The
Partner Program
Partner Program
In order to get credit towards Partner Program perks, how would a Partner need to add new clients to Gusto?
Clients Tab → "Add Client"
Home Landing Page → "Add Client"
In Salesforce Lightning, what object type should you select when searching for a Reseller record, and how do you confirm it’s actually a reseller?
Search as an Account and confirm Account Record Type = Reseller.
Which team owns implementation and helps firms onboard their clients after a deal is signed?
The Onboarding Center of Excellence (OCE).
Most sales happen between how many touches?
Between 5–12 touches — consistency matters. The science is sticking with a sequence long enough to break through, not stopping after 2–3 touches.
This cohort member’s favorite band is Switchfoot — and if you’ve ever heard “Dare You to Move”, you’ve heard their go-to jam.
Em
What % discount do our Gold partners receive to keep or pass on to their clients?
20%
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!
You’re prepping for a scheduled QBR with a Partner. Where do you go to find the latest QBR deck template to customize for your account?
Seismic → Sales Hub → Partner Sales resources/QBR folder.
What does “managing and building your pipeline” actually mean in practice?
Keeping your Salesforce opps clean and current, adding new opportunities each week, logging next steps, and balancing top-of-funnel creation with moving deals forward. It’s the science of ensuring enough volume and accuracy to hit plan.
Most likely to jump out of a plane
Charles
What are the three different options that Partners have for billing?
Bill to Client with Revenue Share → Client pays Gusto directly, Partner earns monthly revenue share.
Bill to Client with Discount → Client pays Gusto directly, receives the Partner tier discount.
Bill to Partner at their Tier-Discounted Rate → Partner pays Gusto, then bills clients as they choose.
You’re reviewing a client opportunity and need to confirm which partner is credited. Which fields in Salesforce should you check, and where do you find them?
Check the “Sold By” and “Referred By” fields on the Opportunity record, or from the Reseller Account under the Opportunities (Sold By / Referred By) section. (COMMAND + F) !!
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
PLAY - this should take < 1 minute and is an action you can take in Panda
In a partner call, how do you make sure you’re adding value instead of just asking for updates?
Bring a trend, insight, or idea the partner can use with their clients — e.g., sharing People Analytics insights, surfacing new Gusto product updates, or tying their client adds back to growth goals. The art is showing you “get” their world.
"Always return the shopping cart."
Dave
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.
A partner calls saying: “My client isn’t showing up as reward-eligible in my dashboard.”
What’s your step-by-step to verify eligibility across Salesforce and Panda?
In Salesforce, open the Payroll Opportunity and check the “From Partner Program” box. In Panda, open the Company Record to view the Referral Source. If not eligible, confirm whether the client was added via the Partner Dashboard “Add Client” screen or the firm’s custom landing page.
You’re planning your week and want to follow up on all opps with a missed APD. What steps do you take, and which resources do you use?
In Salesforce, run a report filtered on Opportunity Record Type = Acquisition + Stage = Missed APD. Export or push to Outreach to drop them into the correct call sequence.
How often should you be reprioritizing your accounts, and what does that mean?
Every 90 days per the SOP. This means looking at your book and deciding which partners to focus on based on tier, activity (e.g., missed APDs, recent adds), and potential impact — so you don’t treat every account the same.
This teammate drinks the same smoothie every day.
Alex
You’re demoing Gusto Pro to an outsourced accounting firm that wants to streamline ops and expand advisory. In what sequence would you show five areas of the platform, and why each for this audience?
Landing page (Actionable Insights)
Clients tab (manage all clients in one view)
People Analytics tab (firm‑wide trends & growth signals)
Education tab (People Advisory Certification)
Billing tab (discounts, rev share, partner‑billed)
A Partner insists they should have free Plus for their firm but reports being charged. How do you verify and resolve this using Salesforce + Panda?
Salesforce → Reseller Account: Check the Last Client Add Date field to confirm they’ve enrolled a client in the past 12 months (eligibility for free Plus is one client at start, plus one add every 12 months).
Salesforce → Opportunity records: Verify recent Closed Won dates for firm adds.
Panda → Accountant Record: Confirm the firm is linked as a Free Firm Payroll Account.
Panda → Invoices: Validate billing election and whether invoices went to the partner or client.
If all looks correct, escalate to support with evidence from both systems.
A firm has an RFI completed and replied to, but the account is still not approved and is blocking payroll. Where should you escalate this?
Escalate via #partner-escalation-station Slack channel, following Escalations 101 protocol — include case/ticket number, context, and urgency.
You’ve got about 100 accounts in your name. Some are actively adding, others have gone dark, and a few are in implementation. Walk through how you’d combine science (data/process) and art (relationship skills) to decide where to focus your time.
Science: Use Salesforce to segment accounts by activity (e.g., missed APDs, active adds, tier, cohort). Run reports to see where pipeline coverage is thin. Use Outreach sequences for efficient follow-up across volume.
Art: Double down with personalized outreach to top-tier accounts, reframe value with dark accounts to re-engage them, celebrate wins with actively adding accounts, and adjust cadence for accounts in implementation. The win is balancing scale (100 accounts) with targeted, human touches where it matters most.)
Certified Officiant of Miller High Life
Colin