Role Fundamentals
CAS stands for this
What is Client Accounting/Advisory Services?
These are the 5 main categories for tiering in SFDC
What is Tier 1, Tier 2, Tier 3, Tier 4, & Tier 5?
Hunters should sync with SDRs at this recommended cadence to align
What is weekly?
This is the Account Status for a partner who is actively referring clients to you
What is Partner Referring?
This module automates employee app access on Day 1.
What is App Management?
The primary mission of the Hunter role.
What is identifying, activating, and converting new partner firms into consistent referrers?
Your FY26 book makeup does not include this size of firms
What is National or IPA 500?
The most important topic to align on during SDR syncs.
What is next week's account list + target personas?
A healthy partner relationship should generate at least this number of referrals per quarter
What is 2-3 referrals?
This Rippling product is most commonly paired with CAS services because it reduces payroll admins and errors.
What is Payroll?
Hunters handoff books to Expansion AEs after this period of time
What is 12 months?
These three sources should always be reviewed when scoring an account.
What are LinkedIn, the firm's website, and Salesforce?
The CAE goes deep; the SDR is responsible for doing this.
What is going wide across the firm?
This metric reflects whether you're expanding a firm's influence across decision-makers.
What is multi-threading/persona engagement?
This core capability ties all Rippling modules and data together.
What is the Unified Employee Graph?
Workforce Advisory can be described as this
What is guiding clients on HR strategy, compliance, and workflow optimization (using Rippling)?
This field in Scratchpad must be updated to reflect why an account belongs in your book.
What is Current Situation?
When multiple contacts engage with marketing content, SDRs should shift to this strategy.
What is multi-threading?
This metric tells you whether a partner is producing consistently over time.
What is repeat referral rate?
This Rippling feature enables CAS teams to create customized reporting dashboards for clients.
What is Customer Reporting/Analytics?
The exit criteria from PS1 - PS2 is this:
What is Authority, Need, Timeline, Next Steps, and Target?
If your contact has a Tier 2 engagement score and is a warm referrer (referred L12M), this is the recommended meeting cadence
What is monthly?
SDRs can significantly improve Hunter outbound performance when they share these two critical insights during weekly syncs.
What are persona engagement signals and intent/activity patterns?
This is the first milestone that indicates a partner is engaged.
What is PS1 > PS2 (qualified partner meeting completed)?
This key change moved Partner access to be a part of the Rippling product in the left nav vs. a separate entry-point.
What is Partner as an App for the CCC?