Onboarding a New Customer

Datadog Partner Network Documentation

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Overview

When a partner has a prospect interested in Datadog, the path from that first conversation to a connected customer organization has three parts: register the opportunity, create a Trial Org for the proof of value, and work with the partner account team through the opportunity to establish and size a contract.

Each step below matters: it keeps the opportunity properly registered with Datadog and, after the contract is established, gives the partner visibility into the customer’s billing information in the Admin Org.

Register the opportunity

Register the opportunity on the Partner Portal as early as possible. Registering:

  • Increases the chance the opportunity is recognized as partner-sourced.
  • Gives Datadog visibility into the partner’s involvement if Datadog is already engaged with the same prospect, enabling collaboration instead of overlap.
  • Creates a shared, transparent record between Datadog and the partner for tracking the opportunity to close.

To register a deal:

  1. Log in to the Partner Portal.
  2. From the Deal Dashboard, click Register Deal.
  3. Complete the required fields, including as much detail as possible: opportunity name, customer name, expected close date, use cases, key stakeholders, and estimated ARR.
  4. Click Submit.

After submitting, notify the partner account team that a new opportunity was registered. Contact partner-support@datadoghq.com if unsure who to reach.

Create a Trial Org

After the opportunity is registered, create a Trial Org for the prospect. This requires an Admin Org with the Trial Org Provisioner capability enabled; see Requesting an Admin Org if one isn’t set up yet.

When selecting a region for the Trial Org, match the prospect’s environment where possible, considering cloud provider, geography, and compliance needs. For example, a prospective Azure customer is a fit for the US3 (Azure) site. Default to US1 if there are no specific constraints, or align with the partner account team when unsure.

See Trial Org Provisioning for the full form walkthrough.

Share the Trial Org with the account team

Share the new Trial Org information with the partner account team, so it can be associated with the registered opportunity. Continue working with the partner account team as the opportunity progresses to a signed contract.