The
Partner Program
Partner Program
What % discount do our Gold partners receive to keep or pass on to their clients?
20%
What is the definition for Total Business Clients in Salesforce?
The total number of business clients that a firm is working with.
Who qualifies new accountants, bookkeeper and/or firms who are interested in Gusto's Partner Program?
Partner BDRs
What is SPI?
Sales Provided Information
This type of partner call is a unique opportunity to explore the health of the customer relationship and determine concrete ways to strengthen it. The core of the review is an analysis of the customer relationship in its current state.
Business Review
How often are revenue shares paid out to a Partner?
Monthly
How can I tell if a client is reward eligible? (IN SALESFORCE)
The “From Partner Program” check box on the clients payroll opportunity will be checked!
A firm is reaching out on behalf of an existing client on Gusto that needs help with an integration issue. Where would you direct them?
Accountant Care
If this needs to be escalated, #engagement-pass
What kind of credits can Partners earn when completing courses via Gusto Pro?
CPE!
The internal tool that allows us to review partnership vitals.
Tableau
In order to get credit towards Partner Program perks, how would a Partner need to add new clients to Gusto?
In order to receive incentives such as tier discounts or revenue share a Partner will need to utilize the “Add Client” button via their Gusto Pro account
How would you locate the Reseller Account record that's connected to a client opportunity in SFDC?
Command + F - "Sold by" in the client opportunity will have the Reseller account linked
A firm calls in because they accidentally created two accounts when attempting to add a firm member and now need their accounts merged. Should you pass this to Accountant Care or take the call
Take the call, review for ownership of duplicate accounts, and merge!
Name the four Partner tiers, the client thresholds for each and the discount/ revenue share %
Starter (1-2 clients) = 0% discount or revenue share
Bronze (3-14 clients added) = 10% discount or revenue share
Silver (15-49 clients added) = 15% discount or revenue share
Gold (50+ clients added) = 20% discount or revenue share
The three categories of reasons that we might reach out to our partners.
1. Noticed Something on Your Account, 2. Trends in the Industry, and 3. Gusto Updates
Define People Advisory
People Advisory is a fee-based consulting service you can offer clients in addition to your regular services. It allows you to pair your financial and regulatory expertise with people-focused advice in areas such as benefits, employee retention, and HR. In turn, this helps deepen your relationship with your clients and expand your revenue potential.
When searching for a Reseller account, it is best to use the firms what?
Domain name (ex: @bennettfinancials.com)
Two of the most common reasons a TTF get's rejected from Payroll Transfers include:
Describe the high-level differences between the compliance services vs advisory services that firms offer their clients
Compliance = accountants ensure their client's financial reporting is accurate and in line with current laws and regulations.
Advisory = accountants provide expert recommendations, options, and strategies to help business owners achieve their financial and operational goals.
The three slack channels that notify us about changes on our partner's accounts.
1. #partner-general-notification
2. #gpro-nps-and-churn-notifications
3. #partner-client-adds
What are the three different options that Partners have for billing?
1.Bill to client with rev share
2. Bill to client with discount
3. Bill to Partner at their tiers discounted rate
How could you verify if a Partner was eligible to receive free Plus plan for their firm?
They'd be needing to bring on a new client to Gusto every 12 months. View the Closed Won Date of their recent client adds using the “Last Client Add Date” field on the Reseller Account Page
A firm has a RFI that they've completed. It's been replied to, but the account is not approved and is blocking payroll. Where could you escalate this?
create a Financial Crimes Operations ticket on the account in SFDC and loop in your PE!
Take two minutes to create a pitch for the Partner Program ... ACTION!
Gusto's Partner Program allows you to offer your existing clients more services like payroll and benefits, but being a Gusto Partner can also grow your clientele by introducing you to new small and medium businesses who are in need of an accountant that can advise them on more than bookkeeping. For you, the benefit of being a Partner is not only growing your offerings and service with on-demand training and certification credits, but your revenue! Is that something you’d be hearing more about?
Questions that you can ask yourself, based on your resources, to help you prepare for a partner call.
What is their Practice Type? Full-service Accounting? Bookkeeping? Outsourced CFO)
How many locations do they have? One? Several? Virtual?
What is the main email domain - Unique to firm? Personal?
What Accounting Software do they use? QB? Xero? Aplos? Thomson Reuters?
How do they offer payroll? -Offered as a service? In house? Outsourced?
What other vendors do they offer in their tech stack? Other softwares?
How many employees do they have?
What industries do they service?
Do they use Gusto for their payroll? Which plan?
What is their Partner Status? Active Partner? Inactive Partner? Potential Partner?
How many total clients do they service?
When was their last add?
What tier are they on?
How many Gusto users do they have?
Is their Co Branding enabled (hint:check custom landing page)
When was their last user login?
When did they enroll in the Program? (hint: cohort date)
Have relevant notes on the firm been logged here in sales provided information?
Is sales engagement status up to date?
What is the account priority?
Who is the Primary Contact? Is this marked in SFDC?