---
schema_version: "1"
id: f6c51dac5f481b0a1ab5249d45815b3f3d1af67f9cc89f74d34e51e411a6baaa
title: B2B Referral Workflow
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/mktg/264-0-0/b2b_referral_workflow.md
canonical_url: https://help.salesforce.com/s/articleView?id=mktg.b2b_referral_workflow.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: 856811ebea94b8a1ac49036d2d636a3742caee10536ac07ddf162167e5830195
description: The workflow of a referral program involves two personas, an advocate and their referred party. Before you create a referral program, learn how advocates and their referred parties interact with the referral program.
products:
  - Marketing
  - Marketing Cloud Account Engagement
release: "264"
---
# B2B Referral Workflow

The workflow of a referral program involves two personas, an advocate and their referred party. Before you create a referral program, learn how advocates and their referred parties interact with the referral program.

### Required Editions

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: Lightning Experience</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: <strong>Enterprise</strong>,&nbsp;<strong>Performance</strong>, <strong>Unlimited</strong>, and&nbsp;<strong>Developer</strong>&nbsp;Editions with Referral Marketing</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: <strong>Enterprise</strong>,&nbsp;<strong>Performance</strong>, and <strong>Unlimited</strong>&nbsp;Editions with Partner Ecosystem Management - Members or Partner Ecosystem Management - Login. <a href="https://help.salesforce.com/s/articleView?id=sales.b2b_referral_prm.htm&amp;language=en_US" target="_blank">Learn more about Referral Marketing with Partner Ecosystem management.</a></td></tr></tbody></table>

Channel managers in your company can decide when advocates and their referred parties are rewarded. You reward the advocate or the referred party only one time each during the referral journey. For example, you can either reward an advocate when they refer a business or reward them when the referred party signs up using the advocate's referral link. You can't reward advocates and their referred parties again. You can only reward a referred party when they have an account record.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
      <colgroup>
        <col style="width:33.33333333333333%">
        <col style="width:33.33333333333333%">
        <col style="width:33.33333333333333%">
      </colgroup>
      <thead class="slds-text-title_caps ">
        <tr class="">
          <th scope="col" class="slds-cell-wrap" style="vertical-align:top;" id="d14018e93">Who Does the Action</th>
          <th scope="col" class="slds-cell-wrap" style="vertical-align:top;" id="d14018e96">What’s the Action</th>
          <th scope="col" class="slds-cell-wrap" style="vertical-align:top;" id="d14018e99">When Is a Reward Offered</th>
        </tr>
      </thead>
      <tbody>
        <tr class="">
          <td data-label="Who Does the Action" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e93 ">Advocate</td>

          <td data-label="What’s the Action" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e96 ">Joins a referral promotion</td>

          <td data-label="When Is a Reward Offered" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e99 ">A reward isn't offered to the advocate for joining the referral
            promotion.</td>

        </tr>
        <tr class="">
          <td data-label="Who Does the Action" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e93 ">Advocate</td>

          <td data-label="What’s the Action" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e96 ">Sends their referral link to another business.</td>

          <td data-label="When Is a Reward Offered" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e99 ">The advocate can be rewarded for referring a business.</td>

        </tr>
        <tr class="">
          <td data-label="Who Does the Action" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e93 ">Referred Party</td>

          <td data-label="What’s the Action" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e96 ">Signs up by using the advocate’s referral link.</td>

          <td data-label="When Is a Reward Offered" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e99 ">
            <ul>
              <li>The advocate can be rewarded when the lead qualifies and converts into an
                opportunity.</li>

              <li>The referred party can be rewarded with a welcome voucher or extended reward
                after the lead converts and an Opportunity and Account record is created.</li>

            </ul>
          </td>

        </tr>
        <tr class="">
          <td data-label="Who Does the Action" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e93 ">Referred Party</td>

          <td data-label="What’s the Action" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e96 ">Closes a deal and becomes a customer</td>

          <td data-label="When Is a Reward Offered" class="slds-cell-wrap" style="vertical-align:top;" headers="d14018e99 ">
            <ul>
              <li>The advocate can be rewarded for helping the brand gain an engaged
                customer.</li>

              <li>The referred party can be rewarded with an extended reward or voucher or for
                engaging with the brand once the opportunity is closed or won.</li>

            </ul>
          </td>

        </tr>
      </tbody>
    </table>