FY23 Salesforce Partner Program Launch Deck

FY23 Partner Program Launch Benefit Enhancements and Updates March 2022

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Forward-Looking Statements Forward-Looking Statements "Safe harbor" statement under the Private Securities Litigation Reform Act of 1995: This presentation contains forward-looking statements about the company's financial and operating results, which may include expected GAAP and non-GAAP financial and other operating and non-operating results, including revenue, net income, diluted earnings per share, operating cash flow growth, operating margin improvement, expected revenue growth, expected current remaining performance obligation growth, expected tax rates, stock-based compensation expenses, amortization of purchased intangibles, shares outstanding, market growth, environmental, social and governance goals and expected capital allocation, including mergers and acquisitions, capital expenditures and other investments. The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. 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Further information on these and other factors that could affect the company’s financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings it makes with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of the company’s website at. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. Third party trademarks are the property of their owners.

Table of Contents ● ISV Partner Program ● Consulting Partner Program ● Navigator Program ● Managed Services Provider (MSP) Program ● Cloud Reseller Program ● Partner Support Enhancements

ISV Enhancements FY23 Salesforce Partner Program March 2022

Agenda ● Pardot Plus ● The Premier Success Plan for Partners ● Salesforce Accelerate ● Reminder: Platform Expert Consultations & AppExchange Chat ● Trailblazer Score & Tier Changes

Pardot Plus New Program Benefit

Pardot Plus Internal Use License Full production account 1 Features Quantity Contacts Up to 10,000 contacts Pardot API Access 25,000 calls/day SSL Vanity Domains per Account 10 Pardot Plus will make it easier for you to Automation Rules 100 execute effective lead generation campaigns. File Hosting 500MB SEO Keyword Monitoring 250 keywords Competitor Monitoring 25 competitors Basic User Management √ 2 Tier Eligibility | Ridge Custom Lead Scoring √ Unlimited Emails (Mass & One-to-One) √ 1 Find a list of all the features includes in the Pardot Plus Edition at https://www.pardot.com/pricing/ 2 If you already have an active Pardot edition, we will not cancel that contract. Partners can either request another Pardot license or wait until their current active contract renewals to request the benefit

How to use the NEW Pardot Benefit Partner Use Case #1 Partner Use Case #2 Log a case to get ➚ access to your Pardot Plus License Engage visitors TODAY from your listing Additional Resources Leverage the Pardot API Access As part of your marketing plan, build functionality to set up an integration marketing campaigns that keep Pardot Trails on Trailhead with your AppExchange Listing Lead customers and prospects engaged after Collection. With the integration, Consulting Partners they interact with your lead generation automatically contact any user that with Pardot Expertise activities, such as downloading a paper, request more information from your attending a webinar, etc. listing.

The PremierSuccess Plan New Program Benefit

The Premier Success Plan for Partners Unlimited technical & developer support Deliver Innovation with Confidence • Benefit from partner-focused support engineers with deep domain expertise Access Unlimited Developer Support • Tackle any challenge with access to unlimited technical support cases Drive Productivity with Leading Response Times • Fast, 24/7 issue resolution to mitigate disruption no matter where you are in the world 1 Hr Initial response for FY23 Update Tier Eligibility | Base critical issues

When to Use & How to Access 1) Customer Issue Has a customer logged a case with you reporting an issue that originates from a Salesforce product 2) Log A Case Program Case Continue logging support cases via the Partner Community 3) Automatic Access No additional action needed by partners. Technical support cases routed through the Premier Success Entitlement

Salesforce Accelerate New Program Benefit

Salesforce Accelerate Salesforce Accelerate is a virtual program designed to provide the support companies need to strategically align with Salesforce and grow with AppExchange. Our Build program helps companies launch into the ecosystem, while our Grow program helps existing partners refine and scale their business. All partners can apply to join Accelerate, but must meet some additional criteria to confirm the partner is a good fit. When you join Accelerate, you gain access to: ● Tactical insights that can be directly applied to your business ● Dedicated coaching from knowledgeable mentors, advisors, and subject matter experts ● Long-lasting relationships with other thriving SaaS entrepreneurs and key Salesforce stakeholders

What Partners Are Saying About Their Accelerate Experience… Positioning Co-Selling Success Transformation “A year after graduating, we grew by “The structured guidance, curated 130% YOY and reached Summit Tier! curriculum, and level of access built Learn more about After being challenged to revisit our into the Accelerate program was a the application messaging and value proposition, we complete game-changer for our shifted our focus away from features company! We successfully launched and selection and functionality to clearly identifying our AppExchange solution and have process by visiting and communicating the true impact been consistently co-selling with our FAQ. our solution had on resolving Salesforce ever since. customer pain points. This We even helped Salesforce close a monumental success would not have $100K Service Cloud and Einstein been possible without the help of deal by leveraging AI for our Accelerate.” solution.” Participants can expect more hands-on support, strategic guidance Ellie Barrett Jon Jessup, on how to build their app, & coaching Global Alliances Manager at Natterbox Founder at CloudConversion on how to get to market

Platform Expert Consultations & AppExchange Chat Reminder: Key Program Benefits

Two Key Program Benefits Critical benefits that helped drive success for partners last year Platform Expert Consultations AppExchange Chat Get advice directly from our Salesforce Platform Expert Appexchange Chat is a new product that can be added to team on how to use and incorporate specific Salesforce your listing to engage customers or prospects that visit. It Technology into your applications. allows your sales teams to engage directly with visitors through a chat function. Need to engage Not sure how Curious to learn a prospect to move to more about how to Want a way to immediately 2GP? make your better engage instead of application visitors to your routing them to compatible with AppExchange your website? Shield? Listing? Request a consultation today! Request AppExchange Chat today!

How other partners have used the benefit & their feedback Platform Expert Consultations AppExchange Chat Partner opened a case with our 2GP Partner added chat to their listing & Platform Expert to discuss open were able to tailor their interaction questions about 2GP and how it with the customer to create a relates to their app. personalized experience. “Frankly, it was a good experience. The “If you’re an ISV app on the AppExchange, expert is very knowledgeable and was able you’d be foolish not to find funding for this.” to answer anything I threw at him.” - Crest ISV Partner - Crest ISV Partner 10/10 Net Promoters Score

Trailblazer Score Changes to the Score and Tier Thresholds

FY23 AppExchange ISV Trailblazer Score Changes ed t upda ame n Customer Success Innovation Growth Lead Impact 275 Points 275 Points 275 Points 175 Points Program Program Program Program FY23 Change FY23 Change FY23 Change FY23 Change Metric Metric Metric Metric Refresh Salesforce Adjust Renewable Technology ACV Growth Adjust Renewable Attrition Rate Technologies Equality No Change Revenue Bands Adoption Rate Revenue Bands include on Survey upda t ed n ame Number of Trailhead Add two Partner Average App minimum Total Adjust Revenue Sustainable Badges Learning Camp No Change Rating required reviews Revenue Ranges Development Knowledge Courses increased to 10

NEW Knowledge Program Metric Innovation Pillar Changes Trailhead Badges Knowledge (75 points) FY23 FY22 Points awarded by Trailhead Badges Partner Learning Camp number of badges 40 points 50 points Number of Badges Points Partners earn points for Partners earn 1 point for every course they complete in the completing Trails and acquiring 0 - 25 0 Marketing Manager or ISV Ops curriculum and 5 points for every Trailhead Badges employee that completes the entire Curriculum 26 - 100 20 # of Badges Points 101 - 250 40 PLC Curriculum # of Courses Points Awarded 251 - 500 55 0 - 25 0 1 pt/course & Marketing Manager 14 501 - 750 65 26 - 100 15 5pts/curriculum 751 - 1,000 70 101 - 250 30 1 pt/course & ISV Ops 13 1,000+ 75 5pts/curriculum 251 - 500 35 500+ 40 Partners can earn a maximum of 75 total points across both enablement methods

FY23 AppExchange ISV Program Tiers Summit Crest 750 - 1,000 Ridge 500 - 749 Base 700 - 1,000 250 - 499 400 - 699 FY23 Program 0 - 249 250 - 399 FY22 Program 0 - 249

Call to Action: Trailblazer Score 1) Submit a response to the FY23 Tech Adoption Survey 2) Get two more reviews on your listing to meet the new minimum threshold of 10 3) Create a Partner Learning Camp Account in the Partner Community

Top Takeaways for the FY23 Program Refer to the FY23 Program FAQ & Partner Community Page for more information

Top Takeaways Key Actions a Partner needs to take today! Pardot Premier Accelerate Platform Trailblazer Plus Success Program Experts & Score AppExchange Chat Unlimited Ridge & above An application is developer support Utilize these Salesforce tiered partners required to automatically benefits that Technologies request access to potentially join added to your received positive added and internal use Accelerate, but all partner account in feedback from removed to create Pardot Plus partners can the Partner partners a new FY23 survey license. apply Community No Action Submit a survey Open a case Open a case Apply today Required response

FY23 Consulting Partner Program Leading Together

Salesforce and Partners Succeed Together More than $ .19 90% 6 30K for every $1 of customers rely consultants joined Salesforce makes on partners the ecosystem in by 2026 2021 Source: IDC Whitepaper Salesforce Economic Impact 2019

Rachel Today’s Agenda Tiers & Trailblazer Benefits Other webinars Program Fees Score Navigator Managed Services Provider Program Launch

Rachel No More Annual Program Fees Summit 750 - 1000 Crest 500 - 749 FY23 All tiers Ridge 250 - 499 $0 Base 0 - 249

All users with How to Renew “Manage Cases” permissions in Partner Community will be able to see the case March 15: Key contact will receive an email linking to the case available in Partner Community April 20: Respond to the case for renewing and any material changes Check out the FAQ for more detail

Mike Consulting Partner Program Trailblazer Scorecard Core Attributes by Program Pillar Pledge 1%: 25 bonus points Customer Innovation Growth Impact Success Navigator 225 pts Credentials 200 pts Co-Sell ACV 275 pts Equality 125 pts Sustainable CSAT 50 pts Practice Growth 75 pts Development 50 pts

Mike Customer Success Change vs FY22 Small point adjustments since last year Navigator CSAT Customer Success 225 pts 50 pts Points awarded by attainment of Points awarded by number of Navigator 225 pts Navigator levels CSATs YTD with 4.2+ score CSAT 50 pts Count of CSAT Level Points Points over 4.2 Expert 50 1 -5 5 Level II Specialist 8 6 - 10 2 Level I Specialist 2 11 - 25 1

Mike Innovation Change vs FY22 Credentials now global with small adjustments to Practice Growth Credentials Practice Growth InnovationInnovation 200 pts 75 pts Points awarded globally by Points awarded for adding new Credentials 200 pts attainment of credentials credentialed individuals (growth vs. baseline) Level Point (each) MAX New Individuals Points Practice Growth 75 pts 1 1 30 pts 1 - 3 10 2 2 40 pts 4 - 10 5 3 3 80 pts 11 - 20 1 4 10 50 pts Includes Slack & Accredited Professional credentials

Mike Growth Change vs FY22 Moved to global sum of subregion & sourced points, measured YTD Co-Sell ACV Growth 275 pts Points awarded for Co-Sell ACV Co-Sell ACV 275 pts (Sourced + Joint + IUL) by % attainment YTD rolled up into a single, global score Subregion Target US $7.5M UK & Ireland, France, Germany, Austria, $1.5M Switzerland, Japan & Korea Mature (Australia, Brazil, Canada, Benelux, $1M Nordics, Italy, Iberia, Israel) Growth (Mexico, GCR, ASEAN, India, all $750k remaining countries) Sourced ACV Accelerator $2M

Mike Growth - Example Global sum of subregion & sourced points, measured YTD Co-Sell ACV Example Growth Possible Earned Deal 1 Actual Target Points Points Region: US Amount: $500K 275 ($500K / $7.5M) = 18 pts * Co-Sell ACV 275 pts Type: Joint Deal 2 Region: Mature ($60K / $1M ) 275 = 17 pts * Amount: $60K Type: Sourced Sourced ACV ($60K / $2M ) 275 = 8 pts * Accelerator US Mature Sourced Total Total 18 pts + 17 pts + 8 pts = 43 pts

Mike Impact Submit new Impact pillar survey only if responses have changed since FY22 Sustainable Equality Innovation Growth Impact Impact Development 125 pts 50 pts Points awarded for aligning to 1+ Points awarded for incorporating Equality 125 pts of the 17 United Nations diversity and inclusion practices into Sustainable Development Goals their organizations Sustainable Support Method Points Practice Points Development Greater than 25% of executive leadership Volunteer Time 25 50 pts team classified as an underrepresented 75 Monetary Donation 25 group OR your organization diverse owned (51%+ URG) Corporate Policy In good standing with the Talent Alliance (environmental action 25 25 Program commitment, supplier code of conduct, etc.) Are you making a Commitment to Equality? 25 (3+ of 10 actions listed as guidelines)

Mike Trailblazer Score Key Takeaways No more annual program fees One Global Consulting Trailblazer Score Co-Sell ACV is YTD and has Sourced ACV Accelerator Credentials now includes Accredited Professional and Slack Impact survey only needs to be updated if response changes

Rachel Program Benefits

Rachel FY23 Consulting Partner Program Benefits Base Ridge Crest Summit Develop & Design Eligible for partner forums ● ● ● ● Simple and Marketing Cloud demo orgs ● ● ● ● Consulting Partner Insights Newsletter NEW ● ● ● ● Lightning CRM (Sales & Service Cloud) 2 2 2 2 +myTrailhead Enterprise Edition Licenses NEW Pardot+ Edition ● ● ● Sell & Market Referral incentives ● ● ● ● Access to AMP services ● ● ● ● Google Ads ● 1 Notes: Alliances & Channels Point of Contact ● 1 Official title Service & Support may vary by region: PAM, Partner Premier Success ● ● ● ● Partner Advisor, etc. Free Trailhead certification exam vouchers 3 5 10 15 Training & bulk voucher discount +AP 15% 20% 25% 30% Partner Advisory Board eligibility ● ● ● ●

Rachel Pardot Plus Internal 1 Features Quantity Use License Contacts Up to 10,000 contacts Pardot API Access 25,000 calls/day Full production account SSL Vanity Domains per Account 10 Automation Rules 100 File Hosting 500MB SEO Keyword Monitoring 250 keywords Competitor Monitoring 25 competitors Pardot Plus will make it easier for partners to Basic User Management √ execute their lead generation campaigns. Custom Lead Scoring √ Unlimited Emails (Mass & One-to-One) √ Open a case to 2 get access to Tier Eligibility | Ridge your Pardot Plus License TODAY! 1 Find a list of all the features includes in the Pardot Plus Edition at https://www.pardot.com/pricing/ 2 If you already have an active Pardot edition, we will not cancel that contract. Partners can either request another Pardot license or wait until their current active contract renewals to request the benefit

Rachel Referral Incentives: Keep growing your business! Up to 20% for sourced opptys (up to $100k cap per deal) Mature Markets Growth Markets ● Brazil ● Rest of Latin America ● France ● Asia Pacific ● Switzerland, Germany, ● Rest of Middle East Austria ● Africa ● Australia ● Rest of Europe ● Belgium, Denmark, ● The Commonwealth Finland, Netherlands, of Independent Norway, Sweden States ● Italy, Portugal, Spain ● Iceland, Luxembourg Slack ● Israel Referrals 20% global incentive Note: Partners with >75M ACV and all Tableau ACV excluded; see program policy for full details 19

Rachel Final Thoughts for a Strong Q1 Check out the new Claim Your Benefits Make sure you re-enroll Managed Service Provider (MSP) Program Submit a case Check out the case & Navigator webinars for auto-created for you for free certification more info on growing March 15 and exam vouchers and your practices! respond by April 20 Pardot+!

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Differentiating Partner Services Offerings Together, we hold ourselves mutually accountable for customer success Consulting Service Managed Service Time/SOW-bound Ongoing, proactive processes engagements with specific and functions performed by contracted deliverables to partner under recurring, be completed by partner renewable contract

Down 1 level No change Key: Innovation: Credentials by Level Up 1 level Level 1 Level 2 Level 3 Level 4 Category Low Need OR Technicality Moderate Need OR Technicality High Need AND Technicality Architect Max Points 30 40 80 50 Points each 1 2 3 10 Administrator JavaScript Developer I Platform Developer II Technical Advanced Administrator All AP Credentials (exc. Net Zero Cloud Education Cloud Consultant Architect Data Architecture & Mgmt Designer & Process Automation) Marketing Cloud Consultant B2C Commerce Dev Lifecycle & Deployment Designer B2C Commerce Developer Nonprofit Cloud Consultant Architect Identity & Access Mgmt Designer Certified Industries CPQ Developer OmniStudio Consultant Integration Architecture Designer Field Service Consultant Heroku Architecture Designer B2B Solution Sharing & Visibility Designer Tableau CRM & Einstein Discovery Pardot Consultant Architect Platform Developer I Consultant Marketing Cloud Developer B2C Solution Name Platform App Builder CPQ Specialist Mulesoft Integration Architect* Architect Marketing Cloud Email Specialist Datorama Associate Mulesoft Platform Architect* Application Experience Cloud Consultant* Mulesoft Developer (Mule 4) DELTA* Mulesoft Developer (Mule 4)* Architect Sales Cloud Consultant* Pardot Specialist Mulesoft Integration & API Associate (Mule Service Cloud Consultant* Marketing Cloud Administrator 3)* System Architect Certified User Experience Designer* Certified OmniStudio Developer Sustainability Cloud (Net Zero Cloud) AP Process Automation AP Planned AP Industry Credentials *Note: All L2+ certs count toward program requirements; downgraded L1 certs will count for FY23 Slack Certs coming FY23!

Navigator Update FY23 Program Launch Salesforce Navigator Team

Navigator Topics Covered Navigator FY23 Navigator FY23 Navigator Key Resources & Refresher Updates Plans Take-aways Brief program Taxonomy, Top Program Resources for review and Program and Initiatives for this future reference relevant metrics Policy changes coming year and launch summary Additional detail slides are available in the Appendix

Navigator Refresher Brief program review and relevant metrics For those who are new to Navigator, or would prefer a more comprehensive program review we have also made available a more comprehensive FY23 Navigator Overview to provide more foundational content and details on the mechanics of the program.

Expertise Lens for our Consulting Partner Program Navigator is the critical component to connecting customers with best-fit partners Partner Promotion Customer Search & Validation Highlight your Salesforce Expertise!

Navigator Category Summary Expertise levels that align with all of our Go-To-Market offerings and customer needs Product Industry Service T Sales Marketing Service Revenue Consumer Health Care & Financial Retail Media Goods Life Sciences Services Managed Services Integration B2C Commerce C360 Platform Einstein EXPER Manufacturing Energy Automotive Communications Multi-Cloud Commerce Experience Education Integration Product Public Sector Development Education Nonprofit Travel , Transportation & Outsourcing Hospitality Education Nonprofit Slack Industry Products 67 Specializations 48 Specializations 13 Specializations Sales Cloud Consumer Goods Managed Services S 1 & 2 Sales Cloud Fashion & Beauty Administration Services Sales Cloud Einstein Food & Beverage Analytical Services Household Products Salesforce Maps Release & Change Services LEVEL A complete listing of all specializations for each category is available in the appendix

How do we define Expertise? Consistent Definitions across our Product, Industry & Service Categories Partner Navigator Measures global Deployable Expertise via: Cloud, 1. Knowledge = Credentials Industry or 2. Experience = Projects Service Expert 3. Quality = CSAT All Level II Specializations have Level II been achieved Specialist Expertise 5 Credentials Level I 10 Projects > 4.4 CSAT Specialist 1 Credential Expertise increases in depth from Level 3 Projects 1 to Level 2, and in breadth as partners > 4.2 CSAT reach Expert Levels.

Navigator Adoption Customer Engagement Partner Growth 115K AVG users/yr of Consulting 1200 12.3K Homepage Unique Partners Navigator with Navigator Distinctions Distinctions Earned 1.5M AVG views/yr 34% YoY Growth 76% YoY Growth Consultant Listings >300 new adds >5300 new adds

FY23 Updates Step-through of changes to: • Taxonomy • Program • Policy Footnote

FY23 Taxonomy Changes Summary Minimizing changes while maximizing alignment for our GTM strategy New Retire/Consolidate Rename Credential Reqs Expert Level Retire Expert New Cred Reqs Specializations Consolidate Specializations Consolidations A complete listing of all specializations by category is available in the appendix

FY23 - Taxonomy Changes (1 of 3) New Specializations Consolidated Specializations Slack Industry Products Pardot Slack Launch Insurance ABM (retired) Marketing Cloud Slack Migration Loyalty Management Business Units MC Account Slack Maturity Salesforce Scheduler Pardot Engagement Net Zero Cloud Pardot Reporting & Analytics Commerce* Commerce for B2C Service Cloud Order Management Employee Services Service Cloud Sales Cloud Sales Cloud Service Cloud Einstein Service Cloud Field Service SalesSalesffororce Mapce Mapss Workforce Engagement Field Service Advanced Field Service Financial Services Mortgage & Lending *Renamed from B2B Commerce

FY23 - Taxonomy Changes (2 of 3) Renamed Specializations Expert/Cloud Level FY22 FY23 B2C Commerce B2C Commerce Einstein Commerce Cloud Einstein Commerce* B2B on Lightning Commerce for B2B Industry Products Public Sector Cloud Public Sector Solutions Revenue Cloud QTC Consultant Advanced Revenue Cloud Digital Service Digital Engagement Service Cloud Salesforce Voice Service Cloud Voice *Renamed from B2B Commerce

FY23 - Taxonomy Changes (3 of 3) Renamed Specializations Expert/Cloud Level FY22 FY23 Advanced Cross Channel MC Advanced Cross Channel C360 Audiences MC Customer Data Platform Core Messaging/Journeys MC Engagement Datorama MC Intelligence Marketing Cloud Interaction Studio MC Personalization NEW Pardot (incl. 3 specializations) MC Account Engagement the Navigator Specializations Definitions document provides description and context for Specializations

NEW requirements in FY23 FY23 Credential Requirement Changes Ensuring product and role-specific knowledge for project success Expert FY23 Specialization Credential 1 Credential 2 Level Security & Privacy Security & Privacy AP Exam Admin SuperSet Sales Cloud Consultant AND Consumer Goods Cloud Consumer Goods AP Exam Service Cloud Consultant Admin Certification AND Omnistudio Developer AND Public Sector Solutions Omnistudio Consultant Public Sector AP Exam Field Service Field Service Cloud Consultant Advanced Field Service AP Exam Business Units AP AND MC Account Engagement Pardot Consultant Certification Reporting & Analytics AP Link to complete listing of FY23 required credentials

PLC Catalog Aligns to Navigator Accredited Professional (AP) Program Integration Search for AP Exams and Provides additional curriculum and knowledge Register check coverage for Navigator Product areas OR ■ AP curriculum and courses complement Search for AP Curriculum Trailhead by filling gaps or providing deeper dive content ■ 30 Exams launched last year are now the required credentials to earn a majority of Product Specializations ■ New FY23 exams will be incorporated into the Navigator when they are available ■ Visit the Partner Community AP Pages for more information on the program and roll out schedule

FY23 Policy Changes Changes to support our long term vision for Navigator 225 pts Navigator Trailblazer Points: Level II Specializations Points awarded by attainment of Navigator levels are decreasing from 10 points down to 8. Level Points Expert 50 NEW Level II Specialist 8 Expert Attainment: Changing requirements to be 100% of all Specializations at Level II Level I Specialist 2 Expiration Dates: Extending the expiration of ALL Navigator distinctions to 01/31/23.

FY23 Navigator Rollout Topics Ensuring a smooth transition and minimizing partner impact ■ PC Project Submission forms updated for new and changed specializations ■ You can add new specializations to previously submitted projects ■ Navigator Trackers have been updated to accommodate changes ■ Your Navigator components will be automatically mapped to FY23 Specializations ■ Updated Badges are available in the branding section Partner Community We will post FY23 Navigator program status updates to the Navigator Chatter Group - join and follow so you can be proactively notified

FY23 Plans Top Program Initiatives for this coming year • Enhanced PC Tracker • New Partner Finder Tool • Updated AppExchange Listings Footnote

Enhanced Partner Community Tracker Increasing visibility, self-service & insights ■ Conducted Partner Interviews to gain critical partner feedback Account Engagement ■ Provide full line of sight & details to support sunsetting of the excel tracker ■ Future Enhancements: ○ Champion partner & customer success ○ Provide prescriptive recommendations ■ Re-architect the database and schema to support this and future enhancements ■ Here is a brief video for a quick refresher on how the Navigator PC Tracker works today Partner access averaging 5.5K unique views a month since launch

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Partner Finder Tool Ensuring expertise is front and center in Partner Finder matching partners with projects ■ Deliver new Partner Finder tool for customers and Salesforce AEs ■ Enhance filters to enable category and specialization Searching Enhanced ■ Improve the location filter to be more Filtering intuitive and relevant - leverage projects MK and people ■ Enable easy text search for partner lookup and validation Search results ■ Results link back to AppExchange listing connects to AppExchange listings

Updated Consulting Partner Listings ACME CONSULTING, INC. Multi-phase approach to improving AppExchange Experience ■ Ensure that expertise is front & center ■ Provide more detailed Navigator distinction information ■ Expand listings to include all Credentials (AP, Mulesoft, Slack, etc.) ■ Enable and encourage connections with our partner to create more leads ■ Support more intuitive and trackable CTAs Example rendition for styling versus actual mockup

Resources & Key Takeaways Resources for future reference and launch summary • Additional Resources • FY23 Summary Footnote

CC Navigator Resources to Leverage Navigator Chatter Explore all Navigator Navigator Support Group Team Content For firm-specific questions about Receive timely program Find all the key Navigator content in your Navigator-related metrics, you updates, see what other one place, including the latest can reach out to the support team. partners are asking and have presentations and recordings quick links to all key program documents readily available Visit [email protected] Join Here p.force.com/navigator

Summary & Key Take-Aways Navigator fully Leveraging your feedback Investing in End aligned with FY23 to enhance & improve User Adoption for Salesforce GTM Partner Experience Customers & AEs Invest early and earn expertise Leverage new tools to track Ensure Navigator & AppEx in new areas to differentiate progress and maintain expertise Listings reflect your strengths

Appendix FY23 Navigator Specializations

FY23 Product Specializations B2C Commerce Expert Einstein Expert Service Expert Non-SFDC Specializations B2C Commerce Einstein Discovery Digital Engagement Commerce Cloud Einstein Einstein Next Best Action Employee Services Headless/API First Einstein Prediction Builder Field Service Education Expert (.org) Order Management Tableau CRM Advancement Service Cloud Service Cloud Einstein Engagement Service Cloud Voice K-12 Marketing Expert Commerce Expert Workforce Engagement Recruiting MC Account Engagement Commerce for B2B Student Success Commerce for B2C MC Advanced Cross Channel Slack Expert Order Management MC Customer Data Platform Slack Launch Nonprofit Expert (.org) MC Engagement Slack Maturity Engagement C360 Platform Expert MC Intelligence Slack Migration Fundraising AppBuilder MC Personalization Grantmaking Heroku Industry Products (Specialization only) Program Management Integration Services Multi-Cloud Integration Communications Cloud JavaScript Designer B2B Integration Consumer Goods Cloud Mobile B2C Integration Energy & Utilities Cloud Platform Integration Expert Financial Services Cloud Revenue Expert Process Automation Mulesoft Anypoint Platform Health Cloud Advanced Revenue Cloud Security & Privacy Insurance Billing Loyalty Management Experience Expert CPQ Manufacturing Cloud CMS Sales Expert Media Cloud Experience Cloud Sales Cloud LEGEND Net Zero Cloud Sales Cloud Einstein Public Sector Solutions Expert Level Salesforce Maps Specializations Only Salesforce Scheduler Specializations Note: New Specializations in bright blue and Name Changes in bold italics

No Credentials Required FY23 Industry Specializations Automotive Expert Financial Services Media & Agriculture & Mining High Tech (Specialization Only) Dealers Expert Entertainment Expert (Specialization Only) Hardware Manufacturing OEMs Banking Agency / Advertising Agriculture SemiConductor & Capital Markets Broadcasting Mining Components Communications Insurance Entertainment Software & Services Expert Mortgage & Lending Publishing Education for Profit Communications Wealth & Asset Management (Specialization Only) Communications Equipment Public Sector Expert Professional Services Education Institutes Government (Specialization Only) Educational Services Healthcare & Life Consumer Goods Political Organizations Business Services Sciences Expert Engineering, Accounting, Expert Health Plans Retail Expert Research, Mgmt Services Fashion & Beauty Engineering Medical Devices & Diagnostics Food, Drug, Convenience, Other Services Food & Beverage Construction & Real Pharma Grocery, & Restaurants Household Products Estate (Specialization Only) Providers Other Consumer Goods Mass Merchants, Dept Construction Salesforce.org Sectors Stores, & e-Retail (Specialization Only) Engineering Energy Expert Manufacturing Expert Specialty & Luxury Education Real Estate Oil & Gas Discrete Manufacturing Nonprofit Utilities Process Manufacturing Travel, Transportation & Hospitality Expert LEGEND Hospitality Expert Level Transportation Specializations Only Travel Specializations Note: New Specializations in bright purple

FY23 Service Specializations (no changes) PDO/AppExchange Managed Services AppExchange Listing, Trials and Demo Administration Services Architecture & UX Design Analytical Services Development, QA, Release Management, and Security Review AppExchange App Management Ideation/Business Model/Value Prop Marketing Support Developer & Integration Services Package Review & Optimization Release & Change Services Product Support Support Services ● Partners must undergo a review with the Salesforce ● Any current Consulting Partner can submit PDO team to validate experience in addition to projects to earn Managed Services Distinctions view e project, CSAT, and credentials. ● Project Submissions forms have a specific ● PDO engagements are with Customers who have “Managed Services” engagement type ed R an official Salesforce ISV contract, implementing an ● Ongoing engagements can be submitted once AppExchange package at a customer is not valid. per year and may contain multiple specializations equir R ● To learn more about PDO approvals, please refer to the PDO page or reach out to [email protected]

Rachel FY23 New Program MVP Launch Managed Services Provider (MSP) Program

Rachel Managed Services Adding Value to Customers Worldwide Customers Value MSPs Increase in # of companies expecting to outsource 2X in next 18 month Specialized Knowledge Of MSPs added advisor 75% services in 2020 Source: IDC White Paper, sponsored by Salesforce, “The Salesforce Economic Impact,” doc #US48214821, September 20, 2021.

Rachel Differentiating Partner Programs Consulting Service Managed Service Time/SOW-bound Ongoing, proactive processes engagements with specific and functions performed by contracted deliverables to partner under recurring, be completed by partner renewable contract

Rachel Enrollment Qualification and Program Fees FY23 MVP No program fees Open to Consulting Partners

Rachel Your Benefits From Managed Service Program MSP Partner Insights Newsletter Visit the benefit detail page at sfdc.co/mspbenefits Free Certification Exam Vouchers MSP-specific Partner Advisory Board

Rachel How to Join Renew Consulting Partner Membership 1 Submit a case to request enrollment 2 Submit the case at: help.salesforce.com/s/case-selection Respond to follow up questions 3

Rachel FY23 Managed Service Program has two tiers Base Upcoming FY24 0 - 249 Points Ridge Points 250 + Ridge Base

Managed Service Trailblazer Scorecard Pledge 1% 25 bonus points Core Attributes by Program Pillar Customer Innovation Growth Impact Success Navigator 225 pts Credentials 200 pts Equality 125 pts Managed Customers 275 pts Sustainable CSAT 50 pts Practice Growth 75 pts Development 50 pts

Customer Success Navigator matches Consulting; CSAT metric is MSP engagements only Navigator CSAT Customer Success 225 pts 50 pts Points awarded by attainment Points awarded by number of Navigator 225 pts of Navigator levels MSP project CSATs YTD with 4.2+ score CSAT 50 pts Count of CSAT Level Points Points over 4.2 Expert 50 1 -5 5 Level II Specialist 8 6 - 10 2 Level I Specialist 2 11 - 25 1

Innovation Simplest credential count; practice growth matches Consulting Credentials Practice Growth InnovationInnovation 200 pts 75 pts Credentials 200 pts Points awarded by attainment Points awarded for adding new of credentials credentialed individuals (growth vs. baseline) Practice Growth 75 pts Any Credential Point (each) New Individuals Points 1 1 1 - 3 10 4 - 10 5 11 - 20 1

Growth Points awarded for number of customers with multiple CSAT responses Managed Customers Growth 275 pts Points awarded for number of customers with second CSAT response (FYTD, CSAT must be 6 months apart for the same customer to be counted) Managed Customers 275 pts Points per Total Points Running Point Customers 2nd CSAT Possible Total 1 - 10 10 10 * 10 = 100 100 11 - 25 5 5 * 15 = 75 175 26 - 50 2 2 * 25= 50 225 51 - 100 1 1 * 50 = 50 275

Impact Impact survey submitted for Consulting Program counts in MSP Program Sustainable Equality Innovation Growth Impact Impact Development 125 pts 50 pts Points awarded for aligning to Points awarded for incorporating Equality 125 pts 1+ of the 17 United Nations diversity and inclusion practices into Sustainable Development Goals their organizations Sustainable Support Method Points Practice Points Development Greater than 25% of executive leadership Volunteer Time 25 50 pts team classified as an underrepresented 75 Monetary Donation 25 group OR your organization diverse owned (51%+ URG) Corporate Policy In good standing with the Talent Alliance (environmental action 25 25 Program commitment, supplier code of conduct, etc.) Are you making a Commitment to Equality? 25 (3+ of 10 actions listed as guidelines)

Key Differences vs. Consulting Partner Program Early access to MSP news in the Salesforce ecosystem Managed Service Program specific benefits Managed Customers is used for Growth pillar All credentials count 1 pts each in Innovation pillar Only Base and Ridge tiers available for FY23 MVP launch

Alice Final Thoughts for a Strong Q1 Enroll in the Claim Your Benefits Submit Your Projects Program Submit case to enroll at: Visit benefit detail page at Submit MSP projects at help.salesforce.com/s/ca sfdc.co/mspbenefits partners.salesforce.com/ se-selection partnerProjectDetails

Engagements recognized as Managed Services Engagement Definition Also Known As ■ User setup, management, and security Virtual/Remote Admin Administration ■ Configuration of standard/custom objects Org/User Management ■ Creation and management of workflows, validation rules, Process Builder System Admin Services ■ Data quality management and data loading Object Maintenance ■ First response to user questions and tickets Tier 1 Support Support Services ■ Issue resolution, including management of support requests to Salesforce First Line Support ■ Triage of client issues to determine applicability for Premier Support Helpdesk / Break-fix ■ Manage customer org updates aligned around Salesforce release cycles Change Management Release & Change ■ Feature prioritization and request management Feature Activation ■ Adoption and change management around new releases (including Services Continuous Improvement training) Developer & ■ Build, deploy and maintain code for any custom development needs Custom Development ■ Design, build and maintain system integrations Integration Monitoring Integration Services ■ Creation and management of business reports & dashboards / Analytics Reports & Dashboards Analytical Services ■ Data Science application and analysis Data Analytics AppExchange App ■ Recommendations on AppExchange apps App Installations ■ Management of ISV user licenses & apps App Maintenance Management

Cloud Reseller New FY23 Salesforce Partner Program March 2022 Please note our Reseller Program is focused on the following regions; EMEA, LATAM, and APAC.

Agenda ● Pardot Plus Internal Licenses ● Incumbent Pricing ● Trailblazer Score & Tiers ● Program Enrollment for Existing Cloud Resellers ● Top Takeaways

Pardot Plus

Pardot Plus Internal Use License Full production account 1 Features Quantity Contacts Up to 10,000 contacts Pardot API Access 25,000 calls/day SSL Vanity Domains per Account 10 Pardot Plus will make it easier for partners to Automation Rules 100 execute their lead generation campaigns. File Hosting 500MB SEO Keyword Monitoring 250 keywords Competitor Monitoring 25 competitors Basic User Management √ Tier Eligibility | Base & Ridge Custom Lead Scoring √ Unlimited Emails (Mass & One-to-One) √ 1 Find a list of all the features includes in the Pardot Plus Edition at https://www.pardot.com/pricing/

How to use the NEW Pardot Benefit Partner Use Case #1 Partner Use Case #2 ➚ Open a case to get Engage visitors access to your from your listing Pardot Plus License TODAY Leverage the Pardot API Access As part of your marketing plan, build functionality to set up an integration marketing campaigns that keep with your AppExchange Listing Lead customers and prospects engaged after Collection. With the integration, they interact with your lead generation automatically contact any user that activities, such as downloading a paper, request more information from your attending a webinar, etc. listing.

Incumbent Pricing

Incumbent Pricing New Program Benefit Incumbent Pricing is designed to try to protect the incumbent reseller on a renewal opportunity. The non-incumbent reseller on a customer renewal will receive a smaller discount for the initial term of the contract. Goal of the new benefit is to discourage Resellers from targeting existing customers and focus on net new customers

How incumbent pricing Non-incumbent will be implemented Price Changes to your price list New column added to your Cloud Reseller Price List called “non-incumbent price” e List ric Leads a reseller submits for an existing customer for another resellers will be flagged EXAMPLE P & reseller notified they are the non-incumbent reseller Reseller will receive “non-incumbent price” for price list for that deal

Trailblazer Score

FY23 Reseller Trailblazer Score Customer Success Innovation Growth Resell ACV Renewals Sales Accreditation Regional Resell ACV Target Renewal rate target & Total number of New Logos renewal dollar amount Accreditations earned Total number of new 400 300 300 logos acquired 2 Tiered Impact | 50 points Bonus Program Points Equality & Sustainable Development 1 Ridge 700 - 1000 pts 1 Resellers required to earn 8 Sales Accreditation in addition to above 700 points for Ridge tier Base 0 - 699 pts

Call to Action: Trailblazer Score 1. Complete the Sales Accreditation Curriculum in the Partner Learning Camp 2. Submit a response to the Impact Survey 3. Watch the Cloud Reseller Program Webinar

Program Enrollment

Program Enrollment Steps an existing Reseller needs to complete to enroll in the New Program: Work with your CAM to sign the new ● Sign new Addendum that updates your Addendum & get existing Commercial Terms Addendum access to ● Agree to the FY23 Program Policies REBATES ● Unlock access to Rebate Incentive

Takeaways

Top Takeaways Key Actions a Partner needs to take today! Rebate Pardot Incumbent Trailblazer Change Incentives Plus Pricing Score Management Build process to Request access to Focus on net new Source new resell Join the new review rebate the Pardot Plus leads instead of business & take the Program by notification and Internal License existing indirect Sales Accreditation executing the new submit invoices to Benefit customers Curriculum Addendum Salesforce Take the Sale Review key Explore the Sign the Open a case Accreditation contact new price list Addendum

Partner Support Enhancements Partner Cases in Help & Training

A more streamlined experience for Partner Support Partner and Customer-based cases in one place One login for both experiences No more separate tabs View Help content along with Cases

Request Support in Help & Training ➔ Click on the new “?” icon in the upper right to reach the Help site. Select “Log a Case for Help.” ➔ If you haven’t already, sign up and connect your Trailblazer.me ID. ➔ With Trailblazer.me, you will have one place to manage your settings and can access multiple Salesforce-related sites with one login.

Find the Partner Case Types ➔ Once in Help & Training, you should see two options: Technical Support and Partner Program Support ➔ If not, make sure you’re logged in under your Partner identity.

Find Your Partner Identity - Click on the dropdown menu in the upper right corner - Go to “Manage All Orgs” - Find an identity marked as “Partner” or with “PRT” Support Level - If one is not visible, try refreshing the list view or try to “Get Support” with an option with an identical username to your Partner Community login

Dynamic Case Creation You can now select topics from a dynamic menu that will populate based on term searches. We have reduced the topic list from ~100 topics to ~30. How are Partner Program Cases categorized? View our Help article. Highlights: ISV Billing and Order Support - Channel Order App, Billing Disputes, License Swaps Partner Community & AppExchange - Login Issues, Listing Issues, Security Reviews Partner Programs & Benefits - Trial Org Extensions, License & Benefit Requests, Partner Program Questions

Partner Case Tips Trouble with Case submission? Visit our monthly office hours. • Every third Thursday at 8 AM Pacific Time Read our FAQ for info on: • How to merge Trailblazer accounts • Adding case collaborators • Finding old cases • Troubleshooting access to Help & Training View the Trailblazer.me Guide