Overview

Partner-related opportunities use channel organizations to enable alliances, achieve growth and expand strategies faster, and maximize sales through broader territory coverage. By offering the right opportunities to the right partner accounts, channel organizations can avoid channel conflict and increase revenue in their indirect sales channel.

Partner opportunities have the following benefits:

• Partner opportunities allow the channel sales force and partner accounts to work together and share information effectively as a team.

• Partner opportunities provide a means of measuring the progress of a partner account, and thus compensate fairly based on the partner account involvement.

• Partner opportunities help revenue from partner opportunities to be more accurately forecasted by brand owners.

How Partner Accounts Are Added to Opportunities

An opportunity can have more than one partner. Partners are added on the Partners subtab of the Edit Opportunity page. You can use the Partner column to select a partner for each revenue line.

Note: The Partner subtab on the Edit Opportunity page and the Partner column of the revenue line aren't available by default. Your sales administrator must provide the security configuration and make them available.

The following table shows possible scenarios in which partners become involved in opportunities.

Scenario	Description
A channel account manager adds the partner account to an internal opportunity.	The channel account manager can locate unassigned opportunities, review the details of the opportunities, select the most appropriate partner account for each opportunity, and designate a primary partner for the opportunity. The channel team can then monitor the opportunity progress.
A partner lead is converted to an opportunity by the partner or channel organization.	Partner salespeople can convert leads to opportunities. After they're accepted, leads assigned to partners can be converted to an opportunity based on the lead qualification outcome, such as Interest, Budget, and Purchasing Time Frame.
A partner account creates an opportunity.	The partner account is the opportunity owner. The channel account manager gains visibility to the partner created opportunity when the channel account manager is added to the opportunity team by the partner user or through the use of Territory-Based Assignment on the Opportunity revenue line. The channel account manager becomes the credit receiver for the revenue roll up and forecasting.
A deal registration is converted into an opportunity upon approval of the deal registration.	A partner submits a deal registration to the channel organization for approval. When the deal registration is approved, it's converted into an opportunity for the partner.

Note: By default, partners are assigned to opportunities using territory-based assignment.