Salesforce.com For Dummies by Liz Kao & Matt Kaufman

Author:Liz Kao & Matt Kaufman
Language: eng
Format: epub
ISBN: 9781118825846
Published: 2014-03-25T21:43:09+00:00

Understanding the Partner Life Cycle

Using an indirect sales force of partners to help sell your products allows you to quickly and cost-effectively expand your company’s reach into markets that you might otherwise not have the resources to tackle. Some industries that are more partner-intensive include high-tech, insurance, and manufacturing. In this section, we set the stage for two types of business users and describe how Partner Communities can help.

Here are some helpful Partner terms:

Vendor: The company that’s using Salesforce and for whom the channel managers work.

Channel managers: The employees within your company that manage a set of partners.

Channel conflict: What happens when your direct sales force and your indirect sales force find the same prospect to woo and start bickering about who’s entitled to that lead — a clear sign that your current system is ineffective.

Deal registration: Minimizes channel conflict. These programs get your indirect sales channel registering deals with you (the vendor) to reduce the chances of other partners or the direct sales force competing for a deal.

Partner Communities: Customizable web portals hosted by salesforce.com that allow partner users to access Salesforce. Your company can set up multiple communities for multiple partners, if you need to use different branding.

Partner accounts: Account records that are used by channel managers to manage partner organizations, partner users, and partner activities.

Partner users: Salesforce users with limited capabilities and visibility into your instance of Salesforce. They’re associated with a specific partner account and access Salesforce via a Partner Community.

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