Labra for Co-sell Onboarding

✅ Prerequisite

To use Labra for Co-sell, your company must be ACE eligible. Please see this article for more information on becoming ACE eligible.

With this pre-requisite completed, we can now check the steps for the implementation.

👨‍💻  To kick off, we will need the following stakeholders:  👩‍💻

• • AWS Administrator - to create IAMRoles for staging and production and attach policies
  • AWS Alliance Lead - to generate the policies
  • CRM Admin - to connect to and set up Labra in your CRM
  • Business team lead - to help set the default values and field mapping

➡️  Step 1: Onboarding Kick-off call

At the onboarding call, we will discuss the project implementation steps and answer any questions the team might have.

The following steps will be completed during our kickoff call if all stakeholders are present:

• Accept the invite to the Labra.io Platform.
• There, we will select the Co-sell option and jump to the Cloud settings.
  We will need:
  
  1. Cloud account details: SPMS ID, AWS Account ID, AWS Account name.
     To find these details prior to the call, Visit the APN Partner Central website and go to "View Partner Scorecard." The SPMS ID is in the top right corner of the page as "Partner ID."
     
     

     📒  Please note: Your company's AWS Alliance Lead is the only authorized person to view the Partner Scorecard. The AWS Alliance Lead manages strategic partnerships and collaborations to promote AWS cloud services and drive mutual success.

      

  2. Creating IAM ARN roles
  3. Generating IAM Policies
  4. Assigning IAM Policies to the Role
     
     

     📒  Please note: For steps 02, 03, and 04, please check this other article: AWS Cloud setup. This is to check beforehand what the process will be; the generation must be done in our call, as the correct links are unique per user and will be on your platform.

      

  5. Add the policies on the platform.

➡️  Step 2: CRM connection

1. 1. If your CRM is Salesforce, we will connect your Sandbox with the ACE Staging environment (using the IAMRoles and policies created in the last step).
      If it is HubSpot, we can connect to a sandbox or directly to the Production environment.
   2. After this connection, we will do the last step on the Cloud Settings: upload the AWS products and solutions spreadsheet.
   3. The ACE v14 update introduced AWS products and solution fields. The data will appear in your CRM, so you can select the product and solution while creating a Labra referral. We can download the spreadsheet together on the kickoff call, but it can only be attached after the CRM is connected.

➡️  Step 3: CRM configurations

Depending on your organization's schedules, security procedures, and CRM team availability, the CRM configurations can take from a few hours to more than a month (usually due to internal deployment schedules). A more specific timeline can be provided during the kickoff call, during which we will talk about this step.

In the most straightforward configuration, this is the order of the steps

• HubSpot:
  
  1. The process is straightforward; it doesn't require a package installation, just one to three one-hour calls with our team to configure the mappings and automation.
     
     • A business/sales team member and the CRM admin will be needed for this call.
     • On the day of the kickoff call, we will share the fields that require decisions so they can be worked on prior to the configuration call.
• Salesforce:
  
  1. Download the package.
  2. You will receive an installation manual, which your CRM team can use to check details on permission sets and other configurations. Our Salesforce team will be available for meetings to assist with installation and configuration.
  3. The package already includes the necessary flows, and after the basic configurations, all that is left is the part where the business/sales team will help: selecting the fields that will be mapped, the default values, and helping us understand the internal process so we can suggest the best practices to get the most out of Labra for Co-sell.

Salesforce has a lot of room for customization, and it depends on what flows and processes are already being used.

➡️  Step 4: Testing and moving to the production environment

• • The configurations from the last step are in your Sandbox environment and connected to the ACE Staging environment.
  • As soon as they're done, we will submit some test opportunities to ACE and ask them to send some back to guarantee everything is working as expected. This step depends on AWS, it usually takes around two business days, but it can take longer.
  • With the tests approved, we are ready to deploy the configurations to the Production environment.

➡️  Step 5: Connecting the Production environment

The final step will be to access our platform and change the connection from Staging to Production; it can be done in a 30-minute call.