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Role: Practice Lead (Consulting/Reseller)

This learning path is for Consulting Partner or Reseller practice leaders, company CEOs/Founders, corporate executives, points of contact (POC), and related roles to learn about the Salesforce Partner Program for Consulting Partners.  Complete your learning journey by working through the steps below.

What You Need to Know
Featured Trailhead Modules


Plan

TRAILHEAD: Consulting Partner Basics - Plan, build, and manage your business as a Salesforce Consulting Partner
Salesforce Jumpstart: Getting Started as a Consulting Partner - On-boarding training for all new consulting partners
TRAILHEAD: Navigate the Salesforce Advantage - Learn about the key differentiators that drive our success

Understand the the values that make the Salesforce vision of Ohana ("family") a reality, and start bringing your own company values to life
Review these important Partner Community resources:
Define your practice by Product, Market Segment, Industry, Services, or Region
Partner Account Manager (PAM) - understand the role of a Salesforce Partner Account Manager in the partner process

Build

Your company must have 2 certified consultants (or one individual with 2 certifications) to meet minimum requirements
The following certifications meet the 2 cert minimum:
Use this guide to prepare for the Marketing Cloud Email Specialist Certification Exam

Review all training options available to your company - most of these are free resources
Sign up for access to the Partner Online Training catalog (login required)
Refer all staff members to specific role-based training for consulting partners
Understand Fullforce - differentiate your practice, certify your solutions
Masters & Specializations - earn recognitions based on product knowledge and industry expertise
Salesforce Products - review the enablement resources for all Salesforce Products (Sales Cloud, Service Cloud, App Cloud, etc.)
Salesforce Industries - leverage industry-specific enablement resources as needed (Financial Services, Communications, Retail, etc.)
Implementation Guides & Tip Sheets - resources to help you deliver successful implementations

Sell

Access the Partner Business Console (login required) to submit, manage, and track all of your leads, opportunities, and projects
Understand how to submit and manage leads in the Partner Community and join the Collaboration Group for your region (login required for Groups)
Work with the Alliances Go-To-Market Contact (login required) for your region
Prepare your sales team members with role-based learning for Pre-Sales, Sales, Post-Sales, and Success Services

Dive deep into "selling the Salesforce way" with Fast Forward Bootcamps

Understand how to obtain demo orgs for every Salesforce Product (including using Environment Hub)
Access sales enablement resources (First Call Decks, Tear Sheets, Customer Stories, etc.) for Salesforce Products and Industries

Market

Join the Partner Marketing Group to collaborate with Salesforce marketing experts and other partners
Attend the Partner Marketing Power Hour webinars or watch the recordings of marketing best practices
Create and manage your AppExchange Listing so customers can find your services from the AppExchange
Review important branding guidelines and public relations (PR) guidelines to ensure accuracy in your marketing; download your Partner Badge

Make Dreamforce part of your marketing strategy to network, increase brand awareness, and drive leads
Consider sponsoring other Salesforce events to reach your target audience
Manage

Learn more about Salesforce Partner Support Services

Attend Partner Roadmap Webinars monthly to learn what's new and what's next in the Salesforce Partner Program and Salesforce Products
Understand the Salesforce release cycle (3 major releases per year), upgrades, and regression testing
Request to participate in Pilots & Betas to try out the products & features of tomorrow
Join a regional Partner User Group or form a new group in your area (we can help!)
Continue to use the Partner Business Console (login required) to submit, manage, and track all of your leads, opportunities, and projects
Note: Grant access to a global dashboard (across your entire company) of leads, opportunities, and projects with user permissions (see the Admin Training for details)
Other Recommendations

:: Stay current by following the Official: Partner Community Group
:: Ask any partner-related question in the Questions & Answers Group
:: Sign up for all Partner Alerts (and turn on email notifications)
:: Search the Partner Community for answers (top right nav)
:: Attend live Office Hours