Fluid management division implements Partner Relationship Management solution to power partner portal; improves lead pipeline metric 200%
Silicon Slopes, UTAH — April 13, 2018 — When 87-year old fluid management brand, ARO®, of Ingersoll Rand, set out to reinvent their service and support of their global channel partners, many of whom have been partners for several decades, the choice was a Partner Relationship Management (PRM) solution from Impartner, the best—selling and most award winning pure—play PRM in the world.
While PRM has recently gained solid footing as a core go-to-market technology with the tech glitterati such as Splunk and Zendesk, channel management software like Impartner’s is only just making its way to old-line manufacturing companies like ARO®, which makes pumps, and other fluid handling products, that move nearly every fluid in general use today from chocolate to fuel. The results, have been no less transformative. See firsthand in a new video case study released today, ARO® Ingersoll Rand Customer Case Study.
“When we thought about what we do and the mission that we’re on, it was certainly about growing our business, but it was also about the hundreds of thousands of families that rely on our business in what they do,<” said ARO® Global Marketing Leader Liz Cope. “We were looking to create a space for partners to have an easier, unique business experience, and not only continue to position us as the most reliable brand in the industry, but also as the brand that’s thinking about our customers first in a demonstrable way. With Impartner, we were able to do that.”
A Consultative Approach
In the case study, Cope stresses that because PRM is only just emerging as a technology in the manufacturing space, they were looking for a consultative supplier to help the company make the transition. “Impartner had a desire to speak our language, meet us where we were, and help us understand the space,” said Cope. “They became mentor, coach and vendor all in one. They were really patient about that, and we needed that because we were looking to bring the best—possible experience to our customers—and Impartner provided that guidance.”
The Assets Partner’s Need
A key feature of ARO®‘s new portal, is the asset library, which makes accessing sales collateral and training easy and fast for partners. “Our partners are in a competitive marketplace. Everything we do now in our portal is designed to give them that edge that their competitive distributor does not have,” Cope said.
Stretch Goals Reached
While partners are thrilled, when it comes to driving the performance of the business, Cope says the new PRM has transformed ARO®‘s ability to track leads, pass them to partners, and monitor their performance. “In 2017, I put together a stretch goal to increase our pipeline influence 30 percent over 2016, and thanks to efficiencies, our ability to broaden our partner base receiving leads and onboard new partners, we were able to increase that nearly 200 percent,” Cope said.
A Transformative Experience
In the rollout to partners, Cope said one of the most powerful moments came when previewing the portal to a new partner. “The marketing manager looked at me, and he said, ‘Liz, this is the holy grail. No other manufacturer we carry is doing this.’ That’s a powerful statement for our business. Implementing a PRM solution for your partners lets them know that you are listening to them, and Impartner would be my only choice.”
About Ingersoll Rand
Ingersoll Rand (NYSE:IR) advances the quality of life by creating comfortable, sustainable and efficient environments. Our people and our family of brands—including Club Car®, Ingersoll Rand®, Thermo King® and Trane®—work together to enhance the quality and comfort of air in homes and buildings; transport and protect food and perishables; and increase industrial productivity and efficiency. We are a $14 billion global business committed to a world of sustainable progress and enduring results. For more information, visit www.ingersollrand.com.
For more information about ARO® visit www.arozone.com.
To learn more about Impartner’s full suite of functionality and how companies with contemporary SaaS PRM solutions help generate an average of up to $9 million a year in additional channel revenue, please visit: www.impartner.com
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 www.impartner.com 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.