a partner’s new business revenue accrued to Salesforce by Partner for a 12 month term compared to the previous fiscal periodThe monthly fees accrued to Salesforce by Partner for orders in the last month of the preceding quarter, multiplied by twelve.
Total Points250 pts100 pts
How it’s CalculatedPoints awarded by percent ACV growth multiplied by the percent possible based off of the partner's renewable revenue bandPoints awarded by total revenue
ACV GrowthPointsRevenue RangePoints
<=0%000
0% - 5%50
5% - 10%100$1 - $1.0M20
10% - 15%150
15% - 20%200$1.0M - $2.5M40
20%+250
Renewable Revenue BandPercent Possible$2.5M - $5.0M60
$1 - $500K10%
$500K - $1M25%
$1M - $2.5M60%$5.0M - $10.0M80
$2.5M - $5M80%
$5M - $10M95%$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 BandOEM Program - PNR Rate for New UsersISVForce Program - PNR Rate for New Users
$0 - 1,000,00025%15%
$1,000,001 - $2,500,00023%14%
$2,500,001 - $5,000,00021%13%
$5,000,001 - $10,000,00019%12%
$10,000,001 - $20,000,00017%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.

Learn how >

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 >