Press Release

Top Corporations Rapidly Turning to Impartner to Manage Channel Operations


New case studies featuring Ciena, Conga and Pivot3 highlight the power of Impartner’s multi-award-winning Partner Relationship Management software to accelerate channel revenue
Impartner emerges as newest member of Silicon Slopes tech elite, building on 156 percent growth of customer base in 2016 with an increase of 88 percent in Q1

SILICON SLOPES, UTAH — MAY 9, 2017 — Global Partner Relationship Management (PRM) leader Impartner today released a series of case studies featuring tech leaders CienaConga and Pivot3, all of whom have recently joined the growing list of businesses worldwide that are turning to Impartner’s robust software to help manage their channel operations and accelerate indirect revenue. The power of Impartner’s robust PRM software platform to increase indirect revenue by an average of 31 percent and decrease administrative costs by an average of 23 percent* helped the company grow its customer base by 156 percent in 2016 and 88 percent in Q1 2017 alone, with a client roster now reading more like a Who’s Who of top corporations, including the three highlighted in the new case studies as well as Xerox, Splunk and Ingersoll Rand.

“It’s incredibly exciting to bring corporations like Ciena, Conga and Pivot3 onboard,” said Dave R Taylor, Impartner chief marketing officer. “But it’s even more exciting to see the impact Impartner PRM has on helping them scale their channel programs and accelerate the performance of their channel.”

For Pivot3, a leading hyperconverged infrastructure company growing at nearly 80 percent a year, scale was a key driver in its search for a PRM solution. “One of the things you have to do with a channel program is operate in a one-to-many capacity, especially when you’re growing this quickly,” Pivot3 Chief Marketing Officer Bruce Milne said in the case study. “The PRM solution was critical to the rapid expansion of our channel program, and Impartner is absolutely a key partner in that growth.”

All three companies stress that Impartner PRM’s core deal registration functionality is key to the value they can now deliver to their partners. “Our deal registration numbers climbed 275 percent in 6 months,” said Milne, noting that the solution’s easy-to-use interface is crucial to the adoption rate.

Conga, the No. 1 paid app on the Salesforce AppExchange that simplifies and automates data, documents, contracts and reporting, also finds partner response to the deal registration functionality equally powerful. Conga SI and Reseller Partner Program Manager Susie Wallingford said in the case study, “It’s driven down the average age of our deals to sometimes as low as a day, where a partner will register a deal and say, ‘Hey, I’ve done all the work for you. I just need you to send a quote,’ which has made my team look fantastic to our sales teams.”

The market advantage provided by Impartner’s deal registration is also a core feature for Ciena. “This functionality provides the framework that allows Ciena and its partners to collaboratively work on new opportunities, including automated approval/notification workflows and real-time updates between the PRM and CRM systems,” said Genevieve Beaumier, partner experience manager for Ciena, a global network strategy and technology company. “Our partners like this feature because it gives them a competitive advantage.”

To watch or read the complete case studies on how Impartner has helped Ciena, Conga, and Pivot3 take all aspects of their partner programs to the next level in the marketplace, click here. To learn more about the business case for PRM and how it can accelerate indirect revenue, click here. Attendees at the SiriusDecision 2017 Summit in Las Vegas can listen to Pivot3’s Bruce Milne present a case study on their use of Impartner PRM on May 16th, from 11:15 a.m. to 12:00 p.m. in the Bassano Room 2602 or visit Impartner in Booth 232.

*Global survey of Impartner customers, anonymous responses.

About Impartner

Impartner delivers the industry’s most advanced SaaS-based Partner Relationship Management solution, helping companies worldwide manage their partner relationships and accelerate revenue and profitability through indirect sales channels. Impartner PRM is the industry’s most award-winning PRM technology and one of the industry’s only turnkey solutions that can deploy a world-class Partner Portal in as few as 14 days, using the company’s highly engineered Velocity™ onboarding process, which is guided by an individually customized Customer Success Portal. For more information on Impartner, which is based in Utah’s tech hotbed, the Silicon Slopes, visit or in the United States call +1 801 501 7000, for EMEA general call +33 1 40 90 31 20, for London call +44 0 20 3283 4465, and for LATAM call +1 954 364 7883.

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