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& Lead Management
in Partner Community
Let’s review how to submit a lead and check on the status
Partner Lead Status
Partner Community Home Page
Click on the business tab
Submit your ﬁrst lead
Click on the New Lead tab
In the Partner Lead Form,
partners are required to ﬁll
out the following information.
Partner Lead Requirements
Partner Lead Form
Primary Product of
Total Potential Users
Number of Employees
Potential Sales Value
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
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
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.
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.
Partner Lead Status
As your lead goes through the review process, you will see the lead status change in your
Your lead has been received and will be automatically assigned for review.
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
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
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
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.
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.
Once your lead is
converted, you will be able
to see the associated
opportunity in your Partner
view. This view provides a
rich wealth of information
including stage, partner
role, close date, and ACV of
Opportunity Status – Reviewing your Opportunities
If you do not ﬁnd an
from a converted lead,
please log a case.
Identify Role in Opportunity
Identify your inﬂuence on the opportunity. If you feel your role is incorrect, please be sure to log
Partner identiﬁes a new opportunity and brought the deal to Salesforce
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
Identiﬁed as the system integrator for the opportunity. This may change during the lifecycle
of the sale
Make sure to join our chatter groups
Still have questions about the Partner Lead process?
(ISV and SI)
EMEA Partners (SI)
(SI & Consulting)