Pipefy Partners ONBOARDING GUIDE 1
Welcome! Welcome to Pipefy's Partners Program Guide! First of all, we'd like to thank you for being a part of the team and congratulate you on your certification! You're now the newest member of Pipefy Market, our online marketplace for certified Pipefy Partners and Consultants all around the globe. This guide was specially developed to present all main information about lead registration, deal closing best practices, lead generation and commission payment with the goal of helping all Pipefy partners through the beginning of their journey. 2
Lead Registration Lead Indication As soon as you become a certified partner or consultant, our team creates a private pipe for you on Pipefy's Partner Organization. Only you and the members of Pipefy's Partner Team can access this pipe. The first step for adding a new lead to your exclusive partner Pipe is providing the following information: - Company Name; - Name of the contact at the company; - Address (street, number, etc.); - City; - State; - Country; - Zip code; - Preferential phone number; - Alternative phone number; - Contact email; - Company website; - Industry; - Number of employees; - Estimated annual revenue in dollars; After you do that you'll need to inform whether the lead was originated by the partner or a member of a Pipefy's team. If the lead was created by Pipefy, one of our team members will create the lead and select this option. We also ask that the partner informs an estimation of the potential annual revenue for this customer, in dollars, as well as the chances of closing this deal. 3
After this process is complete, the lead is registered on our lead database and no other partner will be able to register one with the same information. Right after the new card is created it'll be automatically assigned to one of the members of Pipefy's partners team, responsible for approving the lead. The reason why we ask for lead approval is to avoid registering duplicate leads and to make sure the suggested lead isn't already a paying customer on Pipefy. Also because there's a clause on Pipefy's Partner agreement that states that Pipefy can choose to help the partner when negotiating with companies with over 100 employees or that are included in Forbes 2000 List (a list with the 2000 largest companies in the world). In these cases, the commission remains the same (the same percentage). The only difference is that a member of Pipefy's team may collaborate with the partner to help with the negotiation. 4
If, for any reason, the lead is rejected, it'll be moved to the 'Rejected Leads' phase where the responsible partner will present the reason for rejecting it. A member of the partners team will also get in touch with the affiliate to explain why the lead was rejected. If the lead is approved, the responsible for it will move it to the "Approved" phase, where the sales and follow up process begins. The card will also be assigned back to the partner. Approved Leads As soon as a lead enters the "approved leads" phase, the partner can begin the sales process. In this phase the partner can indicate a date when he intends to make the first content as well as add a negotiation status. From here he can send the card to the next phases of the process: First contact, Demo, Follow up or Deal. It's important to state that, from this point on, the partner must close the deal with this lead in less than 90 days. After that, the lead will be considered archived and Pipefy's team will be responsible for reaching out to try and close the deal. First Contact This is the phase where the first contact with the lead occurs. Here the partner can include, after the contact, when will he/she present a demo of the product or even go to a presencial meeting. Demo/Meeting Scheduled In this phase we'll include the result of the demo/meeting and schedule our next contact with the lead in order to follow up properly on the opportunity and don't let it cool off. If the partner has already closed a deal he can move the card directly to the "deal" phase. 5
Follow up The follow up phase is when the partner gets in touch with the lead with the goal of closing the deal. The partner can add comments to the status field whenever he/she needs as well as edit the card's due date and don't let the lead go cold. As soon as the lead accept the offer to purchase Pipefy's licenses, all the partner has to do is move the card to the next phase where he'll register the deal. Deal This is where the partner will inform Pipefy of a closed deal. On the 'Deal' phase, the partner will create a pipe connection to the "Deals $" pipe, which is monitored by our partner team. 6
The partner will need to provide the following data: Deal ID: internal deal control code, built using the deal's registration date plus the first three letters of the partner's name plus the first three letters of the customer's name (ex. 01012001aaabbb); Partner: choose the name of the partner responsible for this deal; Customer: choose the name of the customer this deal refers to; Amount of licenses purchased on this deal; Duration of the acquired licenses (monthly or annual); Type of the acquired licenses (started, pro or business); Total deal value (per year) : the deal's total amount considering the yearly value (ex. 10 starter licenses on the monthly plan = 10 x 9 x 12 = U$D1.080,00); Payment method: Credit Card (customer): choose this option when the customer opts to pay Pipefy directly selecting the licenses on our website; Invoice (customer): choose this option when the customer pays Pipefy directly via invoice; Invoice (partner): choose this option when the customer pays the partner that passes the amount along to Pipefy; All other fields must not be filled by the partner - they're to be filled exclusively by Pipefy's Partner Team. After the partner provides the required information, he must save and add his/her email so that he/she will receive the commissioning information regarding that card. With the card created the partner can move the card to the "done" phase and the process will be finished. 7
From this point on, Pipefy will get in touch with the customer to double check the provided data as well as the payment date so that the licenses can be unlocked, As soon as the customer (or the partner) makes the payment, the deal will be qualified for commission payment. Payment dates Commission Every commission payment will be done by Pipefy on specific, pre-defined dates every three months. The deals closed in J anuary, February and March will be listed and forwarded to the partner before April 10th, with an invoice request for the payment of the total value of the commissions. The partner must send the invoice including the total commission amount before April 25th. It's important to note that the affiliate must send a single invoice with the sum of all deals commissions for this quarter. The commission payment will be finalized on April 30th. If Pipefy doesn't receive the invoice within the established standards before April 25th the commission will be accumulated to be paid at the next payment date. The deals closed in April, May and June will be listed and forwarded to the partner before July 10th, with an invoice request for the payment of the total value of the commissions. The partner must send the invoice including the total commission amount before July 25th. I t's important to note that the affiliate must send a single invoice with the sum of all deals commissions for this quarter. The commission payment will be finalized on July 31st. If Pipefy doesn't receive the invoice within the established standards before July 25th the commission will be accumulated to be paid at the next payment date. 8
The deals closed in July, August and September will be listed and forwarded to the partner before October 10th, with an invoice request for the payment of the total value of the commissions. The partner must send the invoice including the total commission amount before October 25th. It's important to note that the affiliate must send a single invoice with the sum of all deals commissions for this quarter. The commission payment will be finalized on October 31st. If Pipefy doesn't receive the invoice within the established standards before October 25th the commission will be accumulated to be paid at the next payment date. The deals closed in October, November and December will be listed and forwarded to the partner before January 10th, with an invoice request for the payment of the total value. The partner must send the invoice including the total commission amount before January 25th. It's important to note that the affiliate must send a single invoice with the sum of all deals commissions for this quarter. The commission payment will be finalized on January 31st. If Pipefy doesn't receive the invoice within the established standards before January 25th the commission will be accumulated to be paid at the next payment date. REFERENCE MONTHS NOTICE DATE INVOICE DEADLINE PAYMENT DATE JAN / FEB / MAR APRIL 10TH APRIL 25TH APRIL 30TH APR / MAY / JUN JULY 10TH JULY 25TH JULY 31ST JUL / AUG / SEP OCTOBER 10TH OCTOBER 25TH OCTOBER 31ST OCT / NOV / DEC JANUARY 10TH JANUARY 25TH JANUARY 31ST Commissioning Process Between the 1st and 10th of April, July, October and January, Pipefy will send emails to the affiliates containing the following information Deal ID; Commission amount to be received for that deal; Deadline for submitting the invoice; Payment date; With these information the partner will be able to create the quarterly commision invoice and send it back to Pipefy so he/she can receive the payment. 9
The commission invoices must be sent to fin@pipefy.com before the 25th of April, July, October and January. Invoice Template Pipefy offers an invoice template that the partners must fill in with their information and sent to fin@pipefy.com every time they request their commission fees. You can download the Invoice Template here. Help Every time the partner has any type of question, suggestion or complaint, he/she must fill in the partner contact form on Partners Help. 10