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Salesforce.com® For Dummies®, 4th Edition by Matt Kaufman, Liz Kao, Tom Wong

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Chapter 12. Managing Your Partners

In This Chapter

  • Understanding the partner lifecycle

  • Managing partners

  • Using the Partner Portal

  • Configuring the Partner Portal

Because 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 might 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 Partner Relationship Management extends the existing Salesforce product to partners and the leads and deals they bring in. Additionally, support managers and support reps within a company can more easily resolve issues for your partners.

A detailed discussion of Salesforce Partner Relationship Management 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 ...

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