Salesforce Consulting Partner Program Overview

FY19 Consulting Partner Program Information (March 1, 2018 - February 28, 2019)

For full details about the Consulting Partner Program, please read the FY19 Consulting Partner Program Policies. Below are some key elements for your reference. 

Tiering Based on a Holistic View of Partnership Value Contribution

Consulting partner tiers are tiered based on a Partnership Value Score, or ‘PVS’. The PVS measures a Partner’s contribution against Salesforce-set targets across three main categories: ACV, Expertise and Customer Success. All Partners receive a PVS based on their total contribution to these categories. All PVS points total up to a maximum of 1000 points. As a Salesforce partner, you can manage this information in the Business Console of the Partner Community.

ACV = 45%Expertise = 35%Customer Success = 20%
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Based on the Partnership Value Score, each partner is assigned a tier. Each tier comes with an annual program fee and benefits.

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

 $15,000Partnership Value Score
700 - 1000
 Gold
$15,000

 $11,250Partnership Value Score
450 - 699
 Silver
$5,000

 $3,750Partnership Value Score
250 - 449
 Registered
$1,000

 $750
Partnership Value Score
0 - 249

Registered Tier requires a minimum of TWO consultant level certifications. This could be one individual (holding 2 or more certifications), or a minimum of two individuals (holding at least one certification each). Consultant Level Certifications are: 
  • Sales Cloud Consultant 
  • Service Cloud Consultant 
  • Platform Developer I 
  • Community Cloud Consultant 
  • Marketing Cloud Consultant 
  • Pardot Consultant
  • Commerce Cloud Digital Developer
*Inclusion into Global Strategic 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


The Partnership Value Score (PVS) is a score out of 1000, which a partner earns based on their regional criteria. A partner is tiered in a region if they have ACV or certified individuals in a region. A partner is able to go-to-market globally with the highest tier they earn in any region. This table (below) illustrates the points available per attribute, and the requirements to earn full points in each category. 


ACVExpertiseCustomer Success
Max Points 300100 50501505050501005050
Current Sourced ACVCo-Sell ACVSourced ACV Growth***Architect CertificationsConsultant CertificationsExpanded Knowledge CertificationsGrowth in # of Certified Consultants***Trailhead***SpecializationCustomer Satisfaction (CSAT)Customer Stories
US$2,500,000$7,500,00025%**25 points per certification3 points per certification*1 point per certification25%80% of Certified Consultants have earned Mountaineer Rank or higher4 points per Specialization

25 points per Master

25 points per Fullforce Solution

12 points per Lightning Bolt
8.45 points per story
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$400,000$1,250,00025%**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$300,000$1,000,00025%**25 points per certification3 points per certification*1 point per certification
ANZ$350,000$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

Here are some tips on how to read the above chart: 
  • Current Sourced ACV - If I am a partner in Belgium (Benelux), I would need $300,000 in Sourced ACV to get 300 points (from deals that have closed in the current quarter plus 3 previous quarters). If I have $100,000 in Sourced ACV, I would earn 100 points. 
  • If I am a partner in Germany (DACH), and I have 1 Application architect, I would get 25 points towards the Architect Certifications attribute (towards my DACH score). 
  • If I submit 2 Customer Stories (in the last 18 months), I will get 10 points in every region I am tiered in.
Here are the details of the Partnership Value Score (PVS) attributes and requirements to earn the points (the details behind the chart above):

CategoryCore Attribute (%)Sub-Attribute (points)Definition
ACV ACV (40%) Sourced ACV (300 points)

Note that targets vary by region, see chart above for the full details
 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. Partners can earn partial PVS points for this attribute based on the actual value of the ACV they source.
Co-Sell ACV (100 points)

Note that targets vary by region, see chart above for the full details
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 PVS 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.

Note that targets may vary by region, see chart above for the full details 
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 % growth target by region to get the 50 points.
 ExpertiseCertifications (25%) Architect Certifications (50 points max, 25 points per certification)
 Based on current active Salesforce Certifications. The Architect certifications that count toward this attribute are:
To ensure that you are getting credit for all of the certifications that individuals in your firm hold, please be sure the individual has properly linked their Webassessor account.
Consultant Certifications (150 points max, 3 points per certification, max 100 points per certification type)
Based on current active Salesforce 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.

The certifications that count towards this attribute are:
To encourage partners to build 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).

To ensure that you are getting credit for all of the certifications that individuals in your firm hold, please be sure the individual has properly linked their Webassessor account.
Expanded Knowledge Certifications (50 points max, 1 point per certification)Based on current active Salesforce Certifications. Partners can earn additional points by obtaining expertise though the following certifications:
To ensure that you are getting credit for all of the certifications that individuals in your firm hold, please be sure the individual has properly linked their Webassessor account.
Growth in # of Certified Consultants (5%)Annual Growth of 25% in # of Certified Consultants over previous year (50 points)

No partial points will be awarded. 
Based on a comparison between the number of individuals holding an active Consultant Certification on the last day of the previous fiscal year and 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, 2018) in order to qualify for these points in FY19.
Trailhead (5%)80% of Certified Consultants have earned Mountaineer Rank or higher. (50 points)

No partial points will be awarded.
This attribute requires that 80% of the individuals who hold a Consultant level Certification achieve Mountaineer Rank (25 badges and 18,000 points) or higher in Trailhead. This also involves the individual linking their Trailhead account to your company's Partner Community account (see "What You Need to Know" tab), and successfully completing enough learning in Trailhead to earn Mountaineer Rank or higher.

The following are the Consultant Level Certifications:
(e.g. If I have 100 people in my firm who hold a consultant level certification, once 80 people have linked their account to my Partner Community account and earned Mountaineer rank or higher, I will get 50 points). You can track your team’s Trailhead rank attainment on the Education section in the Partner Community. Note that you need the "Manage Education" permission to track your team's Trailhead badges. If you don't have this permission, please reach out to your Partner Community administrator.

 Customer Success Specializations (10%)Specializations and Masters, and Fullforce Solutions (100 Points)

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 Masters Initiative, the Fullforce Initiative and the Lightning Bolt Initiative.

Specializations are the building blocks of the Salesforce Masters initiative. Partners earn specializations for demonstrated product and industry expertise by submitting projects, success stories and references. Masters designation is earned by meeting the specialization and ACV requirements for the respective product Cloud and Industry.

To learn more about the requirements for Masters and Specializations please go to p.force.com/masters. Masters and Specializations are active only in the year they are earned, and the points apply as long as they are active.

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.

Lightning Bolt: Points for Lightning bolt are awarded only in the year the Lightning Bolt is approved and launched. Any Lightning Bolt solutions that launched in FY18 will also be recognized for FY19. 
CSAT (5%)Customer Satisfaction Score (50 points if average score is 8.4 or higher)

No partial points will be 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 on their business dashboard, when you mark the project as “complete” that triggers the CSAT survey.

For details on CSAT, please visit p.force.com/CSAT.
Customer Stories (5%)Customer Stories (50 points max, 5 points per story)Referenceable information on a Salesforce customer project within a rolling 18-month timeframe. Stories must be submitted by the process outlined at p.force.com/stories (see "What You Need to Know" tab).

Opportunities to Learn More
To learn more about these program updates, please watch the replay of the Partner Roadmap Webinar: Consulting Partner Program Changes for FY19. If you have additional questions, use the Official: Consulting Central Group.

Additional Resources