Issue link: https://impartner.com/resources/i/1514005
How Nintex Transformed Their Partner Pipeline Challenge Wanting to facilitate value-adding communication with their partners, Nintex came up with a solution to send real-time lead notifications that alert partners when their existing customers have browsed Nintex.com.* This was achieved by introducing a seamless, automated connection between four different systems, namely Salesforce, DemandBase, Crossbeam, and Impartner, with zero human interaction required. Previously, Nintex partner managers were manually sifting through data to find untapped sales leads for each partner within their existing customer records. With partner managers spending a considerable amount of their time on indirect sales activities, the need for a way to accelerate their sales pipeline and enhance value for their partner network was clear. *Dependent on the partner's existing customer also being a current Nintex prospect customer and requires a mutual overlap within the Crossbeam system. Solution Real time pipeline automation didn't exist in the market, so Nintex turned to Impartner and Crossbeam, an ecosystem-led growth platform. With Crossbeam, Impartner introduced new functionality that allows Nintex to integrate partner overlap data from Crossbeam into Impartner's PRM system, such as data related to Nintex's prospects who are also partner customers. This allows Nintex to pull in data surfaced by their demand generation system (DemandBase) via Salesforce. Nintex now utilizes four separate systems in concert to unearth and promptly share sales-related and product-specific activities on Nintex.com with which partners' customers are proactively engaging with or seeking out, empowering the partner with insights they wouldn't have had otherwise. The implementation of these advanced workflows did more than just merge customer insights into Nintex's partner data. The brilliance of this integration lies in its use of real-time data gathered by DemandBase which is then surfaced in Nintex's Salesforce instance. Nintex's existing connections between Salesforce and Crossbeam raise awareness of this activity, enabling Impartner's new functionality to identify and integrate the data. Once in Impartner, Nintex leverages the workflow engine to automatically notify partners whenever their existing customers engage with Nintex, be it browsing the website, registering for a webinar, or downloading a whitepaper. The true innovation is evident in the system's self-sustaining nature. Once partners input their customer list into Crossbeam, they gain instant visibility to overlaps when the partner's existing customer is also on Nintex's prospect list, as well as automatically being informed about new activity without anyone lifting a finger – a fully automated process ensuring consistent sales leads. © 12/2023 IMPARTNER. All rights reserved. HQ: +1 (801) 501-7000 | Paris: +33 (0) 1 87 16 73 86 | London: +44 (0) 204 576 9682 Customer Stories Nintex, founded in 2006, reimagines the way businesses operate by providing a process automation and intelligence platform powered by AI, which enables customers and partners of all sizes to quickly orchestrate critical processes that can be deployed anywhere. Serving 8,000+ public and private sector organizations, including over 50% of the Fortune 500, Nintex offers a unique set of features and purpose- built solutions that combine the ease of no-code with the power and flexibility of low-code tools. Automating our partner communications through this innovative system not only streamlined our processes but also empowered our partners with real-time insights, creating a win- win scenario for everyone involved." — Emily Moore, Global Channel Operations Manager Results: Accelerated sales pipeline by leveraging real-time data Minimized operational bottlenecks with automated workflows Elevated partner value with sales lead alerts Strengthened sales strategies with data- driven feedback Industry: Software Development Location: Bellevue, Washington