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Impartner Cracks Open the Black Box on Partner Performance

For Immediate Release

New Impartner Intelligence solution makes Partner Portals 'bidirectional'

With Impartner Intelligence, portals not only serve partners, they also provide unprecedented insight into individual and overall partner performance, allowing vendors to optimize channel performance

Silicon Slopes, Utah — September 14, 2015 — Impartner (formerly known as TreeHouse Interactive), a leader in turnkey SaaS Partner Relationship Management (PRM) solutions, today announced a new partner performance intelligence solution that provides companies with unprecedented insight into their Return on Channel Investment (ROCI). Impartner Intelligence turns what traditionally have been one directional partner portals designed to service partners, into bidirectional portals that give vendors unprecedented insight into the performance of both individual and overall partner performance.

There is no question, in 2015, when you sell through indirect channels it's critical that you're easy for your partners to do business with and that starts with your Partner Portal — it's the front door of your relationship, said Impartner Chief Marketing Officer Dave R Taylor. However, ROCI is the No. 1 concern of channel chiefs, and Partner Portals are already a goldmine of information on lead follow up, closure rates, marketing performance and sales results. With Impartner Intelligence, we crack open what has been a black box and allow you to see how your individual and collective partners are performing, work with them to plan and manage their performance the same as you do your direct sales team, and truly be able to view and optimize your channel investments.

Forrester Principal Analyst Tim Harmon states that new approaches of partner performance management are taking shape. The days of incentivizing and rewarding partners' performance solely on revenue contribution are past. Now manufacturers are applying a Balanced-Scorecard-like approach to partner performance, wrote Harmon in a Forrester Research report. The Balanced Scorecard methodology retains classic backward-looking financial metrics, but it adds future-value metrics involving customer relationships, learning and growth, and business processes to measure performance.*

The full functionality of the Impartner Intelligence solution includes the ability to manage closure rates, lead follow up, marketing performance, and sales results, plus a robust business planning functionality that lets you develop, manage and measure business plans for each partner and benchmark performance system wide. At launch, the solution will integrate with Salesforce.com and be expanded to integrate with other CRM solutions by year end.

At the end of the day, said Taylor, all companies want to grow and scale their partner network and invest with the right partners. The struggle is to figure out where to focus channel investments that provide the highest return, and Impartner Intelligence provides the insight the industry has been looking for. This gives vendors the transparency they need into their partner's performance to ensure predictable, repeatable results.

For more information on Impartner Intelligence, click here. To watch a new Impartner webinar on Cracking Open the Black Box on Partner Performance featuring Forrester Principal Analyst Tim Harmon, click here.

 

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