Channeltivity's Lead Distribution module allows you to assign sales prospects to your Partners and Distributors while tracking their progress. It also streamlines the Lead management process, ensuring opportunities are followed up on efficiently.


To support different sales workflows, the module offers flexible configuration options for closing Leads. Depending on your program’s needs, Partners and Distributors can either convert Leads into Deal Registrations, mark them as Won without creating a Deal, or have the option to do both. These settings give you control over how Leads are managed and closed, ensuring accurate tracking while adapting to your program’s unique requirements.


Distributing Leads:


Leads can be distributed to Partners and Distributors using any of the following methods:

Lead Entry Form 


 

Converting & Closing Leads:


Once the Lead is in Channeltivity and assigned to a User, the User is notified via email (and in the portal system messages) that a new Lead has been assigned to them. The User will need to log into the portal and open the Lead to view the Lead's details. Why are the Lead details hidden from the Partner until they open the Lead?
Leads Lister Page 


Once the User opens the Lead, they can take the following actions:
  • View/update the Lead's details by clicking the "Edit" button in the top right. 
  • Use the "Convert to Deal Registration" button to convert the Lead to a Deal Registration. 
  • Use the "Actions" menu to:
    • Reassign the Lead to another User within their Organization.
    • Close the Lead by setting it to Lost if there is no potential business opportunity.
    • Close the Lead by setting it to Won without converting it to a Deal Registration if the Lead Distribution Module Settings are configured to allow for it. 
Lead Details Page


If they choose to convert the Lead to a Deal, the system will prompt them to complete the Deal Registration form, which includes the following: 

  • Prospect Details - End-User customer account and contact information 
  • Deal Details - The standard fields include Deal name, Amount, Stage, and Close Date, but you can add additional custom fields for Partners to complete. 

Convert to Deal Screen


If there is no potential business opportunity, they can close the Lead and select a Lost Reason, which will update the Lead's Status from Open to Closed Lost. 

Close Lead (no Deal) Lost Reasons Screen 



If the Lead Distribution Module Settings are configured to allow for marking Leads as Won without converting them to Deal Registrations, the User can close the Lead and mark it as Won, which will change the Lead's Status from Open to Closed Won. 


Lead Details - Closed Won Lead Status


Lead Reporting: 


Both you and your Partners and Distributors can generate reports from the Leads lister page using the custom reporting features listed in this article: How do I use Dynamic Reporting to create custom reports and Views? .


Key Points to Note:

  • Partners and Distributors can only view and report on their own assigned Leads.
  • Internal Users can see and generate reports for Leads across all Partners.
    • Partner Managers (Internal Users with Partner Manager access to the Leads module) can only view and report on Leads assigned to their designated Partners.



FAQs


Can Leads be assigned to Distributor Users? 

Yes, with the Distributor functionality enabled, you can assign Leads to Distributor Users. However, the Users must be assigned to a Distributor Group that includes one of the below Lead Distribution permissions in order to receive Leads. 

  • View All Leads - Allows Users to view and manage all Leads within their Organization. 
  • Receive Leads- Allows Users to only view and manage Leads assigned to them directly. 





Related Documentation: