Salesforce Partner Community Guide

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Salesforce Partner Community allows you to manage your customers and leads, starting from lead creation and ending with managing opportunities. The Community includes powerful tools that generate leads so your sales team can close more deals. 

Connect to your Partner Community at www.bewildix.com, enter Login and Password and click Log in:

You have access to the different menus:

• Home - view news & updates, submit a case, etc.
• Lead - create and manage Leads
• Account - create and manage Accounts for companies you plan to sell to
• Project - create and manage Opportunities that refer to the high probability of generating sales revenue
• Contact - create and manage Contacts
• Quote - manage proposed prices of products/ services
• Order - create and manage orders, order items to stock
• Task - create and manage business activities 
• Report  - generate and manage reports
  
  

Home

From the Home page, you can access Statistics, quickly create new Leads and Accounts, submit a case. The Search Field allows you to find any information.

New Fast Pipeline

The button New Fast Pipeline offers a quick way to create an Account, Contact and Project:

On the first screen that opens, fill out the following data and click Next:

• Company Name - enter name of the Company
• Email - enter email address
• Phone - provide phone number of the Customer
• Salutation - choose how to turn to the Customer
• First Name - enter first name
• Last Name - provide last name 
  

On the next screen provide the Sales project information and click Next:

• Interested Solution - select the preferred solution(s)
• Opportunity Type - choose if it is a New business or business existing not with Wildix
• Product of Interest - choose the product you are interested in (x-bees/ x-hoppers/ Collaboration)
• Total Users - enter the total number of users
• Close Date - estimate the date when you expect to close the Project
• Notes - add notes if required

When you click Next, the relevant three records are created in Partner Community: Account, Contact, and Project. 

Submit a Case 

Via the Submit a Case button, you can create a ticket for Customer Care, Tech Support or request a new Feature:

See the document Submit a Case via Salesforce Partner Community for more details.

Also, via Home page you can access WMP by clicking More -> WMP in the top menu:

WMP opens inside Salesforce Partner Community:

Lead

A Lead is every potential sales opportunity that has not been qualified yet. It can either come from Marketing (both from your Marketing or Wildix Marketing passed to you), or from any activity you and your sales team have done. You need to make sure this potential sales opportunity (or lead) has some characteristics without which it doesn't make sense to move forward in the sales cycle and make this Lead an opportunity. Up to you to decide which characteristics are required, but generally speaking, we talk about: the company is in target, the person is the right one etc, so Salesforce Partner Community gives you the opportunity to track this qualification process through the Lead object.

Once all the information needed to characterize the potential customer is collected, Lead is ready to be converted into an Account, Contact and Project.

Account, Contact and Project are the key object related to the Sales Process. Accounts and Contacts are useful in order to store information about your customers. Accounts represent the companies, and  Contacts - are the people who work for them.

Create a New Lead

• On the Lead page, click New button to create a Lead

• Fill in the following mandatory fields:
  • Company - insert Company name
  • Power - specify who is a decision maker 
  • Lead Status - select status of the Lead
    
  • Lead Source - choose the source of the Lead (e.g. Email campaign, External campaign, Blue Box, etc.):
    
    
    

• • First and Last Names
  • Job Title - select the title from the list

  • Email - add contact Information

• Click Save button to create a Lead (if you want to create one more Lead, click Save & New button)

Manage existing Leads

You can sort Leads out by clicking on List Views:

To pin a preferred view, click the Pin list view button:

It is also possible to display Leads as a Kanban board by clicking the button Select list display -> choose Kanban option: 

• To view a Lead, click on its Name

• From the Options Panel, you can edit the Lead's information, add Notes, convert and clone it. Follow and Change Owner options allow other colleagues of your company to track the Lead and change the Lead's Owner
  
  

• From the Related and Actions Panel, you have access to all the details connected with the Lead: you can review Lead History, add Notes, upload files, create and manage Tasks

• To process the Lead and move it to the next stage, click Mark Status as Complete button

The Lead conversion process itself consists of 3 stages:

1. New - the stage is assigned once a Lead is created
2. Qualification - under this stage, you determine whether a Lead is a good fit for a product/ service
3. Not in Target - Leads, not fit for a product/ service
4. Converted - this stage is assigned when a Lead becomes a Project

• When the Lead is qualified and ready to be converted, click Convert button. Based on the Lead, 3 entities are created:  
  • Account
  • Contact
  • Project

Account

Accounts represent companies you plan to sell to. 

Create a New Account 

• Click New button to create an Account

• To create a Customer Account, fill in the following mandatory fields:

• • Account Name
  • Phone 
  • Email
    
    

• Click Save button to create an Account (if you want to create one more Account, click Save & New button)

Manage existing Accounts

You can sort Accounts out by clicking on List Views: 

• To open an Account, click on Account Name

• From the Options Panel, you can edit the Account, add Notes, create an associated Project. Follow and Change Owner options allow other colleagues of your company to track the Account and change its Owner

• From the Related Details and Actions Panel, you have access to all the details connected with the Account: you can review Account History, associated Contacts, add Notes, create Projects, upload files, create and manage Tasks

Project 

Projects represent opportunities that refer to the high probability of generating sales revenue. When a Project is created, it’s a signal of the start of a sales cycle.

Video Tutorial: How to manage Projects

Create a New Project 

• Click New button to create a Project

• Fill in mandatory fields:
  • Project Name

  • Account Name - associate the Project with an existing Account or create a new one 

  • Contact - associate the Project with an existing Contact or create a new one
  • Close Date - estimate the date when you expect to close the Project
  • Stage - commonly, when you only create a Project, it is Intro/ Qualification stage

• • Interested Solution - select the solution(s) you are interested in
  • Total Users - enter the total number of users
    
    
    
    
  • Opportunity Type - select type of opportunity (New Business / Existing Business/ Existing not with Wildix) 
  • Product of Interest - select Wildix products/ services for sale
  • Project Currency - select currency used for the project
    
    

• Click Save button to create a Project (if you want to create one more Project, click Save & New button)

Once Project is created, the Cost Info is filled out automatically:

• Expected MRR (Calculated): the value is calculated by the following formula:
  Total Users * (Weighted Average Price for Licenses + Weighted Average Price for HWaaS + Weighed Average Price for CLASSOUND)
  Note: Weighted Average Prices are used in the formula based on the options selected in the “Interested Solution” field.

• MRR: equals the “Expected MRR (Calculated)”; after the Primary Quote is generated, the value in MRR field equals the actual MRR based on the Primary Quote

• Weighted Pipeline: the value is calculated by the formula MRR * Probability

• Pipeline MRR: the MRR on the Demo Date date (used in terms of Bonus Pipeline incentive)

Manage existing Projects

You can sort Projects out by clicking on List Views: 

It is also possible to display Projects as a Kanban board by clicking on Display as: 

• To open a Project, click on Project Name

• From the Options Panel, you can edit the Project, generate a Quote, add Notes, clone it. Follow and Change Owner options allow other colleagues of your company to track the Project and change its Owner

• From the Related Details and Actions Panel, you have access to all the details connected with the Project: you can view associated Contacts, open Quotes and related Products, you can review Project History, Notes, upload files, create and manage Tasks

• To process the Project and move it to the next stage, click Mark Stage as Complete button

The Project Management process itself consists of 6 stages:

1. Intro/ Qualification - at this stage, you need to determine Users of POC - how many users use Wildix
2. Demo - at this stage, you need to indicate Amount MRR or Capex
3. Project Presentation
4. Proposal - the basic condition to move to the next stage is Verbal Agreement
5. Contract out (managed automatically)
6. Order Management (mana