Partner Central PRM: leads, deals and funds
How to build channel sales on a Partner Central site: lead distribution through a queue and the Lead Inbox, deal registration with a lead record type, global action and approvals, partner opportunities and teams, and market development funds from budget to claim.
Apply the steps for implementing Channel Sales Partner Relationship Management (PRM).
~8 min read · 13 practice questions ·
What the exam expects
- Tell lead distribution (the vendor sources the lead) from deal registration (the partner sources it) and name the channel conflict each one manages.
- Put the lead distribution steps in order: lead process, queue and list view, page layouts, record type, assignment rules, then the Lead Inbox.
- Configure deal registration: lead record type, global action on Quick Create, partner opportunities and an approval process, with reporting kept separate from marketing leads.
- Hide channel-only fields from partners and give a partner access to one opportunity without moving ownership.
- Set up market development funds and say which record a partner submits before and after a campaign.
Key terms: lead distribution (lead pass), vendor-sourced leads passed to partners; deal registration, partner-sourced deals the vendor protects once approved; channel conflict, two sellers competing for one deal; Lead Inbox, the Partner Central component where partners accept queue leads; MDF, budgets, allocations, requests and claims for co-marketing money.
Key facts
- Detail
- Create a lead process (status values)
- Detail
- Creates a list view with the same name; both need partner visibility
- Detail
- The partner becomes the lead owner
- Detail
- Target object Lead, deal registration record type, added to Quick Create
- Detail
- Share list views and folders with Channel Program Member sharing groups
- Detail
- Business accounts only; can't be deleted, only disabled
- Detail
- Budget, Allocation, Request (before), Claim (after spending)
Sources for this section (7)
- Configure Lead Distributionhelp.salesforce.com (opens in a new tab)
- Create a Queuehelp.salesforce.com (opens in a new tab)
- Customize Partner Central for Lead Distributionhelp.salesforce.com (opens in a new tab)
- Create a Global Actionhelp.salesforce.com (opens in a new tab)
- Sharing Groupshelp.salesforce.com (opens in a new tab)
- Create Partner Accountshelp.salesforce.com (opens in a new tab)
- MDF Validation Ruleshelp.salesforce.com (opens in a new tab)
- Why must the lead process exist before the lead record type for lead distribution?
- When does a partner submit a Partner Fund Claim rather than a Partner Fund Request?
- What happens to a lead's owner when a partner accepts it from the Lead Inbox?
- Why can't a direct sales rep compete for a deal a partner registered?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
Keep reading with the Experience Cloud Consultant pack
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