Overview
A partner lead tracker helps partner marketing managers keep partner-sourced leads out of scattered spreadsheets, shared docs, and vague referral notes. This playbook installs a structured tracker and partner rules document so Juno can review referral source, partner status, fit, owner, and next action in one recurring workspace.
Use it when referrals arrive from agencies, technology partners, affiliates, resellers, co-marketing campaigns, customer introductions, or event partners. The boundary is deliberately narrow: Juno replaces the partner referral spreadsheet, not a full CRM, partner portal, attribution platform, or automated routing system.
Why you should make partner referrals reviewable
Partner-sourced leads often carry useful context that ordinary lead intake misses: who referred the account, why the partner thinks it is a fit, whether the partner should stay involved, and who owns the next move. When that context lives in a spreadsheet, it gets stale quickly.
Salesforce describes lead management as a staged process from capture through qualification and conversion in its lead management guide. Partner referrals need that same staged discipline, plus a clear view of partner source quality and owner accountability.
This playbook gives the partner marketing manager a lightweight operating rhythm. The tracker shows which referrals are new, qualified, blocked, stale, duplicate, missing an owner, or ready for sales or partner follow-up. The rules document keeps the review standard visible, so the team is not re-deciding fit from memory every week.
Step-by-step
- 1Confirm the brand, partner program focus, partner sources in scope, referral status language, owner rules, and good-fit criteria.
- 2Install or reuse the Partner lead tracker with enough structure to record partner, referral source, account, contact, partner status, referral stage, fit, owner, next action, evidence, and notes.
- 3Capture the partner rules in a short document so repeated reviews use the same fit, status, owner, and escalation standards.
- 4Add or update rows from pasted referral notes, partner lists, exports, workspace tables, or prior review material, preserving source evidence instead of leaving decisions in chat.
- 5Review each active referral against the rules, marking strong-fit rows, owner gaps, weak-fit referrals, duplicates, stale rows, and leads that need partner-manager review.
- 6Summarize the few actions that matter before the next partner review: sales-ready referrals, partner follow-ups, blocked rows, stale sources, and decisions the owner needs to make.
Frequently asked questions
Does this replace a CRM?
No. It replaces a partner referral spreadsheet for the recurring workflow of reviewing source, status, fit, owner, and next action. CRM sync, assignment automation, and notifications are separate workflows.
What inputs are needed?
Bring the partner program focus, partner source types, referral statuses, fit rules, owner expectations, and any existing referral rows or notes. The installed tracker is still useful before the first rows are added.
How often should we run it?
Run it before a partner lead review or after a partner campaign sends a batch of referrals. Weekly works for active programs; monthly is enough for slower partner motions.
Can it handle different partner types?
Yes. Use the partner source and partner status fields to separate agencies, affiliates, technology partners, resellers, co-marketing partners, customer referrals, or event partners without broadening the workflow into full partner program reporting.