Lead Submission & Lead Management process

1.
Lead Submission
& Lead Management
in Partner Community
​ Antonio Arevalo
​

2. Let’s review how to submit a lead and check on the status
Partner Lead Status
Lead Submission
Opportunity Status

3. Partner Community Home Page
Click on the business tab
Business Tab
Partner Community

4. Submit your first lead
Click on the New Lead tab
New Lead

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. ​ 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. 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. 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. 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. ​ 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. 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. ​ 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. Thank You
Aloha & Mahalo