Partner Networks Blog - Partner Account Management

• What would you call this service?

  Will Moxley Oct 2, 2007

  Salesforce.com is considering bringing to market a new service enabling companies to share leads, opportunities and custom objects with each other (assuming both are using salesforce.com).  What would you call this service? If you have another name suggestion please post it in a comment.

  Opinion Polls & Market Research

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• Create a 360 degree view of your partners

  Elay Cohen Jan 12, 2007

  Many salesforce.com customers don't realize (yet) that they can create partner accounts with the same ease as creating regular customer accounts. Here is an example of a best practice partner account profile that will make your channel managers giddy.  This account profile tracks partner program details, certifications, contract terms, funding requests (MDF), business plans, and many other types of key account information.

  Note that you can create custom 360 degree view of your partners using record types, page layouts, and custom fields. And, using the  Salesforce PRM portal you can expose elements of this account record to your partners view and update in a self-service manner.

  Isn't it time to offer your channel managers the tools they need to be more  productive.

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• Partner Enablement Best Practice

  Elay Cohen Dec 8, 2006

  Many companies today look for ways to differentiate their channel partner programs while increasing partner adoption. A great partner enablement tool is salesforce.com's Workflow Automation engine.  Consider the following scenario: a partner has registered for your program and they've received an email inviting them to participate in your channel partner program. They access your portal, powered by Salesforce PRM, and they now have recieve qualified leads, deal support, marketing dollars and many more program benefits. With Workflow Automation, you can define rules that result in passing targeted and relevant sales tools to your partners while they are iworking with a customer or prospect. Consider crafting rules and email templates to send partners best practice and sales tools they change a lead status or an opportunity stage. Or a very common best practice is to send the partner a PDF after the partner updates the competitor field on leads or opportunities.   The image in this blog posting highilghts an example of a workflow rule including: criteria, tasks, alerts, trigger types and more. Put yourself in the shoes of your partners and consider how appreciative they'd be to receive an email seconds after they update a lead with information that helps to close that lead. 

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