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New Impartner On-Demand Webinar Reveals the ROCI Secret Some Companies Know That Others Don't

For Immediate Release

CMO Dave R Taylor pulls back the curtain on how leading companies have increased their channel revenue by as much as 91 percent

Five key reasons it's the Golden Age of Partner Portals

Silicon Slopes, Utah — November 20, 2015 — Global SaaS Partner Relationship Management (PRM) technology leader Impartner today announced the availability of its newest on-demand webinar, The ROCI (Return on Channel Investment) Secret Other Companies Know that You Don't. In the webinar, Impartner Chief Marketing Officer Dave R Taylor reveals why PRM is the new CRM and why it's the single most important ingredient for companies to manage their channel, accelerate their ROCI and win the competitive battle.

When National Instruments increased its channel revenue by 91 percent, SGI increased deal registration by 25 percent and ViaWest increased partner applications by 30 percent in six months, the key ingredient wasn't hiring additional sales people, introducing new products, lowering prices or offering additional incentives — it was the implementation of a new, next-generation PRM solution, Taylor said in the webinar.

Taylor also highlighted the five key reasons PRM is entering a Golden Age:

  1. Channels are in the spotlight
    ERP, CRM and Marketing Automation have given performance visibility to operations, sales and marketing — but not channel sales. ROCI is the No. 1 concern of channel chiefs,1 and next-generation PRM solutions provide the information they need.

  2. In 2015, poor customer experience is unforgivable
    The statistics about the cost of poor customer experience are inescapable — including the fact that 82 percent of switchers2 believe companies could have retained them with better experiences. The Partner Portal is the front door to companies' relationships with partners and is critical to making them the vendor of choice.

  3. The IT talent shortage makes channels indispensable for growing sales
    As the IT talent battle rages, the growth of the indirect sales channel is explosive. Without a proper portal to serve them, however, the RIGHT partners don't take channel programs seriously. Plus, without automating key functions like partner onboarding, companies won't have the bandwidth to scale their programs quickly.

  4. Not having a PRM means you can't optimize the channel
    Companies such as National Instruments have seen dramatic sales acceleration from implementing a new PRM solution because it allows them to optimize their partner relationships. What could it mean for others? At 300 partners with an average sale of $10,000, just one more incremental sale per partner a year would equal $3 million in additional revenue — making it an investment most companies can't afford NOT to make.

  5. PRM has been productized and is no longer the burden nor the cost it once was to implement
    The burden of implementing a new PRM has been minimized, and solutions like Impartner PRM can help most companies can get through the process in about 30 days. Based on Impartner's decades-long experience with leading companies and their Partner Portals, building it themselves can cost companies hundreds of times more and take months longer.

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1. The Forrester Wave™: Partner Relationship Management (PRM) Platforms, Q4 2014, Forrester Research, Inc.
2. Is Digital Killing Loyalty? Kevin Quiring and Olivier Schunck, Accenture, 2015


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