Update: Tier Notification letters for PY21 go out on March 2nd, 2020 (by EOD Pacific Standard Time). If you have not received it, please log a case.

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 PY21 Consulting Partner Program Policy Document and review our benefits page.

Read the program policy >
Check out the program benefits >
Check out changes coming to the program mid-year >

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: Customer Success, Innovation and Engagement.. 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.

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Annual program fee by tier, based on the Consulting Partner Trailblazer Score and the points needed to achieve each tier:

TierProgram FeeRequirement


Mature Markets

Growth Markets
Global Strategic
$10,000

n/a Global strategic partners are identified at the beginning of each program year. Criteria will be made available in this guide.
 Platinum
$10,000

 $7,500Consulting Partner Trailblazer Score
750 - 1000
 Gold
$10,000

 $7,500Consulting Partner Trailblazer Score
500 - 749
 Silver
$3,000

 $2,500Consulting Partner Trailblazer Score
250 - 499
 Registered
$1,000

 $750
Consulting Partner Trailblazer Score
0 - 249

To be registered in the program, a partner requires a minimum of two certifications from the list below. This could be one individual (holding 2 or more certifications), or two individuals (holding at least one certification each). The certifications that partners can earn which count towards this requirement are as follows: 
  • Salesforce Certified Technical Architect
  • Salesforce Certified B2C Commerce Architect
  • Salesforce Certified Community Cloud Consultant
  • Salesforce Certified CPQ Specialist
  • Salesforce Certified Education Cloud Consultant
  • Salesforce Certified Marketing Cloud Consultant
  • Salesforce Certified Nonprofit Cloud Consultant
  • Salesforce Certified Platform Developer II
  • Salesforce Certified Application Architect
  • Salesforce Certified System Architect
  • Salesforce Certified Einstein Analytics and Discovery Consultant
  • Salesforce Certified Heroku Architecture Designer
  • Salesforce Certified Sales Cloud Consultant
  • Salesforce Certified Pardot Consultant
  • Salesforce Certified Field Service Lightning Consultant
  • Salesforce Certified Service Cloud Consultant
  • Salesforce Certified Marketing Cloud Developer
  • Salesforce Certified B2C Commerce Developer
  • Salesforce Certified Platform Developer I

Please note that the tier you are assigned at the beginning of the program year (March 1) is yours to keep for the duration of the year, unless you are promoted to a higher tier during any of the subsequent quarterly evaluations. For more information please see the program policies.

The table below highlights all of the program elements and the targets by region Maximum points per attribute and requirements for full points in each category. For detailed information on each attribute please scroll down to the tables with descriptions of each attribute.


35%35%30%

CUSTOMER SUCCESSINNOVATIONENGAGEMENT
Max Points 25050 50501255010025300
Partner NavigatorCSATAppExchange SolutionsExpert CredentialsProfessional Credentials*Associate CredentialsCredentialed Individuals Practice GrowthEmerging Product Credentials MultiplierCo-Sell ACV
USMaster: 50 pts
Specialization: 10 pts
<4.2 0 pts
4.2-4.4: 10 pts
4.4-4.6: 20 pts
4.6-4.8: 30 pts
4.8-4.9: 40 pts
4.9+: 50 pts
App or Bolt: 12pts
Flow: 4 pts
Component: 1pt
10 points per3 points per1 point perBased on growth
vs.
baseline
+1: 20 pts
+2-5: 10 pts each
+6-10: 5 pts each
+11-25: 1pt each
1 point per$7,500,000.00
CA10 points per3 points per1 point per1 point per$750,000.00
 UK and IRELAND10 points per3 points per1 point per1 point per$1,750,000.00
GERMANY and AUSTRIA10 points per3 points per1 point per1 point per$1,100,000.00
FRANCE10 points per3 points per1 point per1 point per$1,500,000.00
NORTHERN EUROPE10 points per3 points per1 point per1 point per$1,000,000.00
SOUTHERN EUROPE10 points per3 points per1 point per1 point per$1,000,000.00
ROEMEA10 points per3 points per1 point per1 point per$1,000,000.00
ANZ10 points per3 points per1 point per1 point per$1,000,000.00
INDIA10 points per3 points per1 point per1 point per$750,000.00
GCR10 points per3 points per1 point per1 point per$750,000.00
ASEAN10 points per3 points per1 point per1 point per$750,000.00
ROAPAC10 points per3 points per1 point per1 point per$750,000.00
BRAZIL10 points per3 points per1 point per1 point per$1,000,000.00
MEXICO10 points per3 points per1 point per1 point per$750,000.00
ROLATAM10 points per3 points per1 point per1 point per$750,000.00
JAPAN and KOREA10 points per3 points per1 point per1 point per$1,500,000.00
* maximum 100 points per consultant certification type

Partners who participate in Pledge 1% can earn 25 bonus points towards their score! (note that your total score cannot exceed 1000 points).  There currently is a one month lead time to process Pledge 1% submissions.  We recommend planning accordingly if your submission is targeted for Salesforce FY quarter-end program evaluation.

Where there are lines between the regions in the metrics table, the metric is calculated at the regional level, and only counts towards the score in that one region. Where there are no lines between the regions, it means the metric is calculated globally and attributed to every region a partner is tiered in.

Category: Customer Success

 Core Attribute (%) Sub-Attribute (points) Definition
Partner Navigator
25% of total score (max 250 points)
50 points per Master

10 points per Specialization

No points are awarded for achieving Certified Navigator

This attribute recognizes our partners for their designations in Partner Navigator.

Partners earn specializations for demonstrated product and industry expertise by submitting the required number of projects, success stories and references.

Masters designation is earned by meeting the specialization 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 Salesforce Navigator please visit p.force.com/navigator.

AppExchange Solutions 5% of Score (max 50 points)12 points per App (ISV)

12 points per Bolt

4 points per Flow

1 point per Component

A partner will get the points for any App, Bolt, Flow or Component that was released or updated in the current or previous fiscal year.  To learn more, please follow this link.

 CSAT 5% of Score
(max 50 points)
 Customer Satisfaction Score
<4.2: 0 pts

4.2 < 4.4: 10 pts

4.4 < 4.6: 20 pts

4.6 < 4.8: 30 pts

4.8 < 4.9: 40 pts

4.9+: 50 pts
 Through the registration and closure of at least one or more projects in our Partner Community within the current fiscal year 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.

Category: Innovation

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
 Expert Credentials 5% of score
(max 50 points)
10 points per expert credential

Based on current active certifications. The certifications that count as Expert credentials are:

  • Certified Technical 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.

Professional Credentials (12.5% of score)
125 points max.

3 points per certification
Max 100 points per certification type

Based on current active certifications. Professional 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:

  • - Salesforce Certified B2C Commerce Architect
  • - Salesforce Certified Community Cloud Consultant
  • - Salesforce Certified CPQ Specialist
  • - Salesforce Certified Education Cloud Consultant
  • - Salesforce Certified Marketing Cloud Consultant
  • - Salesforce Certified Nonprofit Cloud Consultant
  • - Salesforce Certified Platform Developer II
  • - Salesforce Certified Application Architect
  • - Salesforce Certified System Architect
  • - Salesforce Certified Einstein Analytics and Discovery Consultant
  • - Salesforce Certified Heroku Architecture Designer
  • - Salesforce Certified Sales Cloud Consultant
  • - Salesforce Certified Pardot Consultant
  • - Salesforce Certified Field Service Lightning Consultant
  • - Salesforce Certified Service Cloud Consultant
  • - Salesforce Certified Marketing Cloud Developer

*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).

Associate Credentials (5% of score)
50 points max.
1 point per certification

Based on current active certifications. Partners can earn additional points through obtaining expertise though the below certifications.:

  • - Salesforce Certified Administrator
  • - Salesforce Certified B2C Commerce Developer
  • - Salesforce Certified Platform App Builder
  • - Salesforce Certified Platform Developer I
  • - Salesforce Certified JavaScript Developer I
  • - Salesforce Marketing Cloud Admin
  • - Salesforce Certified Marketing Cloud Email Specialist
  • - Salesforce Certified Pardot Specialist
  • - Salesforce Certified Advanced Administrator
  • - Salesforce B2B Admin
  • - Salesforce Accredited B2B Commerce Developer
  • - Salesforce Certified Data Architecture and Management Designer
  • - Salesforce Certified Development Lifecycle and Deployment Designer
  • - Salesforce Certified Identity and Access Management Designer
  • - Salesforce Certified Integration Architecture Designer
  • - Salesforce Certified Sharing and Visibility Designer
 Emerging Product Credential Multiplier (2.5% of score)
25 points Max

1 point per certification.

These credentials are in emerging product areas where we need additional partner capacity to meet customer needs. This is in addition to the points this certification may have received in another attribute. The following certifications qualify for the emerging product multiplier:

  • - Field Service Lightning Consultant
  • - CPQ Specialist
  • - Salesforce Certified B2C Commerce Architect
  • - B2B Commerce Developer
Credentialed Individual Practice Growth (10% of score) 100 points max
Based on growth vs. baseline
+1: 20 pts
+2-5: 10 pts each
+6-10: 5 pts each
+11-25: 1pt each

Based on the number of individuals holding an active Professional credential on the last day of the previous fiscal year compared against the number of individuals holding an active Professional Credential at the end of this fiscal year. A partner must have been enrolled in the program the previous year, (by January 31, 2020) in order to qualify for these points in FY21.

The Professional Credentials which count in this attribute are:

E.g. A partner who has 4 new people holding at least 1 professional level, but also lost 2 other people to attrition will only have grown by 2 individuals (30 points).

E.g. A partner who had 3 new people holding at least 1 professional level certification over last year, they will get 20 points for the first person, and 10 points each for the next 2, for a total of 40 points.

  • - Salesforce Certified Sales Cloud Consultant
  • - Salesforce Certified Service Cloud Consultant
  • - Salesforce Certified Field Service Lightning Consultant
  • - Salesforce Certified Community Cloud Consultant
  • - Salesforce Certified CPQ Specialist
  • - Salesforce Certified Education Cloud Consultant
  • - Salesforce Certified Nonprofit Cloud Consultant
  • - Salesforce Certified B2C Commerce Architect
  • - Certified B2C Commerce Developer
  • - Salesforce Certified Marketing Cloud Consultant
  • - Salesforce Certified Marketing Cloud Developer
  • - Salesforce Certified Pardot Consultant
  • - Certified Platform Developer I
  • - Salesforce Certified Platform Developer II
  • - Salesforce Certified Application Architect
  • - Salesforce Certified System Architect
  • - Certified Technical Architect
  • - Salesforce Certified Einstein Analytics and Discovery Consultant
  • - Salesforce Certified Heroku Architecture Designer


Category: Engagement

 Core Attribute (%) Sub-Attribute (points) Definition
  Co-Sell ACV (30% of Score)300 points max.Co-sell ACV (combination of sourced and joint sales)
Targets are set by region, please see summary table at the top of this guide.

ACV (Annual Contract Value)is attributed to the region in which the end customer purchases for their licenses.

Co-Sell ACV is the sum of Sourced ACV and Joint Sales ACV.

Sourced
A sourced opportunity is when a Partner introduces a prospect new to Salesforce, or a new product opportunity in an existing customer. To be eligible for sourced credit, partners are required to submit a referral lead in the Partner Community that converts into a new business opportunity. To be considered a sourced referral the referral lead must be submitted within 30 days of a new business opportunity creation date, and before the opportunity close date.

Joint
Joint Sales Credit is recognised when a Partner demonstrates meaningful selling engagement activity supporting the Salesforce Account Executive (AE) in the sales cycle or brings add-on subscriptions for existing customers. Partner is either brought in by an AE or has existing relationships within the customer. Meaningful selling engagement means the Partner owns 50% of the sales engagement and is involved in delivering pre-sales activities that influence the deal to close. Being selected as the Implementation Services Partner does not constitute as meaningful sales engagementJoint Sales.

If you are not attributed to an opportunity for joint or sourced credit, please log a support case here.


*Targets vary by region, please see summary table above

25 BONUS POINTS AVAILABLE:
Partners who participate in Pledge 1% can earn 25 bonus points towards their score! (note that your total score cannot exceed 1000 points).  Note - There currently is a one month lead time to process Pledge 1% submissions.  We recommend planning accordingly if your submission is targeted for Salesforce FY quarter-end program evaluation.