Installing Salesforce PRM

1、Implementing Salesforce PRM This guide applies to customers who are implementing PRM after February 14th, 2008.© Copyright 2000-2008 , inc. All rights reserved.PRM Implementation GuidePage 69OverviewThis document walks through an example of the common configurations that customers make to their

2、 PRM implementations. Your implementation requirements may vary from what is outlined in the example. Some of the topics covered in this document include:· Creating Profiles for Partners (Required)· Enabling PRM (Required)· Creating your first partner user (Required)· Modifying y

3、our security settings (Required)· Creating Partner Accounts and Users (Optional)· Configuring Deal Registration (Optional)· Common Opportunity Configurations (Optional)· Enabling Lead Conversion via the Partner Portal (Optional)Creating Profiles for Partners (Required)The next st

4、ep is to create Profiles for your Partners Users. Profiles are used to enforce partner program entitlements via the partner portal. If you want to give different partner types (e.g. Resellers, Technology, or Consulting) or different partner tiers (e.g. platinum, gold, bronze) varying entitlements th

5、en you will need to create multiple Profiles for your partners. The following steps explain how to create a Profile.1) Create your first Partner Profile by navigating to Setup | Administration Setup | Manage Users | Profiles2) Drill into one of the Partner profiles. Depending on when you purchased y

6、our licenses, you could have one of many partner edition licenses weve supported over the years (see footnote below). For the sake of this demonstration, I will use the Gold Partner User Profile. Drill into the Gold Partner User profile._ Starting Feb 2009, we only have the Gold Partner edition and

7、have done away with Silver and Bronze editions. We continue to support the old licenses. The functional equivalency is as follows: Gold=Strategic, old partner edition; Silver=Standard and Bronze=Basic. The labels that show up in your instance will depend on when you purchased your Partner portal Lic

8、enses.3) Click the “Clone” button4) Give the new profile a name and click “Save”. For example, “Custom - Gold Partner User”5) Now edit the new Profile by clicking the “Edit” button.6) First make sure that the “API Only” checkbox is unchecked. IF THE FIELD IS CHECKED, PARTNER USERS WILL NOT BE ABLE T

9、O LOG IN TO PORTAL 3.0. 7) If the partner will be converting leads, check the “Convert Leads” permission in the “General User Permissions” section of the Profile. Note that only Gold Partner User Licenses can convert leads (Silver and Bronze cannot). If you have this option enabled, you must also ha

10、ve the following permissions checked: Edit Tasks, Edit Leads, Create Accounts, Edit Accounts, Create Contacts, and Edit Contacts.8) Expose the appropriate tabs you would like the partner user to see on the portal. In this example, we are exposing Accounts, Contacts, Documents, Leads, Ideas, Opportun

11、ities, and some custom objects.9) Modify the “Standard Object Permissions and the “Custom Object Permissions”. You can control if the partner has the right to Read, Create, Edit, or Delete the various objects you expose in the portal. TIP: If you intend for partners to convert leads, make sure to gi

12、ve the profile Read access to Campaigns so that they can convert Leads that are linked to Campaigns.10) Click “Save” to save your changes to the Profile. In order to create any additional partner user Profiles, start with the profile you just created, clone it, and then make modifications. Repeat th

13、is process for all the partner user profiles you need.Enable PRM Preference (Required)To enable PRM for your organization you must set the PRM Organization Preference.1) Go to the Partner Setup Node in SetupSetup | App Setup | Customize | Partners2) Click Edit and Check the “Enable Partner Relations

14、hip Management” checkbox. 3) Click Save. You will get the following warning message:4) Once you enable PRM, you cannot disable it. This warning is just reminding you of this so that you dont inadvertently enable PRM. After enabling PRM you will notice that all the User Lookups now include a Partner

15、User drop down option. Other UI changes will be noticeable as well. Click OK to continue.5) After enabling PRM you will see the following:6) Next you need to map the Partner Profiles to the new portal If a partner users profile isnt linked to a portal, the partner user wont be able to log in. Also,

16、keep in mind that a partner user can be mapped to more than one portal. The partner user will need to go to a different URL in order to log into a different portal. Drill into the new portal and click “Edit Profiles”.7) Click the box next to the partner profiles you want to enable to log into this p

17、ortal. They are all checked by default so I dont need to do anything. Just leave them all selected and click “Cancel”. 8) Note the URL For the Partner Portal. Cut-and-paste it somewhere so you can refer to it later when we log in with our first partner user. Create Your First Partner Login (Required

18、)1) Create or find an existing Partner Account and drill into it.2) Click the “Enable as Partner” button.3) Check the “Yes” checkbox and click the “Confirm” button.4) Now either create a new contact for this partner account or pick an existing contact for this partner account.5) Click the “Enable Pa

19、rtner Portal Login” button.6) Enter the user details and Pick the appropriate User License Note: If you only have one user license, you will not be able to pick one. Instead it will be pre-selected and read-only. (Gold/Strategic Partner, Silver/Standard Partner, or Bronze/Basic Partner) and Partner

20、Profile. In this example we picked the “Custom Gold Partner User” profile, but you will want to select a profile that you cloned from the “Gold Partner User” profile or whatever profile you cloned earlier. Keep in mind that the profile drop down list is linked to the User License List. If you pick U

21、ser License=Gold Partner, then you only see profiles with this license type associated to them. Note, if this is the first user you create for a partner account, you dont need to specify or create a role, it gets created for you. The partner will default to the <Partner Account Name> Partner U

22、ser role. With subsequent users for this partner account you will be able to pick from the Partner User, Partner Manager, or Partner Executive Roles. 7) Click Save8) If you get an error that says “Partner Account Owner Has No Role”, then you need to make sure that the user that owns the Partner Acco

23、unt you created has a role assigned to them. Then repeat steps 5 through 7.9) You can now log in with this user.10) Go to the portal Login URL you cut-and-pasted after you created your portal. In our example the URL was “https:/na1- but your URL will be different.11) The Login page will look like th

24、is:12) Enter the Username and password you received for your first partner user and then click Login. You should then see the homepage for the partner portal.13) If you get a message that says “Your user profile is not associated with this service. Please contact your administrator for more informat

25、ion” that means that you forgot to map the partner users profile to this partner portal. Return to the section titled “Enable PRM Preference” and follow steps 5 through 7 in that section. Make sure that the profile of the partner user is active for the relevant portal.14) If you get a message that s

26、ays “Your login attempt has failed. You may have entered your username or password incorrectly, or you may be trying to access your account from a restricted IP address or at a restricted time. Please remember that passwords are case sensitive and your user name must be in the form of an email addre

27、ss. If necessary, contact the Salesforce administrator at your company for help.”, then you probably forgot to uncheck the “API Only” checkbox in the partners profile. Make sure the checkbox is unchecked and then attempt to log in again.15) Repeat these steps to create additional partner users eithe

28、r for the same account or for a different account. If you need to create large numbers of partner users then you should consider using the API.Security Controls (Required)The partner portal allows you to share information such as leads, opportunities, and documents with your Partners. However, you n

29、eed make sure your S security settings are set such that your partners only see the data that you explicitly want them to see. This requires that you change a few of your Company Wide security settings.1) Set Private Sharing on Leads and OpportunitySetup | Administration Setup | Security Controls |

30、Sharing Settings | Org Wide DefaultsClick “Edit” in the “Organization Wide Defaults” section of the detail view.2) If you plan to expose Accounts to Partners you should also Private Sharing on Accounts (unless you want partners to see all of your accounts in which case you can keep it public read/wr

31、ite or public read only).Creating Partner Accounts (Optional)Partner Accounts are tracked as a special type of Accountyou will want to define custom fields to track all the standard partner profile information that is important to your business. Additionally we recommend creating both a Record Type

32、and a Page Layout for Partner Accounts so you can easily track and view your partner profiles. The following instructions walk you through this process. At a high level the process includes:· Define Custom Partner Profile fields on the Account object.· Define a Partner Account Page Layout&

33、#183; Define a Partner Account Record TypeDefine Custom Partner Profile fields on the Account ObjectIn our example, we will want to add four custom fields to Account to track the following Partner Profile Attributes:· Programs: The Partner Programs they are a member of at your company· App

34、lication Date: The date they applied to be a partner· Contract Signed: A Checkbox that tracks if they have signed the Partnership Contract 1) Navigate to the Fields portion of the Accounts Object Setup | App Setup | Customize | Accounts | Fields2) In the “Account Custom Fields & Relationshi

35、ps” related list, click the “New” button to create a new Custom Field.3) Select “Picklist (Multi-Select)” as the Custom Field Type and then click the “Next” button to continue with the custom field wizard. Steps 4, 5, and 6 are all part of the wizard.4) Enter “Program” for the Field Label and the Fi

36、eld Name. Specify 5 for the # of Visible Lines:5) Make the field accessible to all Profiles through Field Level Security and then Click “Next”6) Do not add the field to any Page Layoutsuncheck all the page layouts. We will add it to a page layout later. Click “Save”.7) Repeat Step 1-6 for an Applica

37、tion Date Field, except select Date as the custom field type. Make the field visible to all profiles, but do not add it to any page layouts.Label:Application DateName:Application_DateType:Date8) Repeat Step 1-6 for a Contract Signed Field, except select Checkbox as the custom field type. Make the fi

38、eld visible to all profiles, but do not add it to any page layouts.Label:Contract SignedName:Contract_SignedType:CheckboxDefault:UncheckedDefine a Partner Account Page LayoutWe will now define a sample Partner Account Page Layout that will show a modified view of Partner Accounts. We will take the f

39、ields we just created and add them to this new Partner Page Layout.1) Navigate to the Account Page LayoutsSetup | App Setup | Customize | Accounts | Page Layout2) Click the “New” Button.3) Clone an Existing Page Layout that you would like to start from. IN this example, we are cloning the standard “

40、Account Layout”. Specify “Partner Layout” as the name of the new Page Layout. Click “Save”4) Click the “Edit” button to edit the Page Layout.5) Click the “Create New Section” button. To create a new section. Give the new section a name of “Partner Profile Attributes” and set the properties as shown

41、below. 6) The new section on the page layout will get added to the bottom of the page layout, drag and drop it to the second position, after the Account Information Section.7) Drag and drop the new custom Partner Profile fields you created earlier onto the new section. In or example, we are dragging

42、 the “Program, Application Date, and Contract Signed” fields onto new section. When you are done it should look something like the screenshot below.8) Click “Save” to save your changes.Define a Partner Account Record TypeNext we will define a Partner Account Record type that we will map to this new

43、Page Layout that we just created. First, we will create a “Customer” record type to use for customer accounts. Second, we will create a Partner record type for partner accounts.1) Define the “Customer” record type:Navigate to the Account Record TypesSetup | App Setup | Customize | Accounts | Record

44、Types2) Click the “New” Button.3) First youll want to create a standard “Customer” Account Record Type. If you already have a record type for standard Customer Accounts, please jump ahead to Step 5. Clone from the “Master” Existing Record Type, set the Record Type Name to “Customer”, and check the A

45、ctive flag. Finally, make the record type available to all your profiles. Also make it the default for your record types. Then Click the “Next” button. 4) Select the “Apply one layout to all profiles” option and select “Account Layout” as the layout that profiles will use for records that have the “

46、Customer” record type. Then Click the “Save” button5) Now we will define the “Partner” record type.Navigate to the Account Record TypesSetup | App Setup | Customize | Accounts | Record Types6) Click the “New” Button.7) Clone from the “Master” Existing Record Type, set the Record Type Name to “Partne

47、r”, and check the Active flag. Finally, make the record type available to your channel manager, system administrator, and partner user profiles. Make it the default record type for Channel Manager profiles (as shown below). Then Click the “Next” button. 8) Select the “Apply one layout to all profile

48、s” option and select “Partner Layout” as the layout that profiles will use for records with the “Partner” record type. 9) Click “Save” to complete the process.10) Optionally, you can modify the picklists for this record type. We will skip this step for our example because it is not relevant to the e

49、xample.Now, when you create a new Account, youll be prompted if you want to create a Customer or Partner Account (assuming you have access to both record types). If you only have one record type, you wont be prompted. This is why you may not want to make this record type available to your standard s

50、ales or support reps. A channel manager would see something like this:After selecting “Partner” as the record type, they will get the following page layout which has the new Partner Profile fields.When a user drills into an Account with a record type=Partner, they will see these Partner Profile Fiel

51、ds. Likewise, when a user drills into a record with record type=”Customer” they will not see these new fields.Configuring Deal Registration (Optional)To demonstrate the best practices for customizing your organization, we will use the example of setting up and configuring deal registration. Deal reg

52、istration helps to avoid channel conflict and rewards partners for registering deals early in their sales cycles through modifications to leads.Tip: The AppExchange offers a robust Deal Registration Program template that you may want to consider using. The following configurations are a more simplif

53、ied implementation of deal registration. If you are interesting in learning more about the Deal Registration Program template, please refer to the following URL: Deal Registration Program.Deal registration commonly follows a process similar to the following:1) A partner user creates a new lead.2) Th

54、e partner requests to have the deal registered.3) The channel manager is alerted to the requested deal registration.4) The channel manager checks to see if the deal is a duplicate. If it is, the channel manager either merges the duplicates or rejects the request. 5) The channel manager reviews the r

55、equest to ensure that the deal qualifies.6) The channel manager approves or rejects the request.7) The channel manager notifies the partner user.8) If approved, the partner continues to work the lead with the intent of converting the lead to an opportunity, and eventually closing the deal.You can co

56、nfigure each step to make it easier for your channel managers and partners. For our example, we will customize lead sharing, lead status values, custom fields, page layouts, lead processes, lead record types, lead assignment rules, and workflow. A complete deal registration process would also typica

57、lly include opportunity management, as well as reporting and forecasting.Lead SharingThe PRM portal is only effective at controlling access to leads if you set your organization-wide lead sharing to private. Below is a reminder of how to set lead sharing to “private”.1) Set Private Sharing on Setup

58、| Administration Setup | Security Controls | Sharing Rules | Org Wide DefaultsClick “Edit” in the “Organization Wide Defaults” section of the detail view.Configure Lead StatusYou may need extra values to the Lead Status field on leads. For example, when a partner requests a deal to be registered, you may want to change the status to &