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Lead Submission & Lead Management Process

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Lead Submission & Lead Management Process

  1. 1.     Lead Submission & Lead Management in Partner Community ​ Antonio Arevalo ​ 
  2. 2. Let’s review how to submit a lead and check on the status Partner Lead Status Lead Submission Opportunity Status
  3. 3. Partner Community Home Page Click on the business tab Business Tab Partner Community
  4. 4. Submit your first lead Click on the New Lead tab New Lead
  5. 5. In the Partner Lead Form, partners are required to fill out the following information. Purchasing Timeframe Number of Employees Partner Lead Requirements ​ Partner Lead Form Company Name Country City Company Type Email Phone Primary Product of Interest First Name Last Name Title Total Potential Users Goals Pains Next Steps Purchasing Timeframe Zip Code Number of Employees Potential Sales Value
  6. 6. ​ It is your responsibility to monitor 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 Submission, Best Practices & Managing Your Leads 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.
  7. 7. Partner Lead Processing – Lead Review ​ 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 Executive 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 Once your lead is submitted, it is routed to our pre-sales team for review. If the lead provides qualified information and valid prospect contact information, The lead will be converted.
  8. 8. Partner Lead Status 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. Salesforce rules of engagement may require the lead to be re-assigned from one sales team member to another adding additional time to lead processing. Sent back to Partner (editable) Update with corrected information and resubmit. Waiting for Approval The Salesforce Pre-Sales team is waiting for internal approval of your lead from the sales team.
  9. 9. Partner Lead Status (cont.) ​ Requires Ops Review When the SDR/BDR team has comments on the 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 be sure that a related opportunity is visible in your opportunities view. If none are 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 the necessary edits and resubmit, if available.
  10. 10. ​ Once your lead is converted, you will be able to see the associated opportunity in your Partner Community opportunities view. This view provides a rich wealth of information including stage, partner role, close date, and ACV of closed opportunity. Opportunity Status – Reviewing your Opportunities If you do not find an opportunity created from a converted lead, please log a case.
  11. 11. Identify Role in Opportunity Identify your influence on the opportunity. If you feel your role is incorrect, please be sure to log a case. Sourced Partner identifies a new opportunity and brought the deal to Salesforce Joint Sales Partner brings new information needed to help an existing opportunity close, or an Account Executive brings in the partner to help an existing opportunity close. 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
  12. 12. ​ Make sure to join our chatter groups Still have questions about the Partner Lead process? APAC Partners (ISV and SI) *Official Salesforce Partner Leads EMEA Partners (SI) ​ LACA Partners (SI & Consulting)
  13. 13. Thank You Aloha & Mahalo

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