This document provides information about the partner lead submission and opportunity management process. It discusses how partners can submit new leads through the partner community, the lead qualification and review process, lead and opportunity statuses, and how partners receive credit for sourced, joint sales, and implementation roles. Key aspects include lead submission best practices, a 2 day initial review window, opportunities to track leads and receive notifications, and categories for scoring partner performance including sourced and joint sales ACV totals.

1. Consulting Partner Lead Submission Process

2. In This Video We’ll Review
Lead Submission
Best Practices
Partner Lead
Status
What Partner
Sourced ACV is?
Partner Lead
Process
Opportunity
Status

3. 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.

4. 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)

5. 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.

6. 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.

7. 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.

8. 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.

9. 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

10. 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.

11. 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.

12. 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.

13. Partner Value Score | Co-Sell ACV Total (Scoring Category)
Sourced Role Credit Joint Sales Role Credit
Sourced ACV Total (Additional Scoring Category)

14. Aloha & Mahalo!
“Thank You”