1. Lead Management Tool Partner User Guide March 15, 2013
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2. Agenda What is the Lead Management Tool? Setting up Your Company
View a Lead
Accept a Lead
Reassign a Lead
Reject a Lead
Update a Lead
Converting a Lead to a Deal
Submit a Lead
Submit Multiple Leads
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3. What is the Lead Management Tool?
Provides a single point of access for all of your Dell lead information
Receive and manage leads you receive from Dell easily on the PartnerDirect Portal
Add your own individual leads to
the system or use the mass
upload template after a Dell
co-funded marketing activity
or event
Leads can be converted to deal
registrations at the click of a
button
We wanted to create an intuitive way for our Partners receive and manage their leads through one interface. The Lead Management Tool allows Partners and Dell to see their leads at glance, this helps create a closer working relationship between segment teams and the channel.
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4. Setting up Your Company
To ensure effective lead routing, a Lead Super User must be set up by the Partner Account Administrator
Partner Administrators will simply check the box for the “Enable Lead Super User” option while editing a user on the PartnerDirect Portal My Company page
No leads will be assigned to the partner account until a Lead Super User has been identified
Super Users will be able to view and edit all leads assigned to their partner account, and they can assign these leads to individual users within their organization
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5. How to View a Lead
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6. Log in to the PartnerDirect Portal
Log in at dell.com/partner
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7. Navigate to Lead Management
Choose one of the “Lead Management” links available from your home page (these may vary depending upon your region)
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8. Navigate to “view my leads”
Lead Management Landing Pages will vary depending on your region. Navigate to the “view my leads” link on your page
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9. Select your View The default view will be “recently viewed leads”
Select your leads view from the Leads Home page.
There are several views to choose from, however, leads will only be visible after they have been assigned to you
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10. How to Accept a Lead
There are multiple ways in which leads may be assigned to a Channel Partner in the lead management tool:
Lead allocation from Dell marketing events or campaigns
Dell segment teams will route leads to channel through collaboration efforts
Partners can submit leads after a co-funded marketing campaign or event
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11. Email Assignment Notification
If you are not already logged into the PartnerDirect portal, you will be prompted to log in before viewing the lead.
Partners are expected to accept the leads allocated to them as soon as possible:
if you do not accept within 2 days, you will receive a reminder.
If you do not accept within 5 days, the lead may be withdrawn, and assigned elsewhere
When a lead is assigned to a Partner, an notification will be sent
You may click on the hyperlink in the message to be taken directly to the lead detail view, where you can review and accept the lead
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12. Accept from the Lead Detail Page
After clicking the link provided in the notification , you will be directed to the Lead Detail page
Here you may view the lead information and accept the lead by clicking on the “Accept” button
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13. Accept from a Lead View
You may also accept a lead by choosing it from the “All Leads Pending Acceptance” view on the Lead Home page
Select the Lead you wish to accept by clicking on the name, and you will be directed to the lead detail page
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14. Accept from the Lead Detail Page
After clicking the lead name from within the leads view, you will be directed to the Lead Detail page
Here you may view the lead information and accept the lead by clicking on the “Accept” button
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15. Accepting Multiple Leads
If you have many leads and wish to accept them all at once, you may do so from the “All Leads Pending Acceptance” view
Check the box(es) of the lead(s) that you wish to accept and then select the “Accept Channel Lead” button
You will receive this message if you are in a view other than “All Leads Pending Acceptance”
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16. Verify Acceptance
After clicking the “Accept Channel Lead” button, you will be returned to the “Recently Viewed Leads” view
You may verify the leads you just accepted, however, by changing to the “All Accepted Leads” view and sorting by the lead name or lead accepted date
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17. How to Reassign a Lead
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18. Reassigning a Lead
Lead reassignment is used to change lead ownership from one partner user to another, within the partner company
This can be done before or after accepting a lead, by choosing either the “All Accepted Leads” or “All Leads Pending Acceptance” view
Lead Reassignment may be used in the following ways:
Super users may use this process to assign leads to the appropriate partner users at the partner account
Partner users may need backup while out of the office and may choose to move a lead temporarily to another partner user
Partner users may be unfamiliar with the solution desired by the lead, and may choose to reassign it to a co-worker who may be better suited for it
Select the Lead you wish to reassign by clicking on the name. You will be directed to the lead detail page
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19. Reassigning an “Accepted Lead”
From the lead detail view of an accepted lead,
Select the “Reassign” button
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20. Reassigning a “Lead Pending Acceptance”
From the lead detail view of a newly assigned, unaccepted lead, Select the “Reassign” button
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21. Choose the User and Assign the Lead
Select the radio button of the user the lead should go to, and Select the “Assign” button
Only partner users assigned Lead Management access will appear in the list. If you believe a user is missing, please contact your Partner Administrator for assistance
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22. Viewing a Reassigned Lead
Reassigned leads will be visible in the “recent leads” summary view of your portal session with a partner lead status of “reassigned”
If you click on the lead to view it, however, you will receive an insufficient privileges error since you are no longer the lead owner
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23. How to Reject a Lead
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24. Select Reject
While viewing the details of a newly assigned lead, you may determine that you are not interested in following up.
If you do not wish to reassign the lead to another user at your company, you may click on the “Reject” button to reject the lead.
Taking this action will remove you as the lead owner and return the lead to Dell for reassignment
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25. Choose Rejection Reason & Save
After clicking the “Reject” button, you will be required to choose a rejection reason from the drop down menu
Select “Save” to complete the Reject lead process
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26. Viewing a Rejected Lead
Rejected leads will be visible in the “recent leads” summary view of your portal session with a partner lead status of “rejected”
If you click on the lead to view it, however, you will receive an insufficient privileges error since you are no longer the lead owner
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27. How to Update a Lead
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28. Select the Lead
Once you have accepted a lead, follow up with the customer and update the lead record with status and any new information from the customer
From the “All Accepted Leads” view
Select the lead that you wish to update
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29. Select “Update Record”
Select the “Update Record” button
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30. Update Record & Save
Update relevant information including the items highlighted
Select the “Save” button at the top or bottom of the page
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31. Dell Status Fields
Please do not edit the fields highlighted in Yellow, these are Dell status fields and should not be changed
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32. How to Convert a Lead to a Deal
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33. Convert to Deal Criteria
A lead must meet the following criteria to be converted to a Deal: 1) Called Customer = Yes, 2) Sales Qualified = Qualified, and 3) either the “Related Contact” or “Account” fields must be populated
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34. Change the View to “All My Leads”
Select the “All My Leads” view
Select the lead that you wish to convert to a deal
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35. Select the “New Deal Reg” button
Select “New Deal Reg”
Select the “New Deal Reg” button
If the convert to deal criteria are not met, the “New Deal Reg” button will not be available. If this occurs, please contact your channel account team for assistance
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36. Enter Your Deal Registration
The lead information will auto-populate to the deal registration form
Complete the additional required fields and submit for approval
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37. How to Submit a Lead
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38. Navigate to “Register a Lead”
Lead Management Landing Pages will vary depending on your region. Navigate to the “register a lead” link on your page
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39. Select a Campaign
On the Lead Generation Interface page, scroll through the campaigns and select “Submit Single Lead” for the campaign you wish to add the lead to
If you wish to submit a lead for a campaign that is not listed please reach out to your channel team
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40. Fill out the Lead Form Areas highlighted with a red bar are required
At least one phone number must be filled out
After completing this page of the form select “Next”
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41. After completing the form select “Submit”
Submit the Lead
After completing the form select “Submit”
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42. Lead Submission Confirmation
Upon submission of the lead, you will receive 1) a web confirmation with a lead ID number, and 2) an confirmation 1) 2)
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43. Submit a Lead via My Customer
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44. Submit a Lead via My Customer Page
Selecting the new lead option from the My Customer page, will direct you to a lead generation interface page with a list of available campaigns
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45. Select a Campaign
Choose the campaign you would like to submit the lead against, and click the “continue” button
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46. Fill in the lead details & submit
The existing “my customer” information will auto-populate to the new lead form. Continue filling in the lead details and click submit
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47. How to Submit Multiple Leads
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48. Navigate to “Register a Lead”
Lead Management Landing Pages will vary depending on your region. Navigate to the “register a lead” link on your page
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49. Select a Campaign
On the Lead Generation Interface page, Scroll through the campaigns and select “Submit Multiple Leads” for the campaign you wish to add the leads to
If you wish to submit a lead for a campaign that is not listed please reach out to your channel team
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50. Download the Mass Lead Documents
Select “Click for the mass upload template” and save the template to your computer
Select the “Mass lead upload instructions – FAQ” and save the document to your computer
Follow the upload instructions to fill in the template with your lead information, and save the completed file to your computer
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51. Mass Lead Upload Template
The mass lead upload excel template contains the same fields available on the single lead submission form. Use this template when you wish to submit multiple leads at one time, such as after a co-funded marketing event
Template Notes:
Mandatory fields are marked in yellow and orange
Fields requiring pick list choices are marked for your reference
Fill in all the fields possible based on the information captured from each lead
Save your lead file with a unique name and close it before uploading to the portal
To avoid errors do not resubmit the same file more than once
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52. Upload the Lead File & Add Comments
Upload your completed lead file by selecting “Browse” and then navigating to where the file is saved
Fill in any comments and then select “submit”
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53. Lead Submission Confirmation
Upon submission of the lead, you will receive 1) a web confirmation with a Mass Lead Upload Request ID number, and 2) an confirmation 1) 2)
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54. Questions? Region Email Address Americas (US & CA)
Americas (Brazil)
Americas (Other Latin America)
Americas (OEM)
APJ
EMEA
Contact your Dell Field Marketing Manager
EM EMEA
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