Inbound and outbound deals

Every deal in Co-sell has a direction. It records who started the deal: you, taking an opportunity to a partner (outbound), or a partner, bringing one to you (inbound).

Switch between them with the Outbound and Inbound tabs at the top of the Co-sell Pipeline page. Each tab has its own tiles, filters and counts.

Outbound is the default tab. It holds the opportunities you are bringing to partner programs:

•  Opportunities from Salesforce or HubSpot, once your CRM is connected (see Connecting your CRM).

•  Deals you create with New Deal.

From an outbound deal you can:

1. Register it with a partner program, to claim deal protection and co-sell support. See Registering a deal with a partner.

2. Share it with Microsoft: choose Share in the deal, or Share with Microsoft from the row's Actions menu, then Share.

The tiles on this tab show total deals, active pipeline, closed won deals and won revenue.

Inbound holds referrals partners send you:

•  Referrals from Microsoft and AWS arrive here once those partners are connected. From Microsoft, these are referrals tagged Celeritic in Partner Center. From AWS, they are engagement invitations sent to you. Microsoft referrals arrive only if your organisation connected Microsoft before new Microsoft connections were paused. See Connecting your partners.

•  To add a referral that reached you some other way (an email or a call), choose Log Referral on the Inbound tab.

The tiles on this tab show referrals, active pipeline, referrals accepted and referred value.

A Microsoft referral waits for you to accept it. The Accept status column shows To accept or Accepted. For referrals from anywhere else the column is blank, because there is nothing to accept.

1. Open the referral and choose Accept referral.

2. If you have a CRM connected, tick Save to CRM to create the opportunity there as well, and pick the CRM if you have more than one.

3. Choose Accept deal.

Accepting tells Microsoft you have taken the referral (using the Microsoft connection your organisation made before new connections were paused) and moves the deal to the next stage. If Microsoft or your CRM could not be updated, the dialog says which one. The stage still moves on in Celeritic.

•  When you create a deal, the direction follows the tab you are on: New Deal on Outbound, Log Referral on Inbound.

•  When you import a spreadsheet, the direction column sets it for each deal. A deal with no direction is treated as outbound.

•  Deals that come from your CRM are outbound; referrals that come from a partner are inbound.

•  An owner or admin decides which partners and features you can see. Ask an owner or admin for access if you cannot see Co-sell or a partner's deals.

•  Direction only records who started the deal. Only Microsoft referrals need to be accepted.