Partner Central: Leads Training for Partners

External User TrainingOctober-November 2009

• Updated: August 2010

© 2009 VMware Inc. All rights reserved

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Introduction to Leads

Lead Visibility

Lead Qualification

Opportunity Registration

Agenda

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ORAN Search

Conclusion

Appendix

Introduction to Leads

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Introduction to Leads

What is a lead at VMware?

A lead can be any person, organization or company that may be interested in VMware products. VMware will pass leads to our Partners in Partner Central based on such qualifiers as budget, authorization, need, and time.

Why would a Partner get a lead?

VMware wants to reward Partners for their virtualization expertise and loyalty.

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How does a Partner get a lead?

You can receive a lead directly via a VMware representative:

1. Assigned to your Partner Account (through the Partner Account Leads Queue)

2. Assigned to a specific Partner User

What are the requirements to qualify for a lead?

• Must be a Professional, Enterprise, or Premier Solution Provider or a Premier Corporate Reseller

• Partner User must have a VSP Accreditation for access

Lead Visibility

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Partner Portal Homepage

Use tabs to

navigate

through site

Site

Updates

and

VMware

news

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news

Quick access to the

10 most

recently viewed items

Lead Visibility Overview

Partners will see leads assigned to their Partner Account and leads assigned directly to a Partner

User in My Leads.

Leads

assigned

to your

Partner

Account

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Leads

assigned

to

Partner

User

Lead Views

Use the drop-down menu to select different lead views.

Views Definitions:

My Active Leads – Leads assigned to

you

Recently Viewed Leads – Leads you

have most recently viewed, whether assigned to you or to your Partner

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assigned to you or to your Partner

Account

Filter by

First

Letter of

Sort Field

Lead Qualification

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Accept Leads – Partner Account Leads

Partner Account Leads are leads assigned to a Partner Account. Partner Users with a VSP have visibility to

the Partner Account Leads. Once a Lead is Accepted, it will be visible only to the Partner User who

accepted the Lead.

Partner Users can accept Leads in Partner Account Leads and in My Active Leads:

Partner Account Leads:

1. Review the Lead

information

2. To Accept the Lead, click Accept

3. Lead will be:

- assigned to you

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- assigned to you- visible only to you and VMware- Status updated to 1 Partner Accepted

Accept Leads – Leads Assigned to Partner User

My Active Leads are Leads assigned to a Partner User. Only the Partner User has visibility to the Lead.

Partner Users can accept Leads in Partner Account Leads and in My Active Leads:

My Active Leads:

1. Click Company Name on Lead to open Lead

2. Review Lead information

3. To Accept the Lead, click Accept

4. Lead will be:- assigned to you- visible only to you and

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- visible only to you and VMware- Status updated to 1 Partner Accepted

Open a New Lead and View Details

Click a Lead Company Name to open the Lead Detail page. The detail page shows Contact, Company and

Marketing information gathered during the Lead Generation.

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Change Lead Owner

To reassign a Lead:

1. Open the Lead Detail page

2. Click the Change Owner button

3. Select the new owner by typing in

the name of a Partner User who has

access to Leads

Or

Click on the Lookup button to select

the Partner User by Name

4. Click Save

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4. Click Save

When reassigning a Lead,

select a Partner User

confirming that their Profile has

the word “LEADS” in it.

Otherwise, the Partner User

will not have visibility to the

Leads tab and will not be able

to see Leads.

Set Lead Status

To set a lead status, select “Edit” by the lead summary line and change Lead Status

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To reject a Lead,

select Rejected as

the Lead Status

and select a

Closed Reason

Lead Status Definitions

Lead Statuses should be updated throughout the lifecycle of a Lead:

Lead Status Use Criteria

0 New Requires follow-up. A new Lead in SFDC.

0 New Response

Requires follow-up. Existing Lead has responded to a new Campaign or Marketing activity.

1 Pass to Partner

Requires follow-up. VMware rep has passed a lead to a Partner for follow-up. VMware rep passes the lead by changing the Lead owner to a Partner User or a Partner Queue.

Requires follow-up. VMware has tele-screened the lead as

Lead Status Use Criteria

1 In Progress

Partner is attempting to engage with Lead or in the process of qualifying

2 Deferred / Future

Partner has engaged with lead but has determined there is no opportunity

now, but there is potential for an opportunity in >6 months.

Partner plans to proactively contact

Lead again at a future date.

Partner Users should NOT select these values from the picklist. They are assigned by VMware and are for reference only:

Partner Users should use these values to communicate that they are actively working the lead and the results of the lead.

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1 Tele-Qualified

Requires follow-up. VMware has tele-screened the lead as having the potential for an opportunity and has passed it to the partner for further qualification.

1 Partner Accepted

Partner clicks the “Accept” button in their Partner Lead View, which populates “1 Partner Accepted” Lead Status, and indicates that they have agreed to follow up on the Lead.

3 Existing Opportunity

Lead already exists in VMware's system as a sales opportunity.

3 New Contact

Lead was converted by VMware sales as a new customer contact and will be associated to a valid customer account

3 Existing Contact

Lead was converted by VMware sales into existing contact.

4 Partner Registered

Partner clicked “Register” button on lead and registered this lead as an opportunity.

Lead again at a future date.

4 New Opportunity

If it is eligible for Opportunity Registration, click the “Register” button

on lead to start Opp Reg process

Use this field only if partner has

qualified the Lead as an opportunity, but it is not eligible for Opportunity

Registration

5 Rejected

There is no current opportunity with this Lead and the partner has no

plans to proactively follow up on this Lead.

The Reject Reason field will display to

capture the reason for rejected

Partner “Reject” button populates Lead Status to “5 Rejected”

Reject / Closed Reason Definitions

When a Lead is Rejected, a Closed Reason should be selected:

Lead Status Use Criteria

0 Invalid Contact Info Contact information is invalid or incomplete and cannot be obtained

0 Could Not Contact Contact attempts have been made, but individual could not be reached to qualify Lead

0 Partner or Competitor

This Lead record is actually a VMware-managed, unmanaged or prospect partner, or a competitor

0 Do Not Call Individual has requested not to be contacted in the future

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C No Current Need Account and Contact are in our target market – and may already be a customer, but they currently do not have a need.

C No Budget Account and Contact are in our target market, and have interest, but they currently do not have budget.

F No Ever Account and Contact have no potential to ever buy anything from VMware

0 Invalid Contact Info Contact information is invalid or incomplete and cannot be obtained

0 Could Not Contact Contact attempts have been made, but individual could not be reached to qualify Lead

Convert Lead to an Opportunity Registration

Partners can also register a deal directly from a Lead. This converts the Lead to an Opportunity

Registration and brings the Partner to the Opportunity Registration detail page.

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Convert Lead to an Opportunity Registration

The Opportunity Registration form where customer information will carry over from the Lead Detail will

display. Partners can either complete and submit the Opportunity Registration form or save the form to

complete at a later time.

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Submitting an Opportunity Registration

Fill out form. All required fields have an orange bar next to the field. Click Save once form completed.

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Submitting an Opportunity Registration

Saving an Opportunity

Registration does not

submit the form. Partners

must click the submit

button after saving in

order to submit the form

for approval.

Click Submit for Approval. The registration has now been submitted to VMware for approval.

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What is the value of

Saving?

Saving the form without

submitting allows a

partner to double-check

a field and submit the

form at a later time.

Submitted vs. Approved Registrations

Submitted Form:

• Includes an ORTN

• Status listed as Submitted

• Program Incentives not

displayed

• Rebate status listed as Unpaid

Approved Form:

• Includes an ORTN and ORAN

• Status listed as Approved

• Program Incentives displayed

• Rebate status listed as Paid

(only after closed)

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Support

For support contact your Distributor, VMware sales

representative, or email partnernetwork@vmware.com

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representative, or email partnernetwork@vmware.com

Thank you for your participation in VMware’s Lead program and your

efforts in educating customers about

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efforts in educating customers about the value of VMware!