Onboarding a partner

Partner Relationship Management (PRM) provides visibility and manageability to the partner channel. The capabilities on how to manage partners have been built directly into Pega Sales Automation™.

This lesson shows you how to onboard a new partner.

Joel King, a channel manager, wants to onboard new partner Silicon Inc. The Silicon Inc. sales organization uses Pega Sales Automation™.

First, Joel needs to create the partner record and assign a territory then add partner operators to allow partner staff to access the application.

To make sure the partner gets a good start, Joel wants to share a lead and an organization as well as some helpful onboarding collateral.

The Partners landing page displays the partners managed by the channel manager.

Click Create partner to create a new partner.

Enter the partner details.

Select Operator Access Required to enable the partner staff to work in Pega Sales Automation. Select a territory for the partner.

As a channel manager, you can assign onboarding articles to the partner organization. These onboarding articles are available on the Onboarding landing page to the staff in a partner organization.

In the Onboarding articles section, select the articles you want to share with the partner organization.

Click Create to add the partner.

To provide staff in the partner organization with application access, click the Partner Sellers tab.

Click the Plus icon to add a new operator to the partner organization.

Enter the Operator Details. In this case, create an operator record for the partner seller Olga Ivanov.

Click Next to continue to the Operator Access page.

If the partner is managing their operators themselves, then set the Operator type to Partner sales ops operator. The partner sales ops operator can then create partner sellers and partner managers for the partner organization.

Otherwise, depending on the role of the operator select Partner sales representatives or Partner managers as the Operator type.

In the final step, you can define Sales Goals for the operator.

As part of the onboarding process, you can assign leads to the partner.

Open the Lead you want to assign.

From the Actions menu, select Assign to partner.

Select the Partner seller to whom you want to transfer the lead from the list.

You have the option to transfer all the open tasks to a new owner.

Provide a Short description and click Submit. The lead is assigned to the partner seller.

You can also share organizations, contacts, and accounts.

Open the record you want to share and click the Share button.

You have the option to share the record with a partner operator or an entire partner organization.

Channel managers can also share organizations, contacts, and accounts in bulk.

Click Bulk actions on the landing page.

Now, let’s see how this looks for the newly-created partner seller Olga Ivanov.

The Onboarding landing page contains the list of articles that were shared by the channel manager.

For partner organizations, leads are called deals.

The Deals landing page displays the leads for the partner seller.

The lead assigned by the channel manager is displayed on the Assigned tab.

The Organizations landing page contains all organizations visible to the partner seller.

The partner seller has access to the organizations in his or her the territory and to any organizations shared.

Organizations shared with the partner are in read-only mode.

Accounts and contacts are automatically shared whenever an organization is shared by the channel manager.

You have reached the end of this demo.

You now know how to onboard a partner.