How Partner Connect Helps Vendors and Partners Integrate Shared Business

Selling with Your Partners, Not Through Them

Strategic partnerships between vendors and partners can play out in a multitude of ways. For vendors and partners who sell shared solutions to customers collaboratively, managing deals across companies can become tedious. Manual steps, multiple points of contact, and incompatible technology introduce inefficiency for sellers and reduce selling velocity.

Partner Connect streamlines collaborative selling by giving visibility on shared deals while vendors and partners work in their own Salesforce orgs. Partners users can log in to the vendor's Experience Cloud partner site, peruse the account, opportunity, lead, contact, or case that the vendor has provided access to, and select records of interest (1). Then a partner can securely export selected records to the partner's own Salesforce org (2). Partner Connect uses MuleSoft that leverages external client services to secure the data exchange.

Vendors set the tone of the collaboration by establishing which objects and fields are shared and which partner users are allowed to export records. Because Partner Connect honors the vendor’s sharing settings, partners export only records that they can access on the partner site.

Tracking How Shared Business Evolves

Vendors and partners must work and track deals independently. Partner Connect doesn't keep shared records in sync across orgs. Instead, after a vendor record is imported into a partner org, each version evolves on its own. Sellers at both companies set their own stages and deal sizes. And sales leaders at both companies can track and analyze their own deal progress.

But vendors and partners also crave visibility into their collaborators' side of the business. To achieve the visibility necessary to sell together effectively, Partner Connect provides vendors and partners with a read-only glimpse of their peers' version of the shared deal.

Vendors and partners share only the fields that they agree to integrate. Each company integrates only the data needed for the partnership.

Supporting Unique Selling Relationships

Partner Connect provides the flexibility to nurture multiple vendor-partner relationships and to assume the role that best aligns with your arrangement.

It’s also possible to play the role of vendor in some connections while playing the role of partner in others. Your only limitation is that you can’t connect to the same org as both a vendor and partner.