Navigator Summary


Navigator distinctions are the primary go to market rating for consulting partners to market their Salesforce Practice. Consulting Partners will continue to be evaluated based on the Trailblazer Score metrics and placed in corresponding program levels. Each internal Consulting Program level - Base, Ridge, Crest, Summit, will come with incremental program benefits for partners. These new levels are internal-only to allow Salesforce to evaluate partners and distribute Consulting Program benefits. 


Your unique Navigator expertise is now the most impactful and relevant way for you to promote your Salesforce capabilities and expertise to prospects, customers, and Salesforce AEs.   



FY22 Navigator

Check out the new Navigator eBook!

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Navigator enables Consulting Partners to differentiate their firm based on customer-validated industry expertise, Salesforce product knowledge, and customer success. In order to participate, your firm must be enrolled and in good standing with the Salesforce Consulting Partner Program.


Navigator synthesizes three aspects of a partner’s product, industry, and service expertise into a measure of deployable expertise that is easy for customers and AEs to understand. Navigator enables consulting partners to differentiate in the market and allows them to showcase their expertise on AppExchange. 


To learn more, review the below resources and use the Navigator Chatter group for additional questions.

- Partner Navigator overview webinar

- Partner Navigator overview slide deck

- Partner Navigator Basics Trail

- Navigator eBook
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Navigator Contributes to Trailblazer Score

Navigator is a measure of deployable expertise that is a component of the Trailblazer Score. By earning distinctions in Navigator, partners can earn up to 225 points towards the Customer Success metric. Partners earn points in Navigator through the following point allocation:

  • - Expert: 50 points per distinction
  • - Level II Specialist: 10 points per distinction
  • *-Level I Specialist: 2 points>

Consulting Partner Program Overview >

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Levels to Highlight Expertise

Navigator has three distinct levels of expertise that partners can earn distinctions in. The highest level of recognition is at the Expert level. Partners earn Expert level distinctions at the Cloud and Industry level. The Level I & II Specialist distinctions are earned at the product feature or industry sub-vertical sector.

Before diving into exact specializations to focus on, let’s take a look at the description of the levels:

  • - Expert: The most experienced partners and thought leaders in the area and the domain. Able to handle the largest and most difficult problems and meet the highest standards of customer satisfaction.
  • - Level II Specialist: A partner that has project delivery capacity while maintaining high standards of customer success.
  • - Level I Specialist: A partner that demonstrates knowledge and capacity to consistently produce customer success.

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How to Earn Recognition for Your Practice Focus

Across Navigator there are uniform requirements to earn distinctions. Here are the requirements by level: 

Let’s take a look at Level I Specialist

Knowledge: At least one Certified individual in the product area

Experience: At least 3 projects with CSATs returned in the product area in the previous two years

Quality: Projects must maintain at least an average CSAT of 4.2 or higher 

Now, as you advance, the requirement threshold increases for Level II Specialist:

Knowledge: At least 5 Certified individual in the product area

Experience: At least 10 projects with CSATs returned in the product area in the previous two years

Quality: Projects must maintain at least an average CSAT of 4.4 or higher 

To become an Expert, the partner must achieve at least 75% of the Level II specializations in that expertise category. If there are an odd number of specializations,  we round up. For example, if there are five Specializations in the given category, you will need to achieve at least four at the Level II Specialist threshold to become an Expert. 

Here’s a full breakdown of requirements by level:


*There are some specializations which require two credentials per specialization. Additionally, some product specializations do not have a required credential. Please review the full requirements deck for full details.

Define Your Lane: Areas of Expertise

Click here to view fill list of product specializations and expert level categories and their corresponding requirements >

Product

Earn distinctions to highlight your Salesforce product knowledge and competency. Product specializations and expert level categories will remain stable throughout the program year but will be adjusted slightly.

Industry

Showcase your expertise in the industries that you deliver customer success. Keep in mind, credentials are not currently required for Navigator Industry distinctions.

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Service

The Consulting Partner Program recognizes that consultants are constantly innovating for our joint customers and oftentimes provide services beyond product implementation. In an effort to reward and highlight partners with unique experience, we have introduced the Services category to Navigator. Please note that both of the below service types require additional approval prior to achieving distinctions. To ensure Salesforce is validating partners with the defined capability, Navigator will require an approval process for this category of distinctions

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1. Product Development Outsourcer (PDO): this category recognizes partners with expertise in building commercial apps, as well as other valuable services like training, funding, marketing, or selling AppExchange apps. These specialized partners can help architect & design a commercial app, tackle specific areas of your build (like third-party integrations), or simply augment your own development team.
Partners must undergo review with the Salesforce PDO team to validate your experience in addition to project, CSAT, and credentials. PDO engagements are with customers who have an official Salesforce ISV contract, implementing an AppExchange package for a specific customer is not valid. To learn more about PDO approvals, please refer to the PDO page or reach out to pdo@salesforce.com

2. Managed Services: This service type recognizes partners who contribute to customer success through ongoing, proactive processes and functions performed under recurring, renewable contracts. In order to be recognized as a Managed Services partner, this specialization is gated by an application form, so Salesforce can validate your Managed Services practice and assess its maturity. You can earn Specializations in the following categories: Administration Services, Support Services, Release & Change Services, Developer & Integration Services, Analytical Services, and AppExchange App Management

To review the full list of requirements, download this resources >

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Showcase Your Earned Distinctions

As distinctions are earned, market your Salesforce-validated expertise with designated badges. Badges are made available for all specializations across all levels. To view and download badges, visit the Branding page of the Partner Community

Remember to follow the partner branding guidelines >

As partners earn distinctions in Navigator, the Expertise tab on AppExchange will be updated to reflect achievements. Ensure that your AppExchange listing is updated and accurate to showcase your expertise and full breadth of Salesforce and Industry capabilities.

Navigator Requirements:

  • Navigator looks back at two years of project data for quarterly evaluations. Projects count in the quarter in which they closed and the following 7 quarters of Navigator evaluations. 
  • Once a distinction is earned, partners will have that distinction to market for the remainder of the current program year and following program year.
  • If Navigator distinctions are not maintained by the end of the program year, they will not be renewed, and partners must remove all mentions or badges.
Requirement Submission

To ensure you are recognized for the great work you are doing, please continue to submit your customer projects, receive CSATs, and maintain credentials to earn your designations.


Evaluation Cadence

Navigator evaluations occur on a quarterly basis and AppExchange Expertise tabs will be updated. As partners advance in levels, Partners will be ranked higher in search results on AppExchange.


Partner Support for Navigator

  • If you have general questions or feedback, please share them in the Partner Navigator Chatter Group
  • For specific firm related questions or request a tracker, please reach out to the team at navigator@salesforce.com
  • Register for the the Hearing From You webinar series to get your questions answered by the team in real time

Q: When will the metals tiers be replaced with Navigator badges and why is the program making the switch?

A: The goal is simple: to help customers find the consulting partner with the expertise needed to help them be successful. Beginning March 2021, all partners must remove the use of metal tiers and pivot to Navigator distinctions to market their Salesforce partnership.


Q: What are the benefits of the Salesforce Navigator Program? 

A: Partners will receive both internal and external exposure based on distinctions and appear in search filters on AppExchange. For each Navigator distinction earned, partners will receive a badge to use for marketing efforts. They will also receive Consulting Partner Trailblazer score points. 


Q: Is the Partner Navigator program based on an individual or firm basis?

A: The Partner Navigator status is achieved on a global firm basis. 


Q: How do we make sure our certifications are being included in the Navigator evaluation?

A: Please make sure your team has linked their Webassessor accounts correctly. 


Q: The requirements say that my firm must achieve 75%+ of the specializations to reach the expert level. What if the number of requirements are odd?

A: We round up if the number of specializations is odd. For example, if there are 5 Specializations in the given category, you will need to achieve at least 4 at the Level II Specialist threshold to become an Expert. 


Q: Do we get a badge to use for promotional/marketing?

A: Badges are available for all levels of achievements in Navigator. Badges can be found and downloaded p.force.com/branding


Q: As a Salesforce Consulting Partner, do I have to be in a specific tier to qualify for the Partner Navigator program?

A: Yes, you need to be a Base partner or above. 


Q: How and when do I receive Trailblazer points for earning distinctions?

A: Navigator evaluations occur on a quarterly basis and you will see your points increase in the business console with each quarterly evaluations. The point allocation for distinctions are:

  • Level I Specialist: 2 points
  • Level II Specialist: 10 points/distinction
  • Expert: 50 points/distinction.

Q: Is the CSAT process required?

A: Yes, for all projects to count in Navigator, the CSAT survey must be completed and returned by the customer. 


Q: How do I track my progress in Navigator?

A: Partners can request a tracker at masters@salesforce.com. Trackers will show all submitted projects that will be included in the next round of evaluations. 


Managed Services FAQs

Q: What are the qualifying criteria to be recognized as a Managed Services provider in Navigator?

A: A partner must meet the minimum requirements for the Salesforce Consulting Partner Program and be in good standing in the program. Additionally, a practice must meet readiness qualifications specific to Managed Services practices as assessed through our application form.

Q: Why does my practice need to be reviewed before being recognized for Managed Services?
A:As we continue to focus on long-term customer success it is important to ensure that Managed Services practices - which have a direct and lasting impact on customer experience - have the appropriate resourcing and methodologies to apply best practices and succeed.

Q: How is a Managed Services practice recognized at Salesforce?

A: Through the newly added services track in the Navigator framework, Managed Services practices can be recognized as Level I or II Specialists in the 6 currently recognized services categories above. This recognition will appear on the partner’s Consultant listing on the AppExchange in the Experience Tab.


Q: How does a partner receive recognition for Managed Services via Navigator?

A: A partner must submit project/engagement summaries and select the “Managed Services” engagement type category. Once you select the Managed Services engagement type, partners will be prompted to fill in an open text field filled with one or more of the specializations


Q: How often can I submit a summary for an ongoing customer engagement?

A: Once per year per customer. A single submitted engagement may include one or more of the recognized Managed Services. All of the unique services will be recognized individually for the purposes of specialization achievement, but the overall engagement counts once per year.


Q:How do I represent the “end date” for a Managed Service engagement when submitting a summary?

A: The end or renewal date for the contract between customer and partner for specific services in the engagement should be used as the “end date”.


Still have questions?

Reach out in the Salesforce Partner Navigator Program Collaboration Group > 

Email us >