PARTNERNOMICS IQ Salesforce User Guide

Before you begin

These instructions will not detail the Partnernomics Methodology, but will be guide on how to navigate the application within Salesforce.

By default, the PARTNERNOMICS IQ App will display these tabs below the Search bar within a PARTNERNOMICS IQ enabled Salesforce Instance.

Within this guide we will navigate between these tabs to explain their purpose within Salesforce.

PARTNERNOMICS Dashboards

Displaying the included Dashboards.

There are 3 Dashboards on this tab.

PARTNERNOMICS: Leads and Partnerships
PARTNERNOMICS: SPPs and Partnerships
PARTNERNOMICS: Opportunities and Partnerships

These Dashboards are based on the reports that are included in the PARTNERNOIMICS IQ Application. Included Reports can be found under the Reports tab. These Dashboards can be managed from the Dashboards tab.

NOTE Depending on your Report and Dashboard security, your System Administrator may need to add Users to the Report and Dashboard folders included in this package

IMPORTANT NOTE: BEFORE YOU MAKE CHANGES TO THE DASHBOARDS AND REPORTS:

These reports come as a part of the PARTNERNOMICS IQ Package, and any changes should be Saved As a a new Report or Dashboard in a different folder. Any upgrades to the package will overwrite the standard Reports and Dashboards included in the package.

Accounts, Contacts, Opportunities, and Leads

These tabs are List Views of the standard Salesforce Objects: Account, Contact, Opportunity, and Lead.

Strategic Partner Plans (SPP)

This is a List View of all Strategic Partner Plans.

To set up a Strategic Partner Plan, click into the tab labeled "Strategic Partner Plans".

Within this tab, note that you can see all created Strategic Partner Plans. If an additional plan is needed, click the button labeled "New" to start a new SPP.

From here, Users can create a new SPP.

When creating an SPP, you will need to use a name that makes the most sense for the type of plan you're creating. This name will be used throughout the process - so choose something that is descriptive and useful. For help with completing the remaining fields on this form, please refer to your Partnernomics training materials.

By default, Strategic Partner Plan Name is the only required field.

Navigating the SPP Record Page

This Record page consists of 2 main elements

The Header
- Including
  - The SPP Name
  - Link to the PARTNERNOMICS IQ Methodology
  - Link to the Application Wiki
  - Button Menu
    - Edit allows you to edit the Details of the SPP.
    - Delete allows you to delete the SPP AND all of its SPP Criteria
    - Clone SPP Will create a copy of the SPP AND all of its SPP Criteria, including the custom ones as well as their scoring (more on SPP Criteria below).
Record Navigation
- You can navigate between related records and report charts on the Record Page
  - Details is the standard view of the Record Details
  - SPP Evaluations are the scoring results when a Partnership has been evaluated against an SPP. This tab shows all of the evaluations for this particular SPP
  - SPP Criteria are the specific criteria that are used when evaluating a Partnership against this specific SPP
    - When an SPP is created, 10 standard SPP Criteria are also created. These are the standard criteria items outlined in the Partnernomics methodology. Each of the 10 default SPP Criteria are all pre-populated with a weighting factor of 0. You will need to edit each of the 10 default records and update the weighting factor to a number between 0-10 according to the business rules you see fit. This weighting factor contributes to the SPP Score, so leaving these values at 0 will result in an SPP score of 0 for these default criteria. Note: you can delete SPP criteria for this specific SPP if you so choose. However, deleting the default criteria is a permanent action - and cannot be undone.
    - Custom SPP Criteria can be added and weighted as well by clicking the "New" button in the top right corner.
  - SPP Goals has all of the Strategic Goals related to this SPP, as well as a report chart that shows the status of all related Goals.

Partnerships

Partnerships represent the relationship between a Partner (Account) and an SPP.

To create a Partnership, navigate to the Partnership tab in the Partnernomics App and click "New".

We recommend that Partner, Partnership Status, Type of Partnership, and Management Type be populated on all new Partnerships in order to allow reporting to sort and view records easier. These fields are deployed by default. Please don't remove or hide them as there may be users who require access to this data in other parts of the organization.

Partner Partner is connected to the Account object. Select the Partner Account you would like to establish a Partnership with.

Partnership Status identifies the stage that this partnership is in ( i.e.: Candidate, Active, Former, Declined).

Type of Partnership is used to identify the scope of the Partnership.

Management Type indicates whether this is a Managed, or Self-Managed Partner.

Navigating the Partnership Record Page

This Record page consists of 2 main elements

The Header
- Including
  - The Partnership Name (Auto Number)
  - Link to the PARTNERNOMICS IQ Methodology
  - Link to the Application Wiki
  - Button Menu
  - Partnership Stage Path
Record Navigation
- You can navigate between related records and report charts on the Record Page
  - Details is the standard view of the Record Details
  - SPP Scoring is where a Partnership is scored against a specific SPP
    - Scoring a Partnership
      - After you have created an SPP, and set the SPP Criteria Weights, you can score a Partnership against that SPP.
        
        Select the SPP you want to score against from the dropdown on the Partnership Page. Once you have selected the SPP, click the "Launch Scoring Tool" button.
        
        To add a score value, click on the pencil icon in the Score column. Scores you have changed will be highlighted. When you are done scoring, click the "Save" button.
        
        Once the scoring is complete and Saved, an overview is added to the Partnership Detail Page, indicating which SPP was used to score against, and the results of the scoring. Links to view of all the scoring and the SPP are also provided.
  - Partnership Team: This component allows the user to update the Internal Users and External Contacts working on the Partnership, and their role on the team. New Team Members can be added by clicking the New Team Member button. and existing Team Members can be deleted or updated by clicking the drop down in the table.
  - Attributions: Leads and Opportunities attributed to this Partnership
  - Goals: Dashboard and List of Goals and related to this Partnership by Status
  - Milestones: Dashboard and List of Milestones related to this partnership by Completion Status and Days Late

Goals

This tab has a Goals Dashboard and a List View of all Goals that can be filtered and sorted

Type of Goal

Goals can be Individual, Partnership, or Strategic.

When you select the type of Goal, it it important to also select which Individual, Partnership, Or Strategic Partner Plan the Goal is for. This allows the goal to be viewed as a related list or chart on the record that it is related to, as well as the Automated Goals to be scored properly.

In this example we have selected an Individual Goal and added the Iolite Admin User as the Individual responsible for the Goal.

Start and End Dates

Start and End Dates can be left blank to use the default dating method, or set with custom dates.

The dates can also be edited after the Goal is created.

Default Values

If the Start Date and End Date are left blank when a new Goal is saved, they will default to Start on the first day of the next calendar quarter, and end on the last day of the next calendar quarter.

Quarters are defined as:

Q1: January - March
Q2: April - June
Q3: July - September
Q4: October - December

Custom Values

If the Start and End dates are manually added when a new Goal is created, the entered, those dates will be used to measure the Goal

If only the Start Date is manually added, the End Date will be set to 90 days after the Start Date.

Unless both the Start and End date are manually added, the end date will always be calculated from the Start Date.

Auto-Renewable Goals

Goals can be set to auto-renew by selecting "Yes" in the Auto-Renewable field.
If a Goal is set to Auto-Renew, 7 days before the End Date, a new Goal will be created with the same initial values (Type, Target Value, etc). The start date on the new Goal will be the date after the original Goal End Date, and the new Goal End Date will be 90 days later.

Example

If a Goal set to Auto-Renew has an End Date of 6-30.

A NEW goal would be created on 6-23, with a Start Date of 7-1, and an End Date of 9-29.

The Current Measure, and Goal status would be reset, but the remaining editable fields would be the same.

Automated Goals

Partnernomics IQ comes with some standardized Goals. When these Goals are selected, they will automatically roll up progress nightly. Custom Goals can be created, but the data is not automatically measured and updated, and must be manually maintained.

Automated Goal Types

Leads with Create Date in the Goal Period
1. Used to measure New Leads created within the Goal period. This is based on the Created Date of the Lead.
2. Note that the Lead must have an Attribution in order to be counted towards a Partnership or Strategic Partner Plan Goal. Individual Goals are based on Lead Owner Id.
New Opportunities with Create Date in the Goal Period
1. Used to measure New New Opportunities within the Goal period. This is based on the Created Date of the Opportunity.
2. Note that the Opportunity must have an Attribution in order to be counted towards a Partnership or Strategic Partner Plan Goal. Individual Goals are based on Opportunity Owner Id.
Count of Opportunities with Closed/Won Date in Goal Period
1. Used to measure Closed/Won Opportunities within the Goal period. This is based on the Close Date of the Opportunity.
2. Note that the Opportunity must have an Attribution in order to be counted towards a Partnership or Strategic Partner Plan Goal. Individual Goals are based on Opportunity Owner Id.
Amount of Opportunities with Closed/Won Date in Goal Period
1. Used to measure Amount of Closed/Won Opportunities within the Goal period. This is based on the Close Date and Amount of the Opportunity. Note that the Opportunity must have an Attribution in order to be counted towards a Partnership or Strategic Partner Plan Goal. Individual Goals are based on Opportunity Owner Id.
New Partnership Candidates within Goal Period
1. Used to measure the number of New Partnerships created in the Goal period. Based on the Created Date of the Partnership.
2. Note that the Opportunity must have an Attribution in order to be counted towards a Strategic Partner Plan Goal. Individual Goals are based on Opportunity Owner Id.
3. Note that this Goal Type is not available for Partnerships.

Attributions

Attributions are how a Partnership or Strategic Partner Plan (via the Partnership) is recognized as contributing to a Lead or Opportunity.

They will appear in Related Lists on Opportunity, Lead, and Partnership.

Attributions can be added Manually by clicking on the New action on the related List. Note that your Opportunity page layout may differ from the sample images.

Select the Partnership that should be credited for the Opportunity or Lead, and click Save.

Automating Attributions

Sales Processes differ from company to company, so automating the Attribution Process will be as unique as your company.

Talk to your Salesforce System Administrator about adding a Flow,, or an APEX Trigger if you want to explore adding automation to the Attribution process.

Reports and Dashboards

These Tabs are the default Salesforce Report and Dashboard Tabs, and will show your recently viewed Reports and Dashboards.

Partnernomics Reports are in a public folder named "PartnernomicsIQ Reports"

Partnernomics Dashboards are in a public in a folder labeled "PARTNERNOMICS IQ"

IMPORTANT NOTE: BEFORE YOU MAKE CHANGES TO THE DASHBOARDS AND REPORTS:

These reports come as a part of the PARTNERNOMICS IQ Package, and any changes should be Saved As a new Report or Dashboard in a different folder. Any upgrades to the package will overwrite the standard Reports and Dashboards included in the package.