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SOP: Partner Onboarding (Sales)

Overview

When onboarding a new partner, an mNDA is always required.

Once you’ve had an initial discussion and are ready to move forward, begin the Partner Onboarding process in HubSpot by creating a new Partner Onboarding deal to initiate the workflow.

Important: No orders can be processed until the partner is fully onboarded.
This is especially crucial in the United States due to tax compliance requirements.

HubSpot Workflow Stages

  • Move the onboarding deal to Qualified & Send mNDA – Daisy will send the mNDA to the partner.
  • Once you’re ready to transact or there is a live opportunity, move the deal to Request Information.

At the Request Information stage:

  • Sonal will send the onboarding form (unless Sales specifies otherwise).
  • You may receive an automated HubSpot reminder to send the onboarding link, this can be ignored unless you’re managing the process directly.
    • If you are, inform Daisy/Sonal so they know no further action is needed from them.

Contracts

In parallel, determine the type of partnership and required agreement:

  • Is the partner a Channel Partner, a Referral Partner, or another relationship type?
  • You must clarify this before onboarding begins.
  • Ask Daisy to send the relevant contract for signature.
  • If the partner requests we sign their MSA, send it to Jon/Daisy for review.
  • The deal can be moved to Contract Review while negotiations are ongoing.

Information Required by Finance

Once the partner completes the onboarding form, it will automatically be sent to Sonal and Daisy.

Sonal will update HubSpot with the details.

Finance requires the following to complete onboarding:

Sales Contact – Name, Email, Phone, Job Title

  • Finance Contact – Name, Email, Phone, Job Title
  • Physical Address
  • Billing Address
  • Payment Terms
  • Invoicing Currency
  • Business Registration Number
  • Tax ID / VAT
  • W9 Form
  • Resale Certificate
  • Bank Details
  • Credit Report (Finance will perform a credit check)

Once all information is collected, Sonal will mark the deal as “Onboarding Complete.”

Note: Until Finance marks the partner as “Onboarded,” no deals can be closed and no orders processed.