About channel propensity and partner recommendations
Channel propensity tells you how likely an account is to buy through a channel partner. Partner recommendations name which partners from your own network are the best fit for that account. The two show up together, and they answer different questions.
A marketplace score says how likely the account is to buy on that cloud marketplace. Channel propensity says how likely the account is to buy through a partner. An account can be a weak marketplace buyer and still be a strong channel buyer.
Channel propensity
For each account, channel propensity is High, Medium, or Low. It sits alongside the marketplace scores you already use in Tackle Prospect.
Score | What is means | What to do |
High | This account is among the prospects most likely to transact through a channel partner. | Filter to High when you want to route the account through a partner early, before the deal is already in motion as a direct sale. |
Medium | A channel path is plausible. The account looks somewhat like companies that buy through a partner, with less confidence than a High. | Open the account and review the recommended partners before you decide the route. |
Low | A channel path is unlikely for this account, or Tackle does not have enough information about the company to say. | These are not the accounts to pull for partner routing. |
You use the score the same way you use a marketplace score. Filter the Prospect table by channel score, by a cloud score, or by both. Export the list. On an opportunity, read the score while the deal is still early and decide whether this one should go to a partner. In Salesforce, create a report using Channel Propensity Score to find those opportunities while the deal is still early. Partner recommendations are not in Salesforce reports or buyer signals; those names appear only on the Tackle for Salesforce widget.
Partner recommendations
Where channel is a fit, you also see recommended partners. These are partners you have already transacted with. They are drawn from your marketplace transactions with those partners, across the cloud marketplaces Tackle can see. They are not your full global partner list, and they are not pulled from Salesforce.
A recommended partner is the partner in that history whose past customers look most like the account you are looking at. Tackle groups the customers each partner has sold to by the kind of company they are, using traits such as country, industry, and company size. The account is compared with those groups. The partner whose customers are the closest match is listed first, then the next best matches, up to three. The top partner is marked Best match.
The name is a routing suggestion: which of your existing partners has already served a customer like this one. It is not a list of partners this account has already bought through.
Note: Partner recommendations are available when your organization has transacted with one or more channel partners. That history is what the names are drawn from.
An account with a High or Medium channel score and no names means Tackle does not have a partner match for that account in your transaction history.
If only one partner from your history matches, the Channel partners section shows that partner and the message Only 1 matching partner found.
View channel propensity in Tackle Prospect
In Tackle, go to the left menu and click Prospect.
On the Prospect pipeline scores page, review the Channel column for each account. Scores appear as High, Medium, or Low.
To focus the list, click the filter icon and set Channel Partner Score to High, Medium, or Low. You can combine this with a cloud marketplace score, such as Cloud Marketplace Score: High and Cloud Marketplace: AWS.
Click Clear All to remove filters.
Click an account row to open the account drawer. Under Channel partners, review Channel propensity and Recommended partners.
Export scored accounts and recommended partners
On the Prospect pipeline scores page, select the accounts you want to export, or select the box in the table header to select all.
Click the export icon.
The export includes channel partner recommendations, so the accounts you prioritized and the partner to contact stay together.
View channel propensity in Tackle for Salesforce
In Salesforce, open an opportunity.
In the Tackle widget, select the Prospect tab.
Under Channel partners, review Channel propensity and Recommended partners.
On the Salesforce buyer signals object, Channel Propensity Score is available for list views and reports. Use it to see which opportunities have a high propensity to transact through a channel partner while the deal is still early.
Note: Individual partner recommendations are not on Salesforce buyer signals. Those names are on the Tackle for Salesforce widget.
