Alliance Partner Engagement

As the world shifts increasingly towards marketplaces and joint solution selling, the ability to easily engage with strategic partners is becoming mission critical.

Webinfinity makes it easy to create collaborative relationship workspaces that will enable teams across different companies to work together more effectively.

  • Easy to use collaboration and workflow tools to facilitate activities such as business or marketing planning
  • Organization of content and communications in the specific context of the relationship between the companies
  • Ability to promote Alliance Partner solutions to other members of the ecosystem, for example- promotion of Alliance Partner solutions to internal sales teams or other types of business partners

Use Cases

Infosys

Infosys Alliances and Partner Ecosystem Portal

Infosys’ dynamic portfolio of 200+ alliance and ecosystem partners includes enterprise companies with differing capabilities, capacities and relationship characteristics. Key partners include Google, Amazon, Salesforce, Cisco, Microsoft and Hewlett Packard.


Challenge

  • To optimize their valuable alliance partner ecosystem, Infosys needed a solution that would automate digital partner engagement in a personalized and contextually relevant way for each partner.
  • In an organization the size of Infosys, streamlining and simplification of alliance working relationships was needed to ensure a successful relationship

Solution

  • Within the Alliances and Partner Ecosystem Portal, each Infosys alliance partner has a dedicated site that includes featured content for Infosys client teams collaborative use with their alliance partners.
  • Analytics dashboards with real-time visibility of the critical KPIs related to the Infosys alliance partner ecosystem

Infosys Screenshot

Results

The Infosys Alliances and Partner Ecosystem Portal is launching in September 2020. After the internal roll-out, Infosys plans to extend portal access to key contacts at its alliance partners. This will create a further unified experience for all communications and collaboration between Infosys and its alliance partners.

Epicor

Partner Hub

Competing in the enterprise software space requires having an advantage with key solution and reseller partners of varying types and capabilities. Epicor’s partner hub provides a unification framework for enabling and managing disparate partner programs, systems and individual partner needs.


Challenge

  • Needed to bring together multiple disparate systems through one unified authenticated login.
  • Aggregate marketing campaigns and resources into one unified center but with the capability to deliver relevant resources for different partner marketing needs.
  • Broaden partner access for Salesforce lead sharing capability without adding seat licenses.

Solution

  • Re-creation of a personalized Marketing Center through integration with Averetek campaign management application
  • Enablement of the distribution and management of leads through the hub integrated with Salesforce Partner Network
  • Complete scalable flexibility to add future partner business management and engagement features such as business planning, MDF and LMS integration.

Epicor Screenshot

Results

  • Multi-person access across individual partner organizations to Salesforce and key selling assets
  • Partners can now easily find the assets they need for their campaigns, helping them to initiate leads and opportunities
  • Multiple partner types and experiences curated for the individual user

Thales

Thales Partner Hub

The Thales Data Security Partner Program includes comprehensive onboarding, enablement and education designed to transform its channel partners into trusted security advisors for to their customers. Its tiered structure is designed to motivate partners towards ever greater success levels.


Challenge

  • Enable any Thales partner to get relevant resources they need to successfully sell the Thales eSecurity product portfolio
  • Enable seamless activation and tracking of new partner relationships, lead management, deal registration and opportunity management integrated with the Thales Salesforce CRM.

Solution

  • Personalized experience delivered to different types of partners in different job functions
  • Deal Registration, lead and opportunity management integrated with Thales Salesforce CRM
  • Partner managers can activate new partners, track deals, leads and pending activations in their personalized work areas
  • Key assets are tagged, organized and curated into the portal in sales, marketing and technical hubs
  • Product information is dynamically updated and curated through automatic feeds to which users can subscribe
  • Sales leadership has access to their own dashboard to track partner engagement

Thales Screenshot

Results

  • The combined partner portal was launched in early 2020 with significant content engagement, deal registration, and opportunity management
  • Additional workflows and integrations through 2020 continued to foster community within the portal