How to build partner onboarding

What matters here

• Start from the signed agreement. A partner set up from an email has terms nobody can find later.
• Create the partner once, in the CRM, and copy it to the portal with the same id. Two hand-made records drift.
• Give each named contact access on the day the agreement is signed. Three weeks of silence loses partners.
• Assign the first training straight away. A partner who can't sell your product yet will sell someone else's.
• Name a partner manager the same day. A new partner with no human contact assumes nobody is there.

Who this is for

You run partner or channel operations. New partners are set up by hand across the CRM, the partner portal and the training system, and the first weeks depend on who remembers what.

How it works in practice

From the agreement being signed to the partner selling.

1. 1

   The partner agreement is signed

   The signature, not an approval email, starts onboarding, and the agreement's terms come with it: tier, discount, territory.

2. 2

   The partner is created in the CRM

   As a partner account, linked to the agreement, with the tier and terms as fields rather than notes.

3. 3

   The same partner is created in the portal

   With the CRM's id, so the two records are always one partner.

4. 4

   Each named contact gets access

   Portal login, the partner's deal registration form, and the first training assigned in the learning system.

5. 5

   A partner manager is assigned and told

   By territory or tier, in Slack, with a first check-in booked for week one.

6. 6

   Progress is watched for thirty days

   First login, first training finished, first deal registered, with a nudge when one hasn't happened.

Paste these into Claude Code or Codex with the Tray Headless plugin installed. Each stage runs on its own. The systems named in them are the worked example rather than a requirement, and every prompt says so.

Once per project, run /tray-workflows:set-workspace to pick the workspace these build in. Point it at a sandbox first.

1. 1

   Read what the agreement holds

   The terms have to be fields, not a PDF somebody remembers.

   Headless skills build-workflow

   Copy

   Use build-workflow. The systems in play are DocuSign, Salesforce,
   Impartner, Docebo and Slack, or whatever we run in those seats. Before
   you plan anything, tell me which of them are already authenticated in
   the workspace.
   
   Look at the last five signed partner agreements. List what each holds
   that onboarding needs: partner company, tier, discount or referral
   rate, territory, products, named contacts and their roles.
   
   Tell me which of those are form fields in the envelope and which are
   only in the document text. The ones only in the text become fields
   before we build anything else.

2. 2

   Create the partner once, then copy it

   Two hand-made records drift within a month.

   Headless skills build-workflow tray-gotchas

   Copy

   Use build-workflow and tray-gotchas. When a partner agreement is
   completed in DocuSign:
   
     Find or create the partner account in Salesforce. Match on domain
     first, so a company that is already a customer becomes a partner
     too rather than a duplicate
     Set the tier, rate, territory and products from the agreement, and
     link the envelope
     Create the partner in Impartner with the Salesforce account id as
     its external id
   
   From then on, the CRM is where tier and terms change. When they do,
   update the portal. Never the other way round.

3. 3

   Give every named contact access

   Three weeks of silence loses partners.

   Copy

   For each named contact on the agreement, create them as a contact on
   the partner account, give them a portal login, and enrol them in the
   first training path for their role in Docebo: sales, technical or
   both.
   
   Email each one their login and what to do first, from the partner
   manager's name rather than a no-reply address.
   
   If a contact's email domain doesn't match the partner's, stop and ask
   the partner manager before giving access.

4. 4

   Name a manager, then watch the first thirty days

   A partner with no human contact assumes nobody is there.

   Copy

   Assign a partner manager by territory and tier from a table partner
   operations owns. Tell them in Slack with the partner, the tier, the
   contacts and the agreement, and book a first check-in in week one.
   
   For thirty days, check: first portal login, first training finished,
   first deal registered. If any hasn't happened by day ten, tell the
   partner manager. Report weekly how many partners onboarded and how
   many reached each step.

   Days from signature to first registered deal is the number that says whether onboarding works.

What it connects to

The agreement is the start. The CRM holds the partner, the portal shows it to them.

Named systems are the ones most teams run, not the only ones that work. Each is an authentication in your Tray workspace, referenced by name, so the workflow never holds a credential. Where we have a connector page, the name links to it.

Questions people ask

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