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Partner Relationship Management Roles and Responsibilities
To build a successful partner strategy, you must collaborate with various players both inside and outside of your company. Learn about the relevant players and their responsibilities so you know who can support as you design your ideal partner experience using Partner Relationship Management (PRM).
Required Editions
| Available for channel managers in Salesforce Classic and Lightning Experience in Enterprise, Performance, Unlimited, Developer Editions with Sales Cloud or Service Cloud. You must have at least one PRM add-on license. |
| Available for partners in supported Experience Cloud sites, accessed through Lightning Experience in Enterprise, Performance, Unlimited, Developer Editions with Sales Cloud or Service Cloud. A PRM add-on license is required for each partner user. |
| Role | Responsibilities |
|---|---|
| Vendors | Your company and its representatives are known collectively as a vendor of the goods or services that you provide. |
| Partners | Individuals who don’t work for your company, but with whom your company collaborates with to achieve business goals. You can collaborate and communicate with partners by building a partner site using Experience Cloud and adopting the PRM for Slack app. Through these interfaces, partners can track opportunities, get lead and fund approvals, learn insights into deal progress, coordinate marketing campaigns, and manage customer service cases. |
| Channel managers | Also known as channel account managers. The person or persons at your company who work directly with partners and manages the channels in which partners interact. Channel managers monitor deal progress, create partner incentives, and coordinate partner enablement. At some companies channel managers are also responsible for creating business accounts for partnering companies, or for creating partner users. |
| Salesforce admin | The person who can access Setup and customize Salesforce for your company. To get your company started with Partner Relationship Management and PRM for Slack, a Salesforce admin must give channel managers and partners access to PRM features. Salesforce admins also assign user roles to the channel managers, create partner accounts, and determine record security levels. Salesforce admins introduce features that help channel managers oversee partner activity and performance, such as productivity metrics. Salesforce admins also enable products and features in Salesforce that help partners be more productive in partner sites, such as sales, service, and marketing features. |
| Site developer | The person who uses Digital Experiences to build the Experience Cloud sites where partners complete their daily tasks. Site developers work with Salesforce admins and channel managers to customize workflows that support partner goals, activities, and needs. Sometimes site developers are also responsible for adding key documentation or collateral to partner sites. At some companies, Salesforce admins hold the role of site developer. |
| Slack admin or Enterprise grid admin | The person who can access Slack setup and customize PRM for Slack for your company. Slack admins manage permissions and workspaces in Slack and enable the app for installation on all Channel Manager workspaces. Enterprise Grid admins manage permissions and settings for the Slack Enterprise Grid licensed workspaces. Sometimes, the Slack admin, Enterprise Grid admin, and Salesforce admin are the same person. |
| Enablement team | The people at your company who design and run enablement programs. Channel managers should collaborate with this team if you are using Partner Enablement. |
