Lead Management

Administrative Permission Required

Administrative permission is required to access the ZiftONE Settings. For more information, contact your supplier's point of contact.

Overview

ZiftONE Channel Sales features include Partner Locator, Deal Registration. Lead Distribution, Lead Registration, and Opportunity & Pipeline Management. Qualified leads are a valuable resource that often results in the sale of a product or service. Partners qualify leads through sales marketing activities within campaigns with ZiftONE enabling visibility and tracking across the lead lifecycle.

Lead Management settings for your partner portal automate some of the processes of lead management, helping you gain efficiency and save time:

• Auto-registration rules automate the process of registering leads to supplier organizations quickly, based on compliant rule sets. When lead auto-registration is enabled, new lead registrations are processed when leads are created or updated using supplier or partner-managed auto-registration rules. Note: The lead registration process does not comb through the pre-existing leads in the partner account.
• When leads are distributed from suppliers, you can turn on lead Auto-Accept to automatically accept leads and allow them to flow from your supplier directly into your CRM without intervention or additional clicks.
• Default lead notifications allow you to designate which partner users and/or sales reps should receive email notifications in support of lead management. Note: email notifications are not sent if Auto-Accept is on for distributed leads.

The procedures below explain how to configure your lead management processes.

Contents

Click on the + to expand the instructions for the desired task.

Auto-Register Leads with Your Supplier

Automatically register any new or updated leads with suppliers if they match pre-defined criteria. Registering leads shares the lead details with the supplier on the ZiftONE platform and any integrated systems, such as a customer relationship management (CRM) system.

Any leads that are associated with companies you have ignored will not be auto-registered. You can ignore companies in the Companies page.

1. Navigate to > Settings.
2. Select Lead Management in the left hand sidebar.
3. Go to the Auto-Registration area. By default, this setting is disabled for your portal. 
4. To use the rules that your supplier configures on your behalf, select Supplier Managed. You can click show rules to show what is currently in place.
5. To use your own rules, select Define My Own Rules.
6. Click show rules to open the rule definition section.
7. Use the fields to define the conditions for the rule.
8. [Optional] Click Add new rule to define more rules in this group (joined by an AND operator - all individual rules in a group must match for the group to match). 
9. [Optional] Click Add new group of rules. Each group of rules is separated by an OR condition. A lead will only be registered if all of the rules in one or more groups are true. 
10. Click Save.

Note

If there are conditions that must be met for all leads, you should add these as a rule to each rule group you define. 

Auto-Accept Leads

To improve efficiency, you can configure ZiftONE to automatically accept leads for you. This allows the leads to immediately be passed on to other systems, such as your CRM, without requiring any manual intervention. 

Notes

• Auto-Accept should ONLY be used for partners with CRM connections.

• When leads are auto-accepted, Lead Notification emails are not sent.

1. Navigate to > Settings.
2. Select Lead Management in the left-hand sidebar.
3. Go to the Auto-Accept area.
4. Check the box against any suppliers whose leads you want to accept automatically.  

Default Users to Receive Lead Notification Emails

To optimize lead management, you can designate which partner portal users and/or external sales reps should automatically receive lead notification emails from your supplier. This allows you to channel leads from each supplier to certain people - they will receive email notifications about new leads and can reassign the leads appropriately.

Note

This setting does not apply when Auto-Accept is set to On for leads - email notifications are not sent for auto-accepted leads.

1. Navigate to > Settings.
2. Select Lead Management in the left hand sidebar.
3. Go to the Default Lead Notifications area.
4. In Users, select the user or users in your organization who will receive the emails. The list shows the users you've got configured for your account under > Settings > Manage Users. 
5. [Optional] In Sales Reps, select the sales rep or reps who will receive the emails. The list shows the sales reps you've got configured for your account under > Settings > Sales Reps.
6. [Optional] Click add user or add sales rep to add a new person to either list of email recipients.
7. In Assigned by supplier, note that the supplier has nominated a default user to receive lead notification emails. 

When your partner account is set up, ZiftONE assigns users as the default lead notification recipient using this logic:

• The first user added to a partner account is automatically identified as the default lead notification recipient.
• If the setting is removed for the first user, the next user to be added to the account is designated as the recipient.
• If there's at least one user already flagged for Default Lead Notifications, subsequent users added to the account don't have the setting enabled automatically.

 Training

Related Topics

• Manage Users
• Sales Reps
• Manage Leads
• How to Set Up CRM Connection Settings