Issue link: https://impartner.com/resources/i/1511346
Industry: Digital infrastructure, IT infrastructure/Manufacturing Location: Columbus, OH Vertiv Products: All Impartner PRM + TCMA applications Customer since March 2020 Results Within 30 weeks, deployed Impartner PRM across 5 regions and in 17 languages Simplified and automated partner onboarding to go from a 3-day approval process down to 90 seconds "A single view" portal where partners can access all tools and materials to work strongly with Vertiv With the enhancements in place, scaled up to 12,000 partners "quite easily" $800M worth of deal registrations have flowed through the system within the last year since the upgrade Given the success, they've since expanded their channel tech stack to include Impartner's TCMA Demand Generation, Google Ads for the Channel, and Partner Locator Customer Stories © 2026 IMPARTNER. All rights reserved. HQ: +1 (801) 501-7000 | Paris: +33 (0) 1 87 16 73 86 | London: +44 (0) 204 576 9682 Challenge Vertiv struggled to scale its partnerships with their home-grown approach to their channel automation stack. They also managed multiple custom portals across their 5 main regions, leading to disjointed teams internally. As a challenger in the channel, they knew they had to do something different to attract new partners to their program and away from their established competitors. Solution With Impartner, Vertiv decided to radically change their channel tech stack by undertaking a "paradigm shift" in their portal approach Developed a global template to enable a speedy deployment across their 5 regions A "fanatical obsession" with the project delivery to replace their entire partner ecosystem using unmatched speed and collaboration Gained project sponsorship from key executives by delivering on promises and rapid implementation pace Through the automation behind the portal, we were able to speed up and get to a consumer grade the onboarding experience. That opened up new doors to have the speedy registration and onboarding that united every team and region across Vertiv." Martin Coulthard, Senior Global Director of Digital Customer Experience About Impartner Each day millions of partners in nearly every industry across the globe access Impartner. Why? Because the partner experience matters and leading channel organizations agree. Impartner is the fastest-growing, most award-winning channel management solution provider on the market. Our partner relationship management (PRM) and partner marketing automation (PMA) solutions help companies accelerate revenue and profitability through their indirect sales channels at every partner lifecycle touchpoint. From partner training and certifications to communications, business planning, and performance compliance, Impartner handles it all and more with best practices and automation built in. We're ready when you are. Book a Demo