Chapter 11. Managing Your Partners
In This Chapter
Understanding the partner lifecycle
Managing partners
Using the Partner Portal
Configuring the Partner Portal
Now that Salesforce can get sales reps and managers on board to track all their opportunities and sales-related activities, the big pipeline picture should be getting clearer for everyone. Partners, which may also be known in your business as third-party companies, value-added resellers (VARs), original equipment manufacturers (OEMs), wholesalers, or distributors, can also be accurately managed in Salesforce almost as if they were full-time dedicated company sales reps. It used to be difficult to create and maintain unique messages and branding for specific groups of partners. Not any longer.
Salesforce Partners extends the existing Salesforce product to partners, and the leads and deals they bring in. Additionally, channel managers and channel reps within a company can more easily manage their partner relationships in Salesforce.
A detailed discussion of Salesforce Partners could take up a whole book on its own, so in this chapter, we provide a high-level overview of what life is like for partners and channel reps. We then discuss how a channel team manages its partners with Salesforce Partners. For partners asked by their vendors to use this application, we discuss how to access and navigate Salesforce from the Partner Portal. Finally, we give channel managers and administrators some pointers on how to set up Salesforce Partners ...
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