“Getting partners ramped to profitability is key – and sales enablement is critical to Smartsheet’s ability to do that.”
When it comes to scaling a channel program – and doing it faster than the competition – many ask: “When is the time to switch from a non-automated tracking tool to a fully powered Partner Relationship Management solution to manage my channel?”
For Smartsheet, a leading cloud-based platform for work execution that empowers organizations to plan, capture, track, automate, and report on work at scale, which now has 80,000 customers in 190 countries and a growth rate of more than 50 percent a year – the answer was sooner rather than later.
In a case study presentation at Impartner’s recent customer and channel management summit ImpartnerCON19, Smartsheet Director of Global Channels Steve Stewart, highlighted key reasons Smartsheet invested in a contemporary, out of the box SaaS PRM solution as a key channel acceleration tool ahead of others in the industry – helping the company bat ahead of the competition.
“We’re a high-transaction, low-deal value house, so having a channel program that is rapidly scalable is super important,” said Stewart during the presentation. At the time of the session, Stewart, a channel industry veteran from channel powerhouse companies like CA technologies, had recently joined Smartsheet as part of the company’s commitment to expanding their channel and inherited the newly implemented Impartner PRM solution.
Following are six key highlights from Stewart’s presentation on how a “right-now-versus-later” investment in PRM can help channel teams accelerate building and scaling their channel program:
Sum total, Stewart says Smartsheet’s early investment in ImpartnerPRM has helped the company accelerate the growth of its channel against other emerging players. “Walking into an organization as I did three months ago where all this was actually built was fantastic because I could pull credible, believable data out,” he said.
To find out how Impartner can help your emerging company turn its channel into a strategic competitive advantage, click here for a demo.