Impartner’s 2019 customer survey reports an average channel revenue increase of 32.3%.
Find out how our platform solves the common challenges that companies face when managing their channel.
What contributes to our customers’ success? How does Impartner’s platform solve the most common challenges that our customers face with channel management? Customer success and an increase in channel revenue can be achieved with these 10 business solutions using Impartner’s Partner Relationship Management (PRM).
1. Automated Partner Recruiting and Onboarding
Before switching to Impartner PRM, our customers dealt with a manual, and often expensive, process to recruit and onboard new partners. Impartner offers an intuitive workflow and the tools needed to provide a world-class partner journey starting at the recruitment level. We guide customers towards success by offering segmented content and clearly showing them next steps. As a result, Impartner customers boost their channel revenue by scaling their partner program, with an average 45% increase in ability to recruit and onboard new partners.
2. Optimized Training and Certification
Just as your direct sales team
needs to be trained on your products and tools, so does your indirect channel.
Impartner’s Training and Certification module allows you to keep your partners
informed, enabled and effective. Impartner’s customers report a 35% increase of
their channel revenue due to better training of their partners. 75% of
Impartner customers claim an increase in ability to scale, with 37% seeing this
increase without adding headcount to their channel team.
3. Better Deal Registration
Impartner PRM provides a
best-in-class experience for both partners and those who manage the vendor-side
pipeline. The primary reason for partner attrition is channel conflict.
Impartner’s Deal Registration creates real-time integration, which means your
account managers and partners are always on the same page and can easily
collaborate and manage both direct and indirect selling efforts in our
platform. Is it easy to see how Impartner customers saw an 80% reduction in
channel conflict by using our platform.
4. Clear Performance Tracking
Many companies hesitate to use
their channel with fears that they will be unable to manage channel sales with
the same level of visibility as direct sales, which makes channel sales feel
unpredictable. With Impartner PRM, channel managers have the tools they need to
manage partner performance by optimizing and prioritizing their time and
resources. Impartner’s visual KPI Builder encourages the right partner
behaviors by showing the next-level benefits and how to achieve these goals.
Our customers have seen a 50% increase in account managers’ ability to meet
quota and a 26% increase in partners improving their performance.
5. Valuable Marketing and Communications
Channel teams require external
resources, like IT and marketing, to help send out communications. This can
create backlogs and stale information going out to your partners. Impartner’s
marketing tools are designed to give you full control of your communications
and ensures you are clearly communicating targeted content, and the right
partner gets the right information at the right time. No waiting in line for
corporate marketing tools, and no begging for outside resources to assist. With
Impartner’s News on Demand, our customers saw an increase of 30-50% in
newsletter open rates and a 50% reduction in production time.
6. Increased Engagement
Many vendors offer suboptimal partner portals and struggle to keep partners engaged and using their tools. Impartner SegmentAITM ensures that every user gets new information regularly and has an easy-to-use and personalized experience — all without the need to touch code. Because our partner portal keeps content fresh and personalized, our customers saw a 41% increase in engagement.
7. More Valuable Use of Internal Resources
Your company probably has a team of highly
experienced channel leaders that can help recruit the best partners and work with them to create valuable
strategies. If those key players
are tied up doing administrative work, like tracking partner recruitment or managing
your marketing development funds, they are not reaching their full potential.
Impartner PRM includes workflows
and intuitive UI-based admin tools to make management easy. By automating
operational basics so that the best talent can focus on creating strategic
relationships with partners, our customers reported a 29% decrease in
8. Building Partner Loyalty
We know loyalty is important to
our customers because loyal partners sell more of your products than
competitors’ products. Impartner PRM provides multiple ways to help you build
partner loyalty within your partner ecosystem in a scalable and cost-effective
way. 78% of our customers have stated that Impartner PRM gives them a
competitive advantage. We not only work for you — we work with you.
9. Capturing the Shadow Channel
Channel sales can feel
unpredictable and it’s easy to get lost in the shadows. The shadow channel of
non-traditional partners has emerged because business unit buyers, who make 72%
of purchasing decisions, increasingly turn to unlikely groups to help implement
technology. Impartner’s Referral Automation Platform brings the same process
and structure we’ve brought to managing traditional partner models to managing
and rewarding referral partners. Our customers have seen an average revenue
increase of over 30% from these referral partners.
10. Channel Experts that Guide Your Channel Upward
The most common question our
customers ask is how to best configure their PRM to follow best practices. With
Impartner PRM, you have the most experienced customer success team and a large
library of best practices to guide you through your PRM. Our customers have the
best combination of solution and support available to optimize their partner
program and maximize their revenue.
If you’re wondering about Impartner’s secret sauce and how we are able to accelerate growth year-after-year for our customers, the best place to start this conversation is with our award-winning channel management platform. Impartner provides an enterprise-class solution for managing all aspects of the partner life cycle, from partner recruitment, to marketing and sales, to performance management. Impartner’s solutions are not only our customer’s most powerful secret weapon, it is easy to adopt, quick to deploy and fully customizable for your brand. Find out more by joining this webinar.