1. Getting Started with Your Partner Relationship Management Implementation
  2. Set Up Partner Channel Sales in Leads

Set Up Partner Channel Sales in Leads

To fully use partner relationship management for channel sales execution in leads, you must perform several configuration procedures. Some of these procedures may include:

  • Modifying page layouts to add, remove, or reorder fields

  • Associating page layouts with specific user roles

  • Renaming fields

  • Enabling your partner users to convert leads to opportunities

  • Creating assessment templates used to qualify leads

  • Validating default assignment type used

  • Defining assignment rules if you select rule-based mode.

The exact tasks depend upon your unique business requirements.

Note:

These tasks require that you sign in as a user with administrative privileges, such as the sales administrator or the application implementation consultant.

Modify Page Layout for Leads

Following is a sample procedure for modifying the layout of the Leads pages for different user types.

  1. With a sandbox active, navigate to Application Composer: Navigator, Tools, Application Composer.

  2. Navigate to Lead pages: Select Standard Objects, Sales Lead, and then click Pages.

  3. Ensure that the Simplified Pages tab is active.

  4. In the Creation Page Layouts section, edit any modified layout. If none exists, then duplicate the standard layout and edit the resulting modified layout.

  5. Edit the Fuse Lead Create page region. Make the following changes to the layout:

    • Add the field, PartnerOwnerName. (You will rename this field to Channel Manager later.)

    • Reorder the fields so that Attachments is before Status.

  6. Save your changes.

  7. Associate the layout with the appropriate user roles. Select the layout and click the Role list of values to associate the following user roles with the layout:

    • Partner Administrator

    • Partner Sales Manager

    • Partner Sales Representative

  8. Next, create a modified layout for the Edit Lead page. Ensure you're in the Simplified Pages tab. In the Details Page Layouts section, edit any user-defined layout. If none exists, then duplicate the standard layout and edit the resulting copy of the layout.

  9. In the Summary subtab, edit the Summary region.

  10. Make the following changes:

    • Add the field PartnerOwnerName. (You will rename this field to Channel Manager later.)

    • Reorder the fields so that Attachments is before Status.

  11. Associate the layout with the appropriate user roles. In the Details Page Layouts region, select the layout and click the Role list of values to associate the following user roles with the layout:

    • Partner Administrator

    • Partner Sales Manager

    • Partner Sales Representative

  12. Make sure the new layout comes before the Standard Layout in the table.

  13. Test your changes by signing in as a user with one of the roles you associated with the layout.

  14. Publish the sandbox.

To modify the layout for channel account manager and channel sales manager:

  1. Make a copy of the appropriate layouts you created or modified earlier and:

    • Remove PartnerOwnerName in the Summary region.

    • In the Sales Team subtab, add the Organization field to the Summary Table and move it directly after Team Member.

  2. Make sure the new layout comes before the Standard Layout in the table but after the partner user layout.

Rename Field Labels

You can rename field names from their default values to new values, as needed.

  1. In Application Composer, navigate to Sales: Standard Objects: Sales Lead: Fields.

    1. Click the Standard tab.

    2. For each field to be renamed, select the row, and click Edit the Selected Field.

    3. Under Appearance, edit the display labels. Following is a sample of the fields you may want to change.

      The following table shows some field names that you can rename for leads in channel sales, including PartnerLevelMeaning, PartnerOwnerName, and Primary Partner. This table also indicates modified display labels for those fields, including Partner Level, Channel Manager, and Partner.

      Default Field Name

      Modified Display Label

      PartnerLevelMeaning

      Partner Level

      PartnerOwnerName

      Channel Manager

      Primary Partner

      Partner

    4. Save your changes.

Additional Modifications in Page Composer

You may want to make additional changes in Page Composer for the Sales Lead object. This section presents some example modifications you would make for both channel and partner salesperson roles.

For Partner Sales Representative, Partner Sales Manager, and Partner Administrator roles:

  • Modify the Leads landing page table layout by reordering, removing, or adding columns.

For the channel account manager and channel sales manager:

  • Add the Partner column.

  • Move the Age in Days column to the right of the Name column.

For partners:

  • Add the Source and Accepted Date columns.

Create Saved Searches

You may want to your own saved searches for partner users. This section presents some example modifications you would make the both channel and partner salesperson roles.

To find opportunities for Channel Account Manager: "Opportunities where I am on the team" should be default.

To find leads for the Channel Account Manager, expose the following fields in the search:

  • Pending Distribution

  • Pending Acceptance

  • Accepted Partner Leads

To find leads for partners, expose the following fields in the search:

  • Brand Owner Assigned Leads

  • My Open Accepted Leads

  • All Accepted Leads

Enable Partner Users to Convert Leads to Opportunities

Depending on your company policy, you can configure custom partner roles to enable your partner users (and not just channel managers) to convert leads to opportunities. To do this, complete these steps:

  1. Navigate to the Security Console and click the Roles tab.

  2. Find the custom partner role that you want to modify, and click Edit Role.

  3. On the Function Security Policies page, on the Privileges tab, click Add Function Security Policy.

  4. Search for Convert Sales Lead and click Add Privilege to Role.

  5. On the Data Security Policies page, click Create Data Security Policy and enter these values.

    Data Security Policy Field

    Value

    Policy Name

    Custom Grant on Sales Lead

    Start Date and End Date

    Enter your desired dates.

    Database Resource

    Sales Lead

    Policy Description and Condition Names

    See table below.

    Data Set

    Select by instance set

    Actions

    Convert Sales Lead

    For policy descriptions and condition names, review the ones listed below and pick the ones you need.

    Policy Description

    Condition Name

    Custom Partner sales representative can convert sales lead where they're the owner of the sales lead

    Access the sales lead for table MKL_LM_LEADS where they're the owner of the sales lead

    Custom Partner sales representative can convert sales lead where they're an administrator of the resource organization in the primary assignment of the owner

    Access the sales lead for table MKL_LM_LEADS where they're an administrator of the resource organization in the primary assignment of the owner

    Custom Partner sales representative can convert sales lead where they're a resource in the territory assigned to the sales lead

    Access the sales lead for table MKL_LM_LEADS where they're a resource in the territory assigned to the sales lead

    Custom Partner sales representative can convert sales lead where they're a resource in the lead sales team with full access

    Access the sales lead for table MKL_LM_LEADS where they're a resource in the lead sales team with full access

    Custom Partner sales representative can convert sales lead where they're a territory resource in the sales lead territory team or a territory resource with a descendant territory in the sales lead territory team

    Access the sales lead for table MKL_LM_LEADS where they're a territory resource in the sales lead territory team or a territory resource with a descendant territory in the sales lead territory team

  6. Navigate to the summary step and confirm that you can see the new function security policy and any new data security policies that you added.

  7. Click Save and Close.

  8. Confirm that these two ESS jobs are scheduled to run:

    • Import User and Role Application Security Data

    • Retrieve Latest LDAP Changes

  9. Confirm that the Convert action is available in the Edit Lead page layout that's active for the custom partner role. You can check this in Application Composer.

To test your changes, sign back in as a partner user to try to convert a lead to an opportunity.

Additional Setup Steps

Additional setup steps may be required, depending on your business needs, as described below. To perform these setup steps, sign in to the Setup and Maintenance work area as a user with Application Implementation Consultant or Sales Administrator role. Use the Lead Management offering, with Sales Leads as your functional area.

The following table shows the task names and the specific changes to make for each task to configure leads for channel and partner roles. These tasks include creating assessment templates, configuring profile options for the assessment templates and copy map, and configuring assignment rules.

Task Name

What You Need To Do

Create assessment templates and set profile option for assessment templates

Create assessment templates: Manage Sales Lead Assessment Template

Set the following profile option: Advanced Lead Qualification Enabled - Indirect Leads. Specify the default sales lead assessment template to be used in lead qualification for leads with the Sales Channel set to Partner. The default value is blank.

Set copy map profile options

Profile display name: Partner Lead to Opportunity Mapping

Change this value if you have customer-defined field mapping for partner lead conversion that differs from the default mapping. This applies for both partner and direct sales leads. The default value is Copy Lead To Opportunity Map.

Manage lead assignment rules

Ensure that automated lead assignment to partners is set up. If using territory-based assignment, you must set up Partner territories and Channel Sales Manager territories. See the territories topics for more information on territories setup.