‍Discover growth opportunities with the Salesforce Partner Program. With top-tier resources, in-depth training, and dedicated support, you’ll not only expand your customer network but also enhance the value of your services. Join the Salesforce ecosystem and elevate your business to new heights.

The Salesforce Partner Program overview

The Salesforce Partner Program can help you develop new opportunities, achieve success, and deliver exceptional value. Salesforce is strongly committed to partners’ success, making onboarding and growing within the program more accessible.

Partners can choose paths and resources that align with their specific market focus and expertise. Whether you’re in consulting, technology, or a niche industry, the program offers options customized to your unique goals and requirements. This diversified approach helps you maximize your potential and better serve your clients.

Salesforce Partner types

Salesforce Partner Program features four different program tracks to choose from:

Consulting Partners. These partners provide advisory and implementation services to help clients optimize their Salesforce solutions. They focus on strategy, solution integration, and customization to meet specific business requirements.

Managed Service Provider (MSP) Partners. They offer ongoing support and management services for Salesforce solutions after implementation, ensuring clients' Salesforce environments are well-maintained and optimized for performance.
Cloud Reseller Partners. These partners focus on reselling Salesforce's cloud-based solutions. They act as intermediaries between Salesforce and end customers, helping adopt and implement products in countries where Salesforce has a lower reach.
AppExchange Independent Software Vendor (AppExchange ISV) Partners. They develop and sell applications on Salesforce’s AppExchange platform. These partners create solutions that extend Salesforce's native capabilities.

Salesforce Partner Program tiers

Eligibility for each tier across all tracks except AppExchange ISV is measured and evaluated by the Trailblazer Score in four main pillars: Customer Success, Innovation, Growth, and Impact. The better a partner performs, the more points they earn on their scorecard. All Trailblazer Score points add up to a maximum of 1,000 points.

However, program tiers vary depending on the chosen partnership track. Let’s examine each tier more closely.

Consulting track:

The Salesforce Consulting Partner program has four tiers:

Base – the entry-level tier for consulting partners. It provides foundational resources and support to help you get started with Salesforce. Base partners can begin to build their practice and access essential training materials.
Ridge partners receive additional benefits, including access to more advanced resources, training, and support. They are expected to show consistent performance and a commitment to growth.
Crest tier offers even more resources, including specialized training and access to exclusive programs. Crest partners are recognized for their proven ability to deliver value to customers.
Summit partners are leaders in the Salesforce ecosystem and play a vital role in driving customer success.

FY25 tier breakdown for Consulting Partners

Source: Salesforce.org

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Trailblazer Score points are assigned on March 1 each year and last till the next fiscal year unless you earn a higher tier during a quarterly evaluation. Refer to the Consulting Trailblazer Scorecard page for more details.

FY25 Trailblazer Scorecard for Consulting Partners

Source: Salesforce.org

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Consulting Navigator

Navigator helps Salesforce Consulting partners stand out by showcasing their Salesforce-validated expertise, which can be verified on the AppExchange and used to promote their capabilities to prospects, customers, and Salesforce sales teams.

FY25 Navigator points

Source: Salesforce.org

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Navigator offers three levels of expertise distinctions for partners: Expert is the highest, followed by Level II Specialist and Level I Specialist. Expert distinctions are earned in Cloud, Industry, and Service categories, while Level I and II Specialist distinctions are awarded for specific products, industry sectors, or services.

Navigator tiers

Source: Salesforce.org

Managed Service Provider (MSP) track:

Managed Services include six main categories:

Administration;
Support services;
Release and change;
Developer and integration;
Analytical services;
AppExchange app management.

MSP partnership track includes three tiers:

Base tier provides foundational resources and support for partners to establish their managed services within the Salesforce ecosystem;
Ridge tier is available for partners who demonstrate higher engagement and commitment and includes more advanced training and resources.
Crest tier is designed for partners with significant expertise in delivering managed services for Salesforce.

FY25 Managed Service Provider tiers

Source: salesforce.org

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MSP Trailblazer Score points are added based on the following criteria:

FY25 Managed Service Provider Scorecard

Source: Salesforce.org

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Cloud Reseller track:

This track, similar to MPS, includes three tiers:

Base tier for the newly-enrolled partners will be assigned automatically and evaluated during the reviews;
Ridge tier is assigned to partners who demonstrate greater engagement and sales performance;
Crest is the highest available tier and provides advanced training and support for optimizing sales strategies.

FY25 Cloud Reseller tiers

Source: Salesforce.org

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The Trailblazer Score points are assigned based on the following achievements:

FY25 Cloud Reseller Scorecard

Source: Salesforce.org

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AppExchange ISV track:

The Salesforce ISV partner program helps organizations launch their products quickly and drive business growth. It includes five tiers:

Registered ISVs tier is the initial partnership level for those who just joined the program;
Exploration ISVs tier is created for partners actively researching the market and designing their first app;
Build ISVs tier focuses on developing solutions and preparing for app launch on the AppExchange market;
Select ISVs partners already have their apps launched on the market and are expanding their offerings;
Summit ISVs include Salesforce’s key strategic partners.

In FY25, Salesforce decided to step back from the usual scorecard for AppExchange ISV Partners, bringing the evaluation to the inside team.

ISV Partner tiers

Source: Salesforce.org

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Salesforce Partner Program benefits

All Salesforce partners enjoy a range of benefits designed to help them succeed in the Salesforce ecosystem. While every partner has access to core advantages, those in higher tiers unlock additional perks, such as faster response times from Salesforce managers and early access to new technologies.

Core advantages for all partners

Salesforce supports every participant in its program, but the higher your level, the more benefits you unlock.

Access to professional Salesforce resources

Partners gain access to an extensive library of professional Salesforce resources, including comprehensive documentation, implementation guides, and case studies. This includes access to the Salesforce learning portal, where you can find tutorials and articles on specific functionalities. Additionally, partners can utilize the Salesforce Partner Community to collaborate and share best practices among other members. These tools help you stay updated on the latest features and enhancements, ensuring you can provide the most current solutions to your clients.

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Technical support

Partners receive dedicated technical assistance from Salesforce’s support teams, which is invaluable when troubleshooting or implementing complex solutions. This often includes direct access to a technical account manager who can provide personalized guidance based on the partner's specific needs.

You can also access community forums to connect with other partners and Salesforce experts. This helps ensure that all members can resolve common challenges quickly, minimizing downtime for their clients.

Certification opportunities

Salesforce encourages partners to enhance the team’s skills and knowledge through various certification programs tailored to different roles and expertise levels. You can pursue certifications for associates, admins, designers, consultants, architects, marketers, developers, and AI experts. Certificates validate your expertise and increase trust and marketability.

Salesforce offers preparation resources, including study guides, practice exams, and instructor-led training sessions, to help partners achieve certification. Attaining certification not only boosts your credibility but also equips you with the skills necessary to provide high-quality services to clients, leading to improved customer satisfaction and retention.

Discount programs

Partners have access to various discount programs on Salesforce products and services, which can significantly reduce operational costs. These discounts may apply to licensing, training, and event participation fees

This financial relief allows partners to offer competitive pricing to their customers while freeing up resources for investments in marketing, training, and additional services. Additionally, you may receive bulk purchase discounts for acquiring multiple licenses, certifications, or services, further enhancing their profitability.

Tier-based benefits

If you've earned enough points in the Trabillizer Score, you'll unlock additional opportunities.

Better lead generation

Salesforce prioritizes higher-tier partners when distributing leads, ensuring they receive more high-quality prospects that align with their offerings. This targeted lead generation includes access to Salesforce's advanced CRM data, enabling you to identify potential customers most likely to convert. Moreover, higher-tier partners may also participate in special lead generation programs focusing on specific industries or geographic regions, allowing them to tap into niche markets.

Exclusive opportunities

Higher-tier partners gain access to exclusive marketing opportunities that can significantly enhance their visibility in the Salesforce ecosystem. This may include participation in Salesforce events, such as Dreamforce, where you can showcase your solutions to thousands of potential customers. You may also benefit from featured listings on the AppExchange, which enhances your discoverability. Co-marketing campaigns allow partners to leverage Salesforce’s brand recognition in joint initiatives, amplifying their reach and credibility.‍

Sales and marketing support

Salesforce provides a sales and marketing support framework to help partners reach their target audience. This includes co-branding opportunities, where partners can use Salesforce branding in their marketing materials, lending credibility to their offerings. You receive access to various marketing assets, such as brochures, slide decks, and email templates, which you can customize for your campaigns.

Furthermore, Salesforce offers guidance on developing go-to-market strategies, including tips on identifying target markets, leveraging social media, and participating in events to enhance brand awareness and lead generation.

Priority support

Partners in advanced tiers receive priority support from Salesforce, ensuring faster response times and more personalized assistance. This access is crucial if you need quick resolutions to technical issues or business inquiries, enabling you to maintain high service levels for your clients. In addition, priority partners may receive dedicated support channels or account managers who understand their business models and can provide tailored advice and solutions to enhance their operations.

Advanced training

Higher-tier partners can access more advanced training resources, including specialized workshops, certification boot camps, and exclusive training sessions led by Salesforce experts. This often covers not just product features but also strategic insights into market trends, customer engagement strategies, and sales methodologies. Such training enables you to deepen your knowledge and skills, allowing you to offer more sophisticated solutions to their customers.

‍Financial incentives

As partners progress to higher tiers, they may qualify for additional financial incentives, such as performance-based rebates or bonuses for achieving specific sales targets. These incentives not only reward program members for their success but also encourage them to invest further in their Salesforce practices and customer engagement strategies. Furthermore, higher-tier partners may have access to funding programs that support marketing initiatives or product development, further enhancing their ability to grow and succeed in the Salesforce ecosystem.

Exclusive events

You can receive opportunities to attend high-profile Salesforce gatherings, such as Dreamforce and Salesforce Partner Summits. Higher-tier partners also often get premium perks like early access to tickets, VIP networking sessions, and exclusive sponsorship opportunities, providing increased visibility and engagement with Salesforce executives, industry leaders, and potential clients. These events also offer access to special workshops and partner-only sessions for top-tier members.

The Salesforce Partner Program requirements

Joining the Salesforce Partner Program comes with specific requirements for a specific partnership type. Each of them has distinct criteria to ensure organizations are equipped to represent and deliver Salesforce solutions effectively. Let’s take a look at the detailed requirements:

Consulting and MSP Partner

According to the Salesforce Consulting/MSP Partner program policy, organizations should have at least two credentials from the program-qualifying list. Once these requirements are met, the Provisional Partner will be admitted into the Program on a non-provisional basis and will be assigned to the Base tier of the Consulting/MSP Partner Program. The application process, from sign-up to acceptance, can take up to 10 weeks.

Navigator requirements

Level I Specialist. A partner demonstrating foundational knowledge and the ability to deliver successful customer outcomes consistently. The organization needs at least one certified employee in the relevant product area, complete at least three projects with returned CSAT surveys within the past two years, and maintain an average CSAT score of 4.2 or higher.
Level II Specialist. A partner with proven delivery capacity and a strong track record of maintaining high customer success standards. The company must employ at least five certified individuals in the relevant product area, complete at least 10 projects within the past two years with returned CSAT surveys, and maintain an average CSAT score of 4.4 or higher.
Expert. The most experienced partners, capable of handling complex challenges while achieving top customer satisfaction across multiple specializations. To become an Expert, your company must attain at least 75% of the Level II specializations within the relevant expertise category.

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Cloud Reseller Partner

For this partnership type, employees need to complete at least one of the following:

Indirect Sales Accredited Professional Exam;
Tableau Sales Accreditation Exam;
Salesforce Sales Champions, inclusive of Commerce, Customer 360, Data, Marketing, Mulesoft, Sales, Service and Tableau;
Sales Capacity Learning Journeys earning Demand Gen Ready, Pre-Sales Ready, or Sales Ready Persona distinctions.

Also, the partner has to complete and maintain at least two certifications:

Minimum requirements for full-time employees are the following:

Account Executive;
Marketing Manager;
Lead Generation Resource;
Sales Engineer;
Consultant;
Customer Success/Renewal Manager.

FY25 Cloud Reseller Partnership Program requirements

Source: Salesforce.org

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AppExchange ISV Partner

Salesforce AppExchange program partners should start by registering on the AppExchange Partner Console. This tool allows you to create a listing, track the security review process, and analyze the listing performance.

The next step is to choose the specialization:

OEM Partner

Provides a combined solution that includes the partner's application and a Salesforce license. This solution is offered to both new and existing Salesforce customers. This Salesforce Partner Program cost includes fees for distributing a bundled package.

Data Cloud Partner

Creates applications or integrations that extend the capabilities of Salesforce CDP (Customer Data Platform) by adding new functionality or integrating additional data sources.

Commerce Cloud Partner

Develops applications or integrations that complement Salesforce Commerce Cloud, enhancing its offerings by combining them with the partner’s own products or services.

All Other Clouds – Paid

Offers paid applications to existing Salesforce customers. These customers can install, access, and fully use the application’s features by paying a fee to the partner.

All Other Clouds – Free

Distributes free applications to existing Salesforce customers, allowing them to install and use the full functionality of the application without any fees to the partner.

Tableau – Technology Partner

Builds integrations that improve the experience for Tableau Desktop and/or Tableau Cloud users.

After you’ve chosen your specialization, you can start developing your application. Here are the steps:

You can publish your listing once you’ve received security review approval, business approval, and confirmed pricing.
Create a Trailblazer account.
Develop your solution and prepare for the AppExchange Security Review. You can begin the AppExchange ISV onboarding process at any development stage, whether your solution is early or advanced. However, you should have a clear architecture ready to present to the AppExchange ISV team. Remember, you're responsible for implementing and maintaining a comprehensive security program for all apps listed on AppExchange. Details about the Security Review requirements and submission process can be found in the AppExchange Partner Console Guide.
Create your listing in the Listing Builder, where you can build and edit your AppExchange listings for packages and solutions distributed through the AppExchange ISV Partner Program.
Once you've started the listing process and shared basic company info, the next step is setting your pricing and getting approval. Pricing transparency helps customers understand your app's features. After submitting for business approval, the AppExchange ISV team will review your details and discuss a Partner Application Distribution Agreement (PADA). This process varies for each partner based on technology use cases and go-to-market strategy. The ISV team will help determine the best Salesforce commercial arrangement, either through a standard revenue share or a volume-based fee structure.

A step-by-step guide to joining the Salesforce Partner Program

Are you ready to enjoy the benefits of becoming a Salesforce partner? Let’s dive into the details:

‍Choose what partnership type suits your goals best

Start with assessing your goals and expertise to choose the right partnership type. To find more details on each partnership and which one suits you, visit the Salesforce Partner Program overview page.

Register for the Salesforce Partner Community

After deciding on your partner type, the next step is registering for the Salesforce Partner Community, which is the hub for resources, tools, and support. Follow these steps:

Go to the Salesforce Partner Community Registration page;
Fill out the form with your business and contact details;
Choose the type of partner program you want to join (Consulting, ISV, etc.);
Submit the registration form.

Once you submit it, you’ll receive a confirmation email with further instructions. You can log in to the Partner Community to access more resources and check the status of your application.

Complete the partner application

After registering, you will need to complete a more detailed application that includes:

Business information with details about your company, such as size, location, and contact details;
Salesforce products or services your business is experienced in;
Your team’s certifications and experience with Salesforce.

Once you’ve provided all the necessary information, submit your application for review. The Salesforce team will assess your application and might reach out if they need additional information.

‍Accept the Salesforce Partner Program Agreement (SPPA)

Once Salesforce reviews and approves your application, you must accept the Salesforce Partner Program Agreement (SPPA) to become a partner. This agreement outlines the terms and conditions of your partnership with Salesforce, including:

Program fees, as some Salesforce Partner Program levels may require an annual program fee;
Salesforce’s code of conduct, data security standards, and other operational guidelines.
Partner’s role in maintaining certifications, staying updated on Salesforce products, and adhering to Salesforce's brand usage guidelines.

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Complete onboarding and training

After accepting the SPPA, you’ll receive onboarding materials and resources to help you get started as a Salesforce partner. This process includes:

Sales and technical Trailhead modules, specifically designed for partners, help your team familiarize themselves with Salesforce’s ecosystem;
Partner-exclusive resources, marketing materials, Salesforce-specific tools, and development environments like Partner Development Orgs (for ISV partners);
Dedicated partner support, where you can contact Salesforce experts to guide you through implementation issues, product questions, or certifications.

Conclusion

The Salesforce Partner Program not only opens doors to new opportunities but also equips you with a solid foundation for sustainable growth. From world-class training resources to technical support and cutting-edge marketing strategies, you'll have everything you need to achieve outstanding success. By becoming a trusted Salesforce partner, you’ll not only serve your customers better but also strengthen your position in the market.

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