How to Submit Sales Enablement Forms in Salesforce Partner Community

Introduction

The Salesforce Partner Community allows partners to complete key assessment tools to provide insights on Opportunities and better align with business goals. The following forms are currently available:

• The ICP Scorecard is a tool that helps to assess how an Opportunity matches an ideal customer profile, by answering a few questions.

• 3 Why Prompter is a structured questionnaire that covers such points as role, business and industry and allows to answer three key “why” questions, helping clarify motivations, challenges, etc.

• The OAT (Opportunity Assessment Template) is a framework that includes key business, technical, and decision details needed to qualify and win a sales opportunity.

The ICP Scorecard, 3 Why Prompter, and OAT are available for Business Plan and Change Order Opportunities. The options are displayed only for users who have passed Sales Academy training.

Submit ICP Scorecard

1. Open the necessary Opportunity in Salesforce Partner Community

2. Click the New Enablement button at the top:

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3. On the window that opens, click ICP Scorecard:

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4. Answer the questions. You can select multiple answers if required:

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5. Once completed, click Submit:

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If needed, you can change the responses for the Opportunity, for which you’ve already submitted the answers. Just click the New Enablement button again and follow the steps described above.

Submit 3 Why Prompter

1. Open the necessary Opportunity in Salesforce Partner Community

2. Click the New Enablement button at the top:

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3. On the window that opens, click 3 Why Prompter:

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4. Fill out the 3 sections of the 3 Why Prompter form:

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If required, you can use the AI Assistant for guidance and more information:

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By clicking AI Assistant, you’ll open a page where you can enter the company name, website, and opportunity stage to get helpful, customized tips and advice:

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5. Once you fill out the form, click Submit:

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Submit OAT

OAT (Opportunity Assessment Template) is a structured sales qualification and discovery framework that helps to deeply understand a customer’s business priorities, decision-making process, success criteria, budget, risks, and timeline.

1. Open the necessary Opportunity in Salesforce Partner Community

2. Click the New Enablement button at the top:

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3. On the window that opens, choose the option OAT:

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4. Fill out the form and click Submit:

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