Leads are prospects who may become customers. In terms of the sales and marketing funnels, leads are closer to the top of the funnel but they have progressed to the point where you are aware of them. Leads may approach you as a result of marketing efforts or you may approach them either directly or through a partner.
Unifyr One Admin provides the tools for you to manage and view lead records, status, and partner engagement.
Unifyr One allows you to manage leads to ensure that they are nurtured towards making a purchase while avoiding friction that could develop if you have multiple partners, or a partner and your internal sales teams, competing to sell to the same prospects.
Leads are often generated through Marketing Automation Software (MAS) systems such as Marketo or Eloqua, or through trade shows and inbound requests. To shepherd the lead through the qualification, sales, and closing phases, the leads are frequently added to a Customer Relationship Management software database such as Salesforce or MS AX Dynamics. Once identified, many of these leads can then be distributed to partners.
Partners can create Leads without providing any Personally Identifiable Information (PII). When this option is enabled, neither an email address nor phone number is required to register a Lead. This does not remove any PII that the partner chooses to include on the Lead.
In Unifyr One, the source of the lead will determine how it is added to the database. Leads who are added by a partner (or member of your sales team) and are consequently assigned to that user are managed through the Lead Registration approach. Leads that you enter into the system, or reassign for whatever reason, are called Distributed Leads.
The purpose of Unifyr One Lead Management is to automate the process of capturing leads and distributing them to partner sales organizations. Leads are delivered using the optimal method for the partner, either through their CRM or directly to partner users or sales representatives through automated email workflows.
Once a lead has been assigned to and accepted by a partner, the closed-loop process begins to track the sales touches and opportunities generated on the lead. Any updates to the lead records and related opportunities are reported directly back to the supplier CRM system.
The Unifyr One Partner Portal provides partners with the tools to view, accept or reject leads, update statuses and more. These are handled via the pre-built Unifyr One Feature Pages and lead notification email template.
Intended Audience
Channel Sales Leader, Partner Channel Sales Director, or Partner Channel Account Manager.
Training
Lead Management
Lead Distribution
Lead Registration
Lead Fields & Forms
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