Consulting Partner Lead Submission Process

In This Video We’ll Review

Lead Submission Best Practices

Partner Lead Status

What Partner Sourced ACV is?

Partner Lead Process

Opportunity Status

Definition of Partner-Sourced Opportunity Any previously unknown opportunity referred by partner as a lead submitted through the Partner Community and

accepted by the SFDC sales team, resulting in new end user purchase of original services, purchase of additional

services, or upgrade to existing services.

New Business Any opportunity sourced by a partner resulting in the purchase of new online, Web-based applications and

platform provided by SFDC. *

Add-On Business Any opportunity sourced by a partner resulting in the purchase of additional online, Web-based applications and platforms provided by SFDC. *

Upgrade Any opportunity sourced by a partner resulting in the upgrade of original online, Web-based applications and platforms provided by SFDC. *

ACV credit is calculated according to our partner program policies and does not include support, implementation, customization, training, consulting or other professional services, or fees for third-party products or services.

Lead Information Submission Best Practices Lead Company

These fields must include information about the prospect company.

Number of Employees

Total number of employees within the prospect company is vital for knowing which market segment applies.

Decision Maker

These fields must include accurate decision maker’s contact information. Leads with contact information for your own company will be rejected.

Purchasing Timeframe

Partner-sourced opportunity must be closed within 6 months. Leads projected to close after 6 months or with no close-date projected will be rejected.

Total Potential Users

Potential users for the opportunity in question. (not the same as the Number of Employees count)

Lead Information Submission Best Practices Additional Information

Give insight into the sale, relationships within the account, whether you need assistance with a demo. If the lead is for

Add-On, Upgrade or New Business.

Details

You are acting as our sales representative. All discovery questions must be completed prior to lead submission.

Leads with incomplete qualification information will be rejected.

Lead Submission Best Practices Manage Your Leads It’s your responsibility to monitor the progress of your leads. Being proactive is in your best interest! If you feel a lead has not been processed correctly, please submit a support case for review.

Lead Detail Click on the Partner Lead Number to view original lead information or to make changes to active lead. Leads that have been converted may not be edited.

Partner Lead Processing Lead Review Once your lead is submitted, it is placed in the Partner-Sourced Lead Queue. If the lead provides qualified information and valid prospect contact information, we will begin the acceptance. First touch is within 2- business days. 1. Qualification

We check to ensure lead is properly qualified and has valid prospect contact information.

2. Existing Opportunities

If a lead is qualified, we check our system for active opportunities and leads related to the account. If there are

existing opportunities, the Account Exec will confirm which partner is working with the client and if their role was

‘sourcing partner’ or ‘joint sales’ partner.

3. Conversion If there is no active opportunity, or if this is a net new account, we convert the lead to an Opportunity and assign to

the appropriate AE. We request that the AE contact the partner prior to calling the prospect. You will now be able

to track the status of this opportunity through the Partner Community.

Partner Lead Status Current Status of Lead As your lead goes through the review process, you will see the lead status change in your leads view.

SUBMITTED (editable) Your lead has been received and will be automatically assigned for review. WORKING The review process is underway. SFDC rules of engagement may require the lead to be re-assigned from one sales

team member to another adding additional time to lead processing.

INCOMPLETE (editable) Update with corrected information and resubmit.

WAITING FOR APPROVAL Partner Ops is waiting for internal approval of your lead from the internal sales team.

REQUIRES OPS REVIEW When the SR/BDR team has comments on a lead and is passing to Partner Programs Support for further action.

CONVERTED Your lead has been converted and is under final review by the account executive. Please ensure that a related opportunity is visible in your opportunities view. If none is visible, please log a case.

REJECTED (editable) Your lead has been rejected by our sales team. You will be notified by email with the details for this

rejection. Please make sure to make necessary edits and resubmit, if applicable.

Partner Lead Status

Opportunity Status

Reviewing Your Opportunities Once your lead is converted, you will be able to see the associated opportunity in your Partner Communities opportunities view. This view provides a rich wealth of information including stage, partner role, close date, and ACV of closed opportunity.

If you do not find an opportunity created from a converted lead, please log a case.

Opportunity Status Partner Role Identify your influence on the opportunity. If you feel your role is incorrect, please log a case through Partner Communities.

Sourced Partner identifies a new opportunity previously unknown to SFDC.

Joint Sales

Partner brings previously unknown intelligence to an existing SFDC opportunity to support close or is brought in by the AE to support

close of an existing SFDC opportunity.

Internal User License

Partner is credited for supporting the sale for licenses used by self or subsidiary.

Implementation Partner

Identified as the system integrator for the opportunity. This may change during the lifecycle of the sale.

Opportunity Status

Stage 01 through Stage 07

Opportunity is being worked by our AE.

Stage 08 – Closed

The opportunity has closed/won. Congratulations!

Stage 08 -- Dead – Duplicate

AE has deaded out the opportunity because there is another opportunity in play.

Please ensure an duplicate opportunity is visible in your opportunities view. If not, please submit a case.

Stage 08 – Dead – No Opportunity

AE has deaded out the opportunity for any of these reasons:

Prospect is non-responsive, no budget, no solution fit, or lead was prematurely qualified.

Stage 08 – Dead – No Decision

AE has deaded out the opportunity for any of these reasons:

No budget, lost funding, project postponed / cancelled, existing SFDC licenses re-deployed, prospect is non-responsive.

Partner Value Score | Co-Sell ACV Total (Scoring Category)

Sourced Role Credit Joint Sales Role Credit

Sourced ACV Total (Additional Scoring Category)

Aloha & Mahalo!

“Thank You”