Molly Walsh
Mar 26, 2018

Back when Salesforce first announced changes in May 2017, we laid out some of the key advantages of the AppExchange Partner Program updates on our blog. 

Here’s a quick recap:

  • Salesforce is reducing their percentage of net revenue model (PNR) from 25% to 15% for ISVForce agreements. That means ISVs keep more of what they make on every sale
  • New tools for app developers, including Heroku access, Salesforce DX and new payment tools
  • Streamlined partner onboarding through the new Onboarding wizard
  • A new “Trailblazer Scorecard” to help identify opportunities for growth with personalized recommendations
  • $100M in new Salesforce Ventures funding for app development

Since then, there have been three major updates related to fruitful partnerships we want to highlight: The Trailblazer Scorecard is fully defined and eligible partners are now accessing it; there are now two designations, AppExchange and Premier, instead of the precious metal tiers; and the updated PNR terms are widely taking effect.

Salesforce is working to keep partners in the loop -- the organization recently hosted a webinar for AppExchange ISVs, consultants and resellers laying out a partner roadmap -- and has updated and built upon its Partner Program resources to provide information about new and improved elements of the partner experience.

We’re spotlighting these important changes because we’re dedicated to helping organizations building products on the AppExchange get the most out of the Salesforce ecosystem, and these three focus areas will have a significant impact on your business. What follows are the essentials for new or prospective partners getting up to speed -- and current partners navigating these changes.

Renewing Your Contracts To Maximize Your Revenue from App Sales

For new partners, it’s simple: Enter a partner agreement and you’re automatically enrolled at the new, lower rate.

Salesforce preserved the active Partner agreements in place for current partners, but announced that they would be eligible for the lower rate upon contract renewal.

Then, active March 1, Salesforce fully rolled out the updates for all existing partners. If you haven’t yet renewed, visit this link to ensure those lower rates take effect ASAP! According to their presentation, if you open the link or log into the Partner Community and are not prompted to renew, you or somebody at your company has already accepted the new Salesforce Partner Program Agreement.

There’s also a new co-marketing agreement for partners who collaborate with Salesforce on marketing -- if you do not co-market with Salesforce, no action is required.

Partner Designations in the New Salesforce Partner Program

The AppExchange Partner Program remains intact, but the newly designated “AppExchange Premier Partner” level offers additional opportunity to thrive within the ecosystem.

Salesforce offers Premier Partners access to Solution Manager and Partner Enablement resources, as well as priority on co-marketing (if you signed above), press releases, the AppExchange Marketing Program and Security Review. This link explains the advantages for both core and premier partners.

While Salesforce hasn’t publicly shared its criteria for determining Premier Program eligibility, it is currently invite-only, with invitations extended to “partners that have demonstrated significant customer success and partnership success.”

It’s likely that it’s at least correlated with the new Trailblazer Scorecard, which brings us to...

Getting the Most Out of Your Trailblazer Scorecard and Dashboard

As of March, partners are starting to have access to their Trailblazer Scorecard dashboards -- and asking questions about what the Scorecard is, as well as how to use it.

Simply, it’s a tool for measuring partner relationships on more than just revenue, and for helping both Salesforce and its partners grow.

The scorecard evaluates partners in nine categories:

  • Revenue
  • Installs
  • Listing Engagement
  • Listing Setup
  • Product Security
  • Ohana
  • Onboarding
  • Learning
  • Giving Back

Descriptions of each of these are here if you want to know more about what factors impact the categories.

Currently there is no score, as this is meant to be a diagnostic tool so you can better focus your business on improving your knowledge, product and relationships within the Salesforce ecosystem. Consider its personalized recommendations your guide to maximizing opportunity on the AppExchange.

If you’re interested in learning more, this breakdown of Trailblazer Scorecard factors and the weight they carry may help you better align your partnership with Salesforce. And here is Salesforce’s full guide, including help getting started with your Trailblazer Scorecard and answers to common questions.


Looking for help navigating the AppExchange? We’re the PDO for you! We’ve helped hundreds of companies launch and sell apps on the AppExchange -- feel free to contact us if you’re just getting started or need a hand with making the most out of the ecosystem.

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