Partner Ownership Policy

B2B Ownership Definition:

Any VP/Account Manager who brings a partner to the company has the right to initial ownership. It's the owner's responsibility to maintain and nurture the relationship with the partner. It is recommended that the language and background are considered before developing the relationship to ensure that the best is being made out of it.

Ownership Rules:

• If a partner refers a client to Joorney, the partner's owner is automatically the owner of the deal being created, even if they are not managing the project directly.
• A yearly review of ownership will be conducted in January or December to determine accurate account rebalancing and fair distribution among the sales team. Ownership should not be changed until the review.
• The owner of the law firm has every right to hand out a partner to another team member before the review if they see fit.
• The owner of the law firm should always be aware of any deals being closed by a different sales team member (informed by the closer workflow)
• If 50% of the deals during the year were closed by a different sales team member than the owner, this should be considered in the review. It is recommended that the salespeople track on their own if they are closing for a different owner.
• If a lawyer changes law firms, and both law firms are active, the ownership of the new law firm is respected. If, because of the change, a different salesperson is closer to the majority of the deals from the law firm, it should be reviewed on the yearly review of partners.
• If a lawyer goes to a non-active partner, the ownership should change to the new owner of the coming B2B.
• Activity with the current database is strongly expected.

To maintain accurate information in our database, the following points are mandatory:

• The HubSpot Sales Extension is mandatory for every salesperson, and the email logging and tracking feature is enabled. This ensures accurate activity tracking on each deal, company, and contact.
• Updating B2B information on contacts and companies is mandatory (updating pricing, notes, additional information, diligent sourcing for new lawyers, etc.) This ensures accurate information when filtering and managing B2B partners.
• Ensure the current data is accurate and regularly update it when inaccurate information is seen on the B2B contact/company. If more information is required, consult with Sales Ops or the Director of Sales.
• When a larger number of partners is going to be transferred to a different owner, the previous owner will receive the full list for review and has a deadline of 2 business days to review if any of the listed partners should not go to the new owner.
• When a VP/Account Manager receives a partner list that is not currently under their name, it is their responsibility to check if any company or contact has a recent activity or task. If yes, the partner can be skipped or check with Sales Ops/Director of Sales for further guidance.

Inactive Partners

• On the yearly review, inactive partners will also be considered, and a strategy will be determined
• If an Account Manager or VP encounters a non-active partner through a phone call, email, or event and is not the law firm's owner, they must consult the current owner about the next steps. The current owner can decide whether to be introduced or if the sales team member who encountered the partner can take over the relationship.

Partner Status (to be reviewed further with the Data team)