Imagine if your channel manager could confidently say that your partner portal had enabled your organization to close more sales, track every client deal eﬀ ectively, and build profitable ongoing relationships with your business partners.
Deliver the Sales Results You Need
Whilst this seems an obvious goal of any partner portal, the reality is that most partner portals have fallen so short of expectations that many organizations no longer even think of them as sales enablement tools. Partner portals have been relegated to an administrative tool.
Today’s partner portals are used predominantly for tasks like registering new leads, updating opportunities, posting business plans and searching for up-to-date marketing collateral. From your partner’s perspective these are all administrative tasks. These activities have little direct benefit for the partner and are seen as time consuming and distractions from their real goal of increasing sales. Even from the channel manager’s perspective the benefits are small as their effectiveness is measured by new revenue, not new registered leads.
A Gartner Inc. study was presented at the recent Portal, Content and Collaboration Summit.
It showed that 40% of all types of portal initiatives fail to gain adequate adoption by all of those using them, and so ultimately failed to achieve a return on investment. Worst of all 15% of all the portals developed performed so poorly that they were scrapped altogether.
The bottom line is that a good partner experience must quickly and easily deliver information that will help a partner learn, prepare, communicate and close more deals.