Overview
Ultimately, your Channel Program is about generating business opportunities. Unifyr One provides the tools to efficiently manage the opportunities that your partners develop for you. Different program initiatives will help you, support partners, as they shepherd prospects to purchase. Campaigns, MDF support, and the content you make available through the partner portal are all intended to convert prospects into paying customers.
The Opportunities menu provides access to the tools that allow you to:
- Accept new prospects into the database by creating or approving accounts.
- Manage products and pricebooks to help partners price opportunities correctly.
- Use deal registration to reduce conflict between partners and improve the planning of resources or products.
If you are using Salesforce Connector the system checks for updates every two hours. It immediately adds new opportunities.
Before You Begin
Partners will only be able to record opportunities if you have made the Opportunities feature page available in the partner portal.
Intended Audience: Channel Sales Director, Channel Marketing Directors, & Channel Operations Managers.
Contents
Click on the + to expand the instructions for the desired task.
Register an Opportunity
Suppliers can register deals for their partners. This procedure will allow you to enter the pertinent information and assign the deal to a partner.
- Navigate to Leads & Deals > Registered Deals.
- Click Create Deal.
- [Optional] Select a Deal Type. Select the Deal Type for this deal from the dropdown list. By selecting the Deal Type, you may be asked to complete Custom Fields that gather different components of the deal such as contacts.
Provide the following information:
| Parameter | Type | Description |
| Deal Name | Text | A user-friendly identifier that will allow you to distinguish this deal from others in a list. You will be shown options as you type in a partial name. This will allow you to select a unique name and reduce the chance of creating duplicate records. |
| Account | Text | The customer account purchasing this deal. You will be shown options as you type in a partial name. If the account you are looking for does not exist, you can submit an account request. |
| Partner | Text | The partner who will own this deal. You will be shown options as you type in a partial name. |
| Sales Rep | Dropdown List |
The sales rep assigned to this deal by the partner.
|
| Pricebook (optional) | Text | The pricebook will be used for determining the value of the deal. You will be shown options as you type in a partial name. Only the line items that are listed in the selected pricebook will be available. See About Products & Pricebooks for information on how to set up a pricebook. |
| Total Value (optional) | Number | The total expected value of the products included in the deal. This number will be updated to reflect the sum of the total price for all deal line item entries. |
| Estimated Close Date | Date Selector | This is the date when you expect the deal to be finalized. |
| Stage | Text | This is the sales process place that the deal is in. Stages are defined by the supplier. |
| Probability Percentage (optional) | Number | How far in the deal negotiations this deal has progressed, expressed as a percentage. A higher value indicates the deal is closer to closing. |
| Deal Owner | Text | The admin user will be the named owner of this deal. |
| Description | Text | A brief description of the deal information. |
| Custom Fields (optional) | Radio or Checkbox | Custom Fields are data items that you collect from your partners. They supplement the information that Unifyr One collects as part of the standard business processes. Certain common fields, for example, user language selection, are included as custom fields to facilitate updating the available options. Click here to learn more. |
| Attachments | File Upload |
This section allows you to upload files that relate to the deal. The partner can access these files via their Partner Portal account.
|
- Click Save.
Deal Registrations created from Unifyr One Admin will be automatically approved when saved.
Line Item Details
Line items are the products or services that the customer is seeking to purchase. These are added to the deal as individual line items. These can only be edited before submitting the deal for approval. Once the deal is submitted you will no longer be able to add or remove deal items as that would affect the terms of the deal. Should you need to edit any line items, you will need to contact your supplier point of contact.
- Navigate to Leads & Deals> Registered Deals.
- Click the deal name to access the deal.
- In the Deal Line Items section of the view, click the + to add new line items to the deal.
-
Provide the following information:
Parameter Type Description Product Text Begin typing the product name. This field uses predictive text and will suggest all products that correspond to what you type in. Quantity Number This is the number of units required for this deal. Total Price Number This number is auto-generated as a product of the quantity and the price for the applied pricebook. Description Text This field accepts additional information that you may need to share with your supplier. For example, size or color specifications. - Click Save.
Approve Partner Deal Registrations
If you have permitted partners to enter deal registration details themselves and are not automating the approval process, you will need to approve or reject the deals as they are submitted. This procedure explains how to do that.
- Navigate to Leads & Deals > Registered Deals.
- Click the deal name to access the information the partner submitted with the deal. You can edit information on the left side of the view.
- Click Approve or Reject to progress the deal.
Update Deal Details
Suppliers can update some deal information for their partners. In the Update Deal view, suppliers can update the information on the left in the view but not the information in the right panel.
- Navigate to Leads & Deals > Registered Deals.
- Click the deal name to access the deal.
- In the Update Deal section of the view, click in the field to make changes to the deal.
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Provide the following information:
Parameter Type Description Deal Name Text A user-friendly identifier that will allow you to distinguish this deal from others in a list. You will be shown options as you type in a partial name. This will allow you to select a unique name and reduce the chance of creating duplicate records. Account Text The customer account purchasing this deal. You will be shown options as you type in a partial name. If the account you are looking for does not exist, you can submit an account request. Total Value (optional) Number The total expected value of the products included in the deal. This number will be updated to reflect the sum of the total price for all deal line item entries. Estimated Close Date Date Selector This is the date when you expect the deal to be finalized. Stage Text This is the sales process place that the deal is in. Stages are defined by the supplier. Probability Percentage (optional) Number How far in the deal negotiations this deal has progressed, expressed as a percentage. A higher value indicates the deal is closer to closing. Deal Owner Text The admin user will be the named owner of this deal. Description Text A brief description of the deal information. Custom Fields (optional) Radio or Checkbox Custom Fields are data items that you collect from your partners. They supplement the information that Unifyr One collects as part of the standard business processes. Certain common fields, for example, user language selection, are included as custom fields to facilitate updating the available options. Click here to learn more. Attachments File Upload This section allows you to upload files that relate to the deal. The partner can access these files via their Partner Portal account.
- Up to 10 files can be uploaded per deal.
- Each file must be 50MB or less.
- Supported file types include .doc, .docx, .txt, .csv, .bmp, .gif, .jpg, .jpeg, .png, .xls, .pdf, .ppt, .pptx, .ods, .odt, .odp, .odg, .ics, .rtf, and .mp4
- Click Save.
Sidebar for Partner Information
Read-Only Information for Deals
The read-only information is non-editable or system fields for Deals. In this greyed out section, you will see the partner name, pricebook, deal type, custom fields, user last login, external ID's, date created, and date updated. Some fields such as deal type can be edited when the status of the deal is in Draft status. Use this sidebar to quickly find partner information about the deal.
Contact Information for Deals
In this section, you will find the following:
- The name of the partner Sales Rep and their email.
- Distributed and registered lead information including first and last names, email, company, and the campaign associated with the lead if it is known.
- The names of the contacts assigned to a deal including first and last name, title, email, phone number, and the date added.
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