Partners and partner portal (PRM)
Register channel partners and share a portal for them to register deals.
PRM (partner relationship management) lets you work with channel partners (resellers, distributors, affiliates and integrators) and let them register opportunities through their own portal.
Registering partners
In the side menu, open "Partners". Each partner has a type (reseller, distributor, affiliate, referral, OEM), level/tier (bronze to platinum), status, contact and channel commission percentage.
Partner portal (signed link)
On the Partners screen, click "Copy portal link" on the partner's row and send it to them. The link is signed (no login required) and leads to a page where the partner:
- Registers a new deal (product/solution, prospected customer and estimated value).
- Tracks the status of their registrations (Registered, Approved, Rejected, Expired).
Each deal registered through the portal creates a "Deal registration" (deal_registration) in the CRM, linked to the partner, for your team to review and approve.
Approve or reject: instead of editing the status by hand, use the deal registration decision action (Approve / Reject). You can add a reason, which is shown to the partner in their portal. The partner portal also shows their deal pipeline grouped by stage (Registered, Approved, Rejected, Expired), with count and value.
Channel sales and commission
On opportunities, the "Partner / channel" field assigns the deal to a partner (leave it empty for direct sales). On the Partners screen, the "Sales by channel" panel adds up the revenue of each partner's WON opportunities and calculates the channel commission automatically, using the commission percentage set on the partner record.
360 profile and decision queue
The partner record holds the full profile: trade name, Tax ID, website, country and city, segment, specialties, email domain, channel manager, language and a "Recruitment stage" (from interest received to development) to track the partner intake funnel.
On the Partners console, the "Pending deals" section lists deal registrations awaiting a decision, with Approve and Reject buttons. When rejecting you can add a reason, which is visible to the partner on their portal.
Performance scorecard
The "Performance scorecard" section ranks partners by a composite score from 0 to 100, computed from sales conversion (won deals over won plus lost), revenue generated (relative to the top partner), the acceptance rate of distributed leads, and activity volume. The table shows, per partner, leads accepted and received, accept rate, won deals, win rate, revenue and open pipeline. Everything is derived from data that already exists (lead distribution, deal registrations and opportunities with a partner assigned), with no extra data entry.
Certifications
Each partner can hold certifications (required, per product or per role) with a completion date and validity. When you complete a certification, set its validity; the system marks it expired on its own once the date passes (recertification). The "Certifications" section on the console shows, per partner, how many are valid, expiring and expired, and whether the partner is eligible for benefits, which requires all required certifications to be up to date.
MDF and co-marketing
In the "MDF and co-marketing" section you record market development funds per partner: pick the partner, a title and the requested amount. If you have an approval policy for the "mdf_request" type, the request goes through the approval chain; without a policy it comes in already approved. Once approved, use "Log spend" to record proof of spend and results (leads and revenue generated), and "Reimburse" when you pay it back. The system computes ROI (revenue over spend) and an efficiency benchmark across partners. Because it involves budget and channel revenue, the section only shows for people who administer the system.
Material library
In the "Material library" section you publish partner enablement content: decks, one-pagers, battlecards, cases, marketing materials, logos, policies, FAQs and playbooks. Each material can have a link and a minimum tier, so a battlecard restricted to "gold" won't show for a bronze partner. The system counts accesses per material, so you can see what gets used the most. Use "Open" to access it (which records the access) and the delete button to remove it.
Partner portal login
Besides the signed link (which opens the portal directly), a partner can have an email LOGIN. On the partner record, fill in "Portal login emails" with the allowed emails (comma-separated) and share the login link with the "Copy login link" button in the partner list. On the access screen, the person enters their email; if it is on the list, they receive a link to sign in (valid for 30 minutes) and reach their own dashboard. The session is bound to that partner: the link never shows another partner's data, and if you remove the email from the list, access is cut off immediately. The login button shows a warning (⚠) while a partner has no email set.
Relationship alerts (AI)
The AI assistant brings together, in one place, what needs attention across your partners and vendors: partners not eligible for benefits (required certification expired or missing), vendors and partners at critical risk, risks past their review date, and partners with a low lead acceptance rate. Ask the assistant "what needs attention with partners?" or "which vendors are at risk?"; it answers from the real numbers, without making things up. You can also ask for a briefing on a specific partner, consolidating certifications, risk and lead acceptance.