Published at: 2026-09-17
Partner connect business scenarios and end-to-end process
Overview
Partner Connect supports three types of channel scenarios: business connectivity, communication and collaboration, and partner enablement.
How the process works
Partner Connect organizes work around the relationship between an upstream enterprise and its downstream partners. The main process begins with establishing a connection, followed by marketing and lead distribution. Partners then register accounts, advance opportunities, and complete transactions. Collaboration tools and reports support ongoing operations and performance reviews.
Three core scenarios
Business connectivity
Standard business connectivity extends sales automation to channel partners. Upstream and downstream users collaborate on partner onboarding, leads, accounts, opportunities, quotes, and orders throughout the lead-to-cash process. An upstream enterprise can add a partner that does not yet have a ShareCRM account, or use an invitation code to connect with a company that already has one.
Communication and collaboration
Upstream and downstream users exchange information through intercompany messaging, tasks, alerts, and announcements. Approval workflows, business workflows, and stage progression can include external participants, and workflow actions can send notifications to external users.
Partner enablement
Upstream companies use Partner Marketing, Partner Academy, and the Partner Service Center to provide campaign materials, training, and services. Partners acquire leads and advance opportunities in Partner Connect, then use sales briefs and sales funnels to manage performance.
End-to-end business process
Establish an enterprise connection
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Run partner marketing and acquire leads
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Submit, claim, and follow up on leads
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Check for duplicate accounts and register an account
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Register and advance an opportunity
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Create a quote, request a discount, and submit a sales order
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Collaborate, complete field activities, and review reports
Upstream and downstream handoffs
| Business stage | Upstream channel manager | Downstream partner user |
|---|---|---|
| Establish a connection | Add the connected company and contacts, approve the connection, and enable applications | Accept an invitation or add the upstream enterprise |
| Manage leads | Configure lead pool rules and assign or reclaim leads | Create, submit, claim, and follow up on leads |
| Manage accounts | Configure public account pools and retention limits, and review registrations | Check for duplicates, register, claim, or return accounts |
| Manage opportunities | Configure sales processes and approval rules | Register opportunities, complete stage tasks, and collaborate on follow-up |
| Manage transactions | Configure products, price books, and selling permissions | Create quotes, request discounts, and submit orders |
| Coordinate operations | Provide access to portals, workflows, and reports | Review tasks, messages, and business data |
Connection models
Standard business connectivity is designed for consistent partner onboarding and sales collaboration. Customized business connectivity uses PaaS capabilities to tailor the partner portal and business processes. Before selecting a model, define the partner type, division of responsibilities, and applications to be shared.