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Alteryx

Partner Hub

Alteryx is a $165 million data analytics technology company. Having made great strides with their direct sales team it was of key importance to successfully support a channel program, significantly accelerating scale through the adoption of a partner-first go-to-market approach.


Challenge

  • Get enrolled partners to engage more by providing compelling self-serve enablement and support through a new unified portal
  • Meet growth targets by enabling and helping partners to understand and become capable of selling Alteryx with their offerings
  • Significantly reduce the human resource that is currently required to support partners, as this is restricting Alteryx’s ability to expand the program

Solution

  • Launch of an amazing, frictionless, intuitive experience so that partners want to do business with Alteryx
  • Enablement of successful partner performance with easy access to sales, marketing, support and delivery tools
  • Bi-directional integration with Salesforce CRM instance, enabling the delivery of key features such as partner and user relationship management, deal registration and partner lead distribution
  • Provision of a single view that is flexible to accommodate more capabilities/integration over time

Results

Following a highly collaborative implementation phase, the new Alteryx Partner Hub is currently in soft launch and will be fully rolled out to partners in the later part of the year.

AvidXchange

Partner Experience Portal

A rapidly growing company selling through an expanding partner ecosystem, having connected engagement, coordinated deal management and efficient communications is Job 1.


Challenge

  • Needed to eliminate the one-offs in communication, systems access and enablement resources.
  • Needed a more centralized and user-centric system for sales enablement, training, deal management and lead visibility.

Solution

  • Different partners receive a targeted and relevant experience comprised of the right resources for the right purpose at the right point during the selling process
  • Tight Salesforce CRM integration with the portal
  • Efficient and tightly controlled rules for multi-partner deal management
  • Individually-branded experiences for different strategic banking partners
  • A wholistic and automated partner engagement system, eliminating manual emails that are insufficient for tracking.

Results

  • Improved Usability - Individual partner users can now quickly get to what they need to do what they need to do.
  • Automated Co-Branding - Avid’s credibility has skyrocketed as a true strategic partner through its ability to deliver a polished co-branded experience.
  • Targeted Sales Enablement - Avid can now target “campaigns in a box”, ebooks and white papers to address specific partner customer challenges.
  • Easier Training Access - Partners can easily share training materials throughout their organizations. In addition, access to deep dive training materials is significantly easier.
  • Up-To-Date Product Information - The Webinfinity system dynamically and automatically enables system integrations and other product information to be kept current and available.
  • Easy System Additions and Maintenance - Easy to upload specific, targeted resources in a way that ensures that they only get seen by certain partners facing specific situations

CA Technologies

Partner Experience Portal

CA Technologies, now part of Broadcom, has an extensive portfolio of IT infrastructure management software products. With its growing ecosystem of partners CA was interested in maximizing each and every partner relationship with the company.


Challenge

  • Needed to make it easy for partners to find what they needed to be successful selling the CA portfolio
  • Needed to bring together everything that is important to partners in a personalized and contextually relevant experience on any device
  • Need to provide a unified workspace that connects partners to the content, systems and tools needed for their role, partnership profile and chosen interests

Solution

  • A partner experience portal that connected partners to the content and internal CA systems required to manage marketing campaigns and lead generation
  • Enable the ability to subscribe to content for notification of updates and additions
  • Enable the creation of a marketing plan from within the partner portal

Results

  • Increased usage of the portal by all partners, significantly improving engagement between the partner community and CA

DSM

Partner Portal

With a new partner program launch, DSM needed a portal to host content on their 'm-cloud for business' solution. Content spanned the needs of partner types including technology and alliance partners. From the Webinfinity portal engine, partners could jump to their CRM for co-branded material or register deals.


Challenge

  • Needed the flexibility to support an evolving partner program
  • Needed the ability to distribute a broad spectrum of different content to partners

Solution

  • Distribution of highly effective content to partner users with different roles
  • The portal links to the Hubspot CRM for co-branded materials and for deal registration

Results

  • Efficient consumption of content by partner users all through one unified portal

EdgeVerve

Engagement Hub

EdgeVerve (a subsidiary of Infosys) were looking for a recently built UX with integration to MS Dynamics to help build out their new channel program.


Challenge

  • To provide a frictionless experience to partners that utilized the latest technology for a great user experience
  • Ability to find a solution that could scale as the channel program and business grew
  • Seamless integration to third-party applications for partner ease of use

Solution

  • Launch of a portal that maximizes the experience for partners
  • Enablement of successful partner performance with easy access to sales, marketing, support, and delivery tools
  • Bi-directional integration with MS Dynamics instance, enabling the delivery of partner and user relationship management, deal registration and pipe management
  • Provision of a flexible system to accommodate more capabilities/integration over time

Results

Initial launch to partners is planned later in 2019.

Egenera

Partner Engagement Hub

Focused on filling the engagement gap for their technically-centric IT solution providers, the hub trains and guides each partner on a 1:1 basis with the right resources at the right time.


Challenge

Needed to serve real business enablement needs for partners who are traditionally technically-oriented with an automated system, delivering relevant resources to raise them to a consultative relationship level with their customers.

Solution

  • Empower the small Egenera team to scale real business capabilities through their partner channel
  • Takes the Egenera relationship with their partners to the next level - helping them sell by understanding exactly what they need at the specific timeline of their sales and revenue generation journey
  • Enables the Egenera team to provide functionality and resources with an immediacy so they can understand what partners need without having to make it up in their heads. This immediacy of resource enables Egenera to much more agile with its partner ecosystem overall

Results

  • Through the portal, can provide training for technical partners to be consultative in their customer relationships
  • Egenera is now able to automatically engage with partners through their selling journey
  • Egenera can now deliver content relevant to partners without a huge internal resource investment
  • Improved agility in partner relationships

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
  • Enablement of bulk sales opportunity updates for partners through an integration with AppBuddy grid software
  • Complete scalable flexibility to add future partner business management and engagement features such as business planning, MDF and LMS integration.

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

Extreme Networks

Partner Enablement Hub

Because Extreme Networks is partner-driven, it works diligently to make it ever easier for its partners to sell across its broad product and solution portfolio. Partner success is the primary focus.


Challenge

  • Needed a portal to be responsive to partners at the speed of the business
  • Needed to deliver unique and relevant experiences to partners at different levels
  • Needed to ensure that partners receive the content that is most relevant to them and what they are trying to do
  • Needed to make it easy for partners to find what what they need to effectively cross-sell the Extreme portfolio

Solution

  • Launch of a portal that is bi-directionally integrated with the company’s Salesforce CRM as well as with the company SAML SSO
  • Partner Account Managers are able to track their performance through dashboards on the portal and to prepare QBRs with their managers
  • Unique partner program managers can easily curate relevant assets associated with their programs for sales reps and partners

Results

  • Strong evidence that partners are finding what they need
  • Future evolution of the portal will include integrated partner business planning, automated onboarding, current and new feature enhancements

Hedvig

Partner Enablement Hub

As a high growth company with a technically complex product, Hedvig was challenged with finding a solution to manage a complex partner ecosystem with a variety of partner types, sizes and needs.


Challenge

  • Needed to support multiple partner types and stages required specific content and experiences
  • Needed to integrate accounts and contacts with the CRM to manage partner stage and type

Solution

  • Configuration of a spectrum of high impact, personalized portal experiences for partner community
  • Clean and easy to use content repository

Results

  • Efficient consumption of content from all types of partners
  • A future phase will be to integrate deal registration and opportunity management

Kenna Security

Partner Enablement Hub

The fast paced and competitive security industry requires a portal that is easy for the administrators to manage and for partners to use. A growing global partner network required a portal that would integrate to Salesforce CRM to manage deals and give partners visibility to opportunities. Additionally, Kenna Security required a system that was flexible to support content needs across geographies.


Challenge

Needed to support a nascent partner program that was being defined, growing and changing rapidly

  • Needed a solution that could scale with the growth of the business and the partner program
  • Needed a system that had the flexibility to support content needs across geographies

Solution

  • Configuration of high impact, on-brand portal for partner community
  • Full integration of Salesforce CRM for account and deal/opportunity management
  • Secure delivery of partner enablement content to assist partner sales efforts

Results

  • Successful rollout of phase one and continued partner growth post launch
  • Increased numbers of sessions by partner users month over month

NetApp

Field Portal

A business-critical sales enablement portal for the NetApp employee field as well as channel partner sales teams. In place since 2008, the portal continuously supports over 10,000 active users per month and manages over 20,000 digital assets.


Challenge

Needed to create a unified portal for employee and partner field sales and technical teams to access everything they need to successfully sell and close opportunities.

Solution

  • 20,000+ assets; individual views specific to task, role, job function or region
  • 14 languages - search, page labels and associated asset translations
  • Master data system and SSO integration for personalization enablement
  • Portfolio of hubs for different partner types and user job roles
  • Regional views curated by regional teams
  • Embeds different sites, applications and systems; adds user intelligence
  • Interface CRM system for deal-specific recommended content
  • Real-time analytics to drive partner relationships
  • Managed by 3-4 people worldwide

Results

  • Scales continuously to over 16,000 unique users per month
  • 82,000+ content interactions
  • 10,000+ user sessions per month

Ometria

Partner Enablement Hub

Working with many agency partners there is a need to deliver enablement, training and agency-specific content in an easy to find and modern experience keeping with their brand. In addition, Ometria needs a scalable method to consume referrals from partners into their CRM.


Challenge

  • Needed to create a modern experience for their partners that reflected their brand and message.
  • Needed to optimize the resources of a small partner team with multiple responsibilities
  • Needed to support a rapidly evolving program

Solution

  • Configuration of a high- impact, on-brand portal for the company’s agency community
  • Enablement of referral/deal submission by partners through the portal into the CRM
  • Delivery of partner-specific training and enablement material to partners to support their business

Results

Initial roll out to a small number of agencies with plans to grow the user base in the next 12 months

Polaris

Dealer Portal

Working with many different dealers in many different countries, the ability to deliver a highly relevant and frictionless dealer portal experience is of key importance to Polaris.


Challenge

  • Needed to create a high impact, unified experience for the international dealer community including both Polaris and Indian Motor Cycle resellers
  • Needed the ability to scale the dealer portal to support multiple brands, product lines, territories and languages
  • Needed full integration with the global roll out of MS Dynamics CRM

Solution

  • Needed to support partners with deal registration and opportunity management integrated with Salesforce CRM
  • Needed to deliver relevant content to partners in a timely manner

Results

  • Initial roll out to 5 primary countries with planned scale to support all international dealers within 12 months

Price f(x)

Partner Portal

Managing partners across geographies, Price f(x) needed a portal that would provide seamless integration with Salesforce CRM and deliver content to partners that aligns with their customer-first culture.


Challenge

  • Support partners through key features include deal registration and opportunity management integrated with the CRM
  • Deliver timely and relevant content to partners

Solution

  • Empowerment of the partner community to easily submit leads to channel managers
  • Visibility to partners on deal status
  • Distribution of deal winning content to partners

Results

  • Successful launch of the portal across multiple geographies
  • Partners actively engaging in deal registration including partner visibility to opportunity progression

Ribbon

Engagement Hub

As an acquisition company that delivers intelligent, secure, embedded real-time communications, Ribbon was looking for a way to consolidate their partner experiences through a single system unified partner portal experience, with real-time connectivity to Salesforce CRM.


Challenge

  • Consolidation of inherited portals into one unified platform for partners
  • Provide a system with a great user experience for partners
  • Seamlessly link partners to other tools and systems

Solution

  • Creation of a portal that provides unique experiences for the different users through a single, easy to use, responsive interface
  • Full integration of Salesforce CRM for accounts, contacts, deal registration, lead distribution, and opportunity management
  • Provision of a single view that is flexible to accommodate more capabilities/integration over time

Results

The new Ribbon Partner Experience is in the early stages of implementation and will be launched later in 2019.

Snowflake

Partner Enablement Hub

A complete enablement hub for an ever-scaling group of partners, giving them everything they need to sell and migrate to Snowflake data warehouse solutions.


Challenge

Needed to make partner enablement, engagement and onboarding as automated and effective as possible, so Snowflake could focus its limited cycles on running the business and growing revenue.

Solution

  • A powerful, yet easy to implement PRM system without the costly custom development requirements
  • Modern SaaS architecture with the necessary configurability to allow non-technical team members to create and easily update pages, content and workflows
  • Integration with the Snowflake technology stack including Salesforce, LMS system and other deployed and future-planned systems
  • Affordable without hidden service fees
  • Highly secure.
  • Clean, modern look reflecting the cutting edge, global nature of the business.

Results

  • 5X increase in deal registrations and through-partner revenue
  • Significant spike in revenue going through deal registrations
  • Unique user sessions increased 78%
  • Page views increased 81%
  • Content views increased 87%

Thales

Partner Portal

Following the acquisition of security vendor Vormetric, Thales launched a unified portal solution to effectively support its global partner ecosystem.


Challenge

  • Needed to develop a new unified portal incorporating combined Vormetric and Thales partner channel
  • Needed to consolidate two distinct Salesforce CRM systems into single integrated portal solution
  • Needed to support partners through key offerings such as online deal registration, marketing content delivery and e-learning

Solution

  • Launch of high impact, next generation portal solution to all global partners
  • Enablement of Thales Security team to self manage all aspects of the new portal including partner relationship management, partner onboarding, content management, partner communications and more
  • Two-way integration with consolidated Salesforce CRM instance, enabling delivery of key features such as partner and user relationship management, deal registration and partner lead distribution

Results

  • Highly successful re-launch of combined partner program on time and within budget
  • Significant growth in partner engagement levels and satisfaction
  • 80+% active partner utilization (monthly active users vs. total available partner community)

Turbonomic

Partner Enablement Portal

As a portal that serves a variety of partner types, commitments and capabilities, the importance of being able to automatically deliver the most relevant resources on demand using a self-service approach is critical.


Challenge

Needed to have the ability to automatically deliver a very personalized experience for a variety of different types of partners in the context of a changing business model for the company.

Solution

  • Enables partners through a user-friendly and intuitive interface
  • Enables partners to easily get to the resources they need to work with their customers
  • Improves and facilitate partners’ management of their Turbonomic business – easy deal registration and tracking, MDF integration, business planning, lead sharing and learning management
  • Increases collaboration for partners within their organizations as well as between Turbonomic partner managers and their partners
  • Enables the channel team to push relevant up-to-date content to partners according to their needs
  • Flexibility for delivering a differentiated experience with distinct branding for different partner relationships
  • Enables a seamless experience via SSO for navigation between systems (i.e. MDF, LMS) and the portal

Results

  • 65% increase in deal registrations
  • Three-fold increase in joint go-to-market activities with partners

Verisign

Registrar Management Tool

As the global administrator of the .com, .net and .tv domains, a portal that enables effective cooperative registrar marketing is of critical importance to Verisign.


Challenge

  • Needed to develop and maintain an online tool that would structure the development, approval and maintenance of integrated marketing plans with key domain name registrars such as GoDaddy and Web.com
  • Needed to effectively account for all the various program and regional variations necessary to administer co-operative marketing plans on a global basis
  • Needed to maintain all required corporate security standards

Solution

  • Webinfinity’s engagement automation framework was combined with specialist marketing planning functionality to introduce a highly impactful, scalable portal experience
  • Integration with Verisign’s existing SSO service, ensuring secure authentication with portal
  • Configuration of a portal experience to provide online guidance and support, helping registrants successfully understand and engage with various global marketing program offerings

Results

  • Successful roll out of online, integrated marketing planning to all key WW registrar partners
  • Continued change management over 3 years in support of the ever-evolving global program requirements (COOP, MDF, BDF)
  • Detailed tracking (auditing) of all registrar engagement including approval workflow stages and proof of performance content
  • Compliance with all required corporate security and data protection standards

Wallix

Partner Experience

WALLIX is a cybersecurity company dedicated to defending cyber threats, who partner with a trained and certified network of resellers and distributors that help guarantee effective deployment and user adoption. It is critical that WALLIX can work with and serve these partners in an effective way.


Challenge

  • Get closer to the channel group to enable global sales
  • Ability to onboard partners easily and quickly
  • Provide access to a central system where partners can register deals and consume content

Solution

  • Creation of effective, high-fidelity user experiences across a breadth of digital services, channels, and devices
  • Full integration of Salesforce CRM for account and deal/opportunity management to increase revenue & maximize deal flow
  • Secure delivery of partner enablement and marketing content

Results

The new Wallix partner experience is in the final stages of post-production and will be launched very soon.

WhiteHat

Partner Enablement Portal

With a new partner program designed to serve partners with varying SecDevOps capabilities, WhiteHat’s portal is poised to deliver completely relevant experiences designed to grow their businesses.


Challenge

Needed to deliver a personalized experience that made sense to partners with vastly different capabilities and that would help them grow their business. And delivering this experience so that WhiteHat rose to the top of the partners’ vendor line cards.

Solution

  • Complete partner enablement with content and deal management with plans to expand to lead distribution and management in the future
  • Completely saves partners at all three capability levels, ensuring they get the training/guidance and selling incentives they need to be successful
  • Future connection of Averetek campaign management and gomo learning management into and through the portal
  • Business planning capabilities to be offered to Tier 3 and some Tier 2 partners in collaboration with their partner managers

Results

  • Quick configuration of the partner portal aligned with the overhaul of the partner program
  • Everything is now available to partners - Salesforce integration for opportunities and increasingly enablement content to support all partner program segments