Partner program

A plain-language summary of how a channel partner program runs: how partners are onboarded, how partner-submitted leads are managed, and how commissions are processed, so internal teams follow a consistent, scalable workflow through a partner portal and the CRM.

Core workflow

1. Partner applies through the partner portal registration page.
2. Agreement signed via your document platform. Required for approval.
3. Partner approved. The partner team approves the application and creates a Partner Account in the CRM.
4. Partner submits leads through the partner portal only.
5. Partner team reviews leads and approves or declines within a defined SLA (for example ten business days).
6. Sales rep engages the lead through the standard CRM lead and opportunity process.
7. Opportunity Closed Won. The partner is flagged for commission and the partner team is notified.

Key rules and responsibilities

Lead submission. Partners must submit all leads through the partner portal; portal submission is a condition of commission eligibility. Sales reps do not create partner leads manually.

Partner account management. Partner Accounts live in a dedicated Partner Account object in the CRM, not standard Accounts. If a partner is created as a standard Account by mistake, notify RevOps.

Commission eligibility. Commission is paid only on Closed Won opportunities from partner-submitted, approved leads, at a defined rate (for example ten percent of first-year ARR).

Partner communication. Sales reps act as the relationship manager for their partners and keep them updated as leads progress through the lifecycle.

Support and resources

Maintain clear internal contacts for portal help and escalations, and for legal and compliance questions. Keep a small library of partner-facing walkthroughs: how to sign up, how to submit a lead, and how to manage team members, plus internal guides for approving and suspending partner accounts.

← Back to the Sales OS