Presentation given to the Ottawa User Group in May 2008 on Salesforce.com Partner Connect, and implementing this application.

1. DEEP DIVE – PARTNER RELATIONSHIP MANAGEMENT
Nik Panter, xLerate

2. PARTNER RELATIONSHIP – WHAT IS IT ALL ABOUT?
What is Partner Relationship all about?
Partner Relationship is one of those terms that seems to have a different definition to each and every person. A partner is
someone you work with , but what about the management aspect? Do you or your company….
• Recruit and train outside corporations or individuals to assist in the achievement of your company’s goals?
• Use agents, distributors or sales partners, and have no true view of their work efforts?
• Run training programs to increase channel performance (while also needing to track certification).
• Have a collaborative channel strategy, including planning, object and fulfilment monitoring?
• Utilize joint marketing initiatives?
• Want to share a document library, giving your partners access to internal documentation to help them
succeed?
Salesforce PRM
Award winning application from Salesforce
Late 07 – moved from AppExchange to Native app
Available in 3 licenses, dependant on your
partner’s needs.
Available for Enterprise and Unlimited Edition.
PE – Salesforce to Salesforce
Key Partner Clients
F5 Networks
Dell Computers
Seqway
WebTrends
Siemens

3. SALESFORCE PARTNERS – WHAT IS INCLUDED?
Salesforce Partner Overview
With Salesforce Partner Portal, you can…
Create a customized partner portal to collaborate.
Allow your partners to keep you up to date with data.
Share documents, such as collateral or sales documents.
Allow partners to track activities on leads, opportunities, etc.
Salesforce Partner License Edition Comparison Share leads, and complete deal registrations.
Allow access to Accounts, Contacts and Opportunities.
Publish custom objects to clients!
Salesforce Partner Portal is….
Secure – using the same architecture as with Salesforce.
Customizable – make the changes you want using the same tool.
Controlled – Salesforce profiles, field level security and page
layouts.
Accelerated – implement in days, not weeks or months!
What Do I Do To Get Salesforce PRM?
Contact your CSM, AE or Salesforce Partner.
Purchase your licenses
Plan, implement and succeed!

4. SALESFORCE PARTNERS – A DAY IN THE LIFE
Demonstration – Salesforce Partner Portal

5. SALESFORCE PARTNERS – STEPS TO IMPLEMENTATION
Ten Steps to Salesforce Partners Success!
Purchase Your Licenses
Plan Your Channel!
Enable Partners
Set your Controls
Set Your Record Types and Layouts
Create Your Partner Accounts and Contacts
Brand Your Portal
Activate your Partner Accounts
Pilot Test
Roll out to all your Partners

6. SALESFORCE PARTNERS – THE FIRST THREE STEPS
1. Purchase Your Licenses
This can be done by contacting your:
Account Executive
Customer Success Manager
Salesforce Partner
2. Plan your channel!
This point cannot be stressed enough!
Without a plan, and knowing what you want to accomplish with SF
Partners is as useful as implementing any application
and not knowing exactly what you wish to do!
“Plan thrice, Test Twice, Do Once!”
3. Enable Partners
Once you have purchased you licenses, and planned your channel
strategy, enabling Partners is simple…
Setup, Customize, Partners, Settings…

7. SALESFORCE PARTNERS – SET YOUR CONTROLS
Profile Settings
Steps in Setting your Profiles
Profiles are used to enforce partner program entitlements via the partner portal. If you want to give different partner types (e.g.
Resellers, Technology, or Consulting) or different partner tiers (e.g. platinum, gold, bronze) varying entitlements then you will need to
create multiple Profiles for your partners.
Use the default profiles created via your purchase and clone the profile, to create custom profiles (allowing you to return to the default
profile, and to expand later on in the lifecycle of your partner management.
A change with the native app – ensure the API User only is unchecked!
Make a profile for your channel manager.
Don’t forget to use field level security for further controls.

8. SALESFORCE PARTNERS – CONTINUING THE IMPLEMENTATION
Set Your Record Types and Layouts
Utilize Record Types and Page Layouts to dissect partner accounts, leads, opportunities.
Page Layouts are an excellent way to stop partners from seeing fields that they should not (if it is not on the layout, it can’t be seen).
Create Your Partner Accounts and Contacts
All Partner accounts and contacts go into Salesforce.
Use the record type of Partner so that you have different layouts for partner‐centric information.
Use the Enable as Partner button on the Account login to make the account a partner. Use the Enable login button on the
contact record to give the partner user login access.

9. SALESFORCE PARTNERS – BRANDING YOUR PORTAL
Portal Portal Branding Examples
K
Branding Considerations
Most branding initiatives simply require access to the css and html files from your corporate website – much of which you don’t need to
ask for (the source is on the web!)
Utilize the home page custom components to create a customized welcome page with information and sidebars exclusively for your
partners!
Remember to keep files available for future use, for corporate rebranding initiatives
Firefox has great add‐on resources for branding help (Colourzilla, Firebug and Web Developer are three I highly recommend).
Don’t forget to customize the login and logout page!

10. SALESFORCE PARTNERS – TESTING AND ROLLING OUT
User Acceptance Testing and Rolling out to your Partners
Ensuring what you have will meet (if not exceed) your and your partner’s clients is imperative to rolling out a successful partner portal.
Some Ideas on Acceptance Testing:
Have a clear goal on objectives and areas to watch for during testing.
Don’t just use internal resources – look at asking a handful of your most trusted partners.
START SIMPLE – if the plan is to roll out deal registration, joint funding, strategic planning, certification and ideas…don’t!
Choose the most required area or two, test, rollout and gain adoption. Then add when the time is right.
Possibly look at a giveaway promotion (top partner for sales wins an iPod, etc.) to begin with.
Make sure you have let your partners know what you hope to do, what you have built, and how to use it!
One idea…use Ideas!

11. SALESFORCE PARTNER – AREAS OF IMPORTANCE
Lists – Controlling what all users see Record Types – Dissecting your information
Now that you have partners, you and your users need to remember Record types are an excellent way to dissect your information.
to set the security for all lists created! Keep personal lists to “viewed Even without partners, you likely have clients, prospects,
only by me”, and for those which are only for internal users, choose competitors, non‐portal partners (media, HR, IT) which all have
the “All Internal Users” group. Any lists set to viewable by All Users different defining values. By using record types and
is available to … ALL users! corresponding page layouts, you are able to change the view
dependant on each type of account/contact/lead/opportunity.
Although it is never fun to throw a curveball at users who have been
on the system, it is an easy lesson to throw together in an email, or Don’t forget, you are able to define which profiles have access to
quick meeting, and using reminder emails (and checking the portal
record types. If you create a “Marketing Partner” record type,
for errand views) usually increases the adoption.
only to be used by your marketing team, remove the access to this
record type, and they will not see it!
Adoption – To carrot or to stick? Branding – The hidden art of making it your own.
Questions will always arise on how best to gain adoption – is it Salesforce admins are excellent jacks of all trades! But there are
better to use a carrot to entice the partners, or is it more of a many short cuts for grabbing the very essence of the branding
stick‐driven approach. The honest answer through experience is which makes your Internet entity! Don’t be afraid to use the right‐
a balanced approach. Using such enticements as the ease of click, view source trick to “borrow” code or find css file names.
business, margin guarantees and Partner Portal contests along
with such controls as Rules compliance, authorization status
requirements and certification requests being completed through
the portal have been very successful for many!

12. SALESFORCE PARTNERS – QUESTIONS?

13. Further questions:
Email: nik@xlerate.ca
Phone: 613.424.9235
Are You Ready to Accelerate Your Salesforce?