Issue link: https://impartner.com/resources/i/1473123
"Thanks to Impartner PRM, deal registration has been phenomenal- ly successful for us. Our registered deals expanded 275% over the rst half of 2016. We expect that to outstrip our native demand gener- ation this year by a signicant margin. That's largely due to our ability to manage those deals as they come into the pipeline." Bruce Milne Chief Marketing Ofcer Pivot3 Pivot3 is an Austin, Texas-based provider of hyperconverged infrastructure technolo- gy. The company's ability to combine all the elements of a data center – storage, compute, networking and virtualization resources – has rocketed its growth to 80 percent a year. As a 100 percent channel-driven company, Pivot3 relies on its channel partners to deliver its go-to-market message and broaden its geographical reach, improve situational urgency, and leverage their expertise when they have a closer relationship with the customer. The company works with a broad range of partners, whether they are value added resellers, resellers integrators, and in some parts of the business, where they are referral partners who are installers, architects, and engineers. 10619 South Jordan Gateway, Suite 130, South Jordan, UT 84095 | 801.501.7000 | www.impartner.com Organization As a 100-percent channel company, one of Pivot3's biggest challenges was to scale its partner program and make their business more efcient. They knew their current set of channel marketing tools were not comprehensive enough to engage their partners in the one-to-many capacity necessary for rapid scale. The team was looking for a technology solution to provide the selling tools, training, sales enable- ment, competitive information, deal registration and content syndication needed to be successful. Additionally, they needed that solution to scale the partner network by 3-4 times without having to retool. Challenge For Pivot3, choosing Impartner came through an acquisition of NextGen Storage, which had a mature partner management process and was already an Impartner customer. While other technologies were considered, the prescriptive, out-of-the box nature of Impartner with mature, built-in best practices for scaling a channel, made it the clear choice over a custom solution. Plus, the IT team was condent Impartner's SaaS-based solution, managed package with Salesforce, and training and support resources would make it easy to integrate and maintain. Once implemented, Impartner PRM has been a tremendous accelerator for the business, and has helped the team grow the program by over 400 partners in a year, and deal registrations by 275 percent in six months. Solution • Existing partners immediately embraced the new Partner Portal and 80 percent migrated to the new portal with just two email communications. • Deal registrations increased 275 percent in just six months. • The company's partner program was able to scale by 400 partners in just 12 months. • The Impartner PRM platform scales innitely, so Pivot3 can continue to grow and still provide the level of service and interaction with partners regardless of how big they grow without retooling the technology. Benefits CASE STUDY Customer Pivot3 Turns to Impartner to Help Scale Channel Program on Pace With 80 Percent Growth Impartner – The World's No. 1 SaaS Solution for Managing Your Channel 10619 South Jordan Gateway, Suite 130, South Jordan, UT 84095 | 801.501.7000 | www.impartner.com