Salesforce - Partner Relationship Records
The document defines how the ISV tracks partner interactions in Salesforce using a custom object called Partner Relationships (PR). PR has three record types—Company, Opportunity, and Digital Property—enabling many‑to‑many links between partners and ISV accounts, deals, or live digital assets. It establishes three core relationship categories (Referral, Influenced, Co‑sell) and specifies partner roles for Company PRs (Bidder, Influencer, Referral From) and Opportunity PRs (Referral From, Influencer, TBD). The design supports flexible reporting across dimensions such as all PRs for a customer, all PRs with a given partner, or all referral links. A key attribution rule states that when multiple partners refer the same opportunity, only the first partner (the designated Referral Partner on the Opportunity) receives formal referral credit. The document serves as a reference for consistent data entry, pipeline attribution, and partner program tracking.
Topics
Custom Partner Relationships Object: Three Record Types for Comprehensive Tracking
Introduces the Partner Relationships custom Salesforce object and its three record types—Company, Opportunity, Digital Property—designed to capture many‑to‑many partner links across accounts, deals, and digital assets.
Core Relationship Categories: Referral, Influenced, and Co‑sell
Defines the three primary relationship types used for partner program attribution: Referral (partner points ISV to an opportunity), Influenced (partner provides intel or guidance), and Co‑sell (joint selling effort).
Company Relationship Roles: Bidder, Influencer, Referral From
Details the partner roles applicable to Company PR records—Bidder (partner competing for work), Influencer (partner with potential sway over the account), and Referral From (partner alerts ISV to a prospective account).
Opportunity Relationship Roles: Referral From, Influencer, TBD
Explains the partner roles for Opportunity PR records—Referral From (partner brings the opportunity to ISV’s radar), Influencer (partner provides intel or influence on the deal), and TBD (role not yet identified).
Referral Attribution Rule: First Partner Receives Formal Credit
Specifies that when multiple partners refer the same opportunity, only the first partner (recorded as Referral Partner on the Opportunity) is granted formal referral credit or attribution.
Many‑to‑Many Tracking and Reporting Capabilities
Describes how the PR design enables flexible reporting and filtering across dimensions such as all PRs for a customer, all PRs with a specific partner, or all referral relationships from a partner.