Lead Management Tool Partner User Guide March 15, 2013 Confidential

Lead Management Tool Partner User GuideMarch 15, 2013

Confidential

Global Commercial ChannelsConfidential2

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


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


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


How to View a Lead


Log in to the PartnerDirect Portal

Log in at dell.com/partner


Navigate to Lead Management

Choose one of the “Lead Management” links available from your home page (these may vary

depending upon your region)


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


Select your View

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

The default view will be “recently viewed leads”


How to Accept a Lead

There are multiple ways in which leads may be assigned to a Channel Partner in the lead management tool:

1. Lead allocation from Dell marketing events or campaigns

2. Dell segment teams will route leads to channel through collaboration efforts

3. Partners can submit leads after a co-funded marketing campaign or event


Email Assignment Notification

When a lead is assigned to a Partner, an email 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


Accept from the Lead Detail Page

After clicking the link provided in the notification email, 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


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


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


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”


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


How to Reassign a Lead


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

Select the Lead you wish to reassign by clicking on the name. You will be directed to the lead detail page


Reassigning an “Accepted Lead”

From the lead detail view of an accepted lead, Select the “Reassign” button


Reassigning a “Lead Pending Acceptance”

From the lead detail view of a newly assigned, unaccepted lead, Select the “Reassign” button


Choose the User and Assign the Lead

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

Select the radio button of the user the lead should go to, and Select the “Assign” button


Viewing a Reassigned Lead

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

Reassigned leads will be visible in the “recent leads” summary view of your portal session with a partner lead

status of “reassigned”


How to Reject a Lead


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

Select Reject


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


Viewing a Rejected Lead

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

Rejected leads will be visible in the “recent leads” summary view of your portal session with a partner lead

status of “rejected”


How to Update a Lead


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


Select “Update Record”

Select the “Update Record” button


Update Record & SaveUpdate relevant information including the items highlighted

Select the “Save” button at the top or bottom of the page


Dell Status Fields Please do not edit the fields highlighted in Yellow, these are

Dell status fields and should not be changed


How to Convert a Lead to a Deal


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


Change the View to “All My Leads”

Select the “All My Leads” view

Select the lead that you wish to convert to a deal


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


Enter Your Deal RegistrationThe lead information will auto-populate to the deal registration

formComplete the additional required fields and submit for approval


How to Submit a Lead


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


Select a Campaign

If you wish to submit a lead for a campaign that is not listed please reach out to your channel team

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


Fill out the Lead FormAreas highlighted with a red bar are requiredAt least one phone number must be filled out

After completing this page of the form select “Next”


Submit the Lead

After completing the form select “Submit”


Lead Submission Confirmation Upon submission of the lead, you will receive 1) a web confirmation with a lead ID number, and 2) an email confirmation

1)

2)


Submit a Lead via My Customer


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


Select a Campaign

Choose the campaign you would like to submit the lead against, and click the “continue” button


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


How to Submit Multiple Leads


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


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


Download the Mass Lead Documents

1. Select “Click for the mass upload template” and save the template to your computer

2. Select the “Mass lead upload instructions – FAQ” and save the document to your computer

3. Follow the upload instructions to fill in the template with your lead information, and save the completed file to your computer

Global Commercial Channels

Mass Lead Upload Template

Confidential51

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


Upload the Lead File & Add CommentsUpload your completed lead file by selecting “Browse” and

then navigating to where the file is saved

Fill in any comments and then select “submit”


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 email confirmation

1)

2)


Questions?

Region Email Address

Americas (US & CA) [email protected]

Americas (Brazil) [email protected]

Americas (Other Latin America)

[email protected]

Americas (OEM) [email protected]

APJ [email protected]

EMEA Contact your Dell Field Marketing Manager

EM EMEA [email protected]

mailto:[email protected]




