SGI Sees 25% Growth in Channel Partner Deal Registrations after Implementing Treehouse Interactive's Reseller View™ Partner Relationship Management (PRM) Solution
For Immediate Release
SGI Helps Partners Accelerate Time to Market and Profitability with TreeHouse Interactive's PRM Solution
Salt Lake City, Utah — January 29, 2014 — TreeHouse Interactive™ (www.treehousei.com), the technology leader in SaaS-based partner relationship management (PRM) and marketing automation platform (MAP) solutions, today announced that SGI has experienced multiple benefits after launching TreeHouse's Reseller View™ PRM software solution. Partner opportunity registration has increased 25 percent since SGI implemented Reseller View in 2010, and its partner-managed marketing development funds (MDF) program has seen a three-fold increase in the number of marketing requests received through Treehouse's online tool. Download the SGI case study.
SGI's channel strategy is to grow revenues by helping customers solve their business and technology challenges and the company considers channel partner enablement a key component of its sales and marketing success. Each of SGI's nearly 400 partner accounts globally—which includes 1,500+ partner members in 50 countries—provides expertise in high-performance computing, data-center management, or storage solutions to Big Data, commercial, government, manufacturing, life sciences, financial, research, media and entertainment, and Internet markets.
The company's goal is to provide resources that allow channel partners to work more efficiently, increase revenue, and increase profitability. These resources include a broad product line, strong margin potential, and training and tools to support selling efforts. Many of these tools are available through SGI's online partner portal, which has become more effective since the implementation of TreeHouse's Reseller View solution. In addition to the improvements in deal registration and the MDF program, visibility has increased substantially, enabling SGI and partners alike to see specific pricing and track orders globally. The solution also allows SGI to do business with partners worldwide regardless of time zone, ensuring that they always have access to what's most important to them via the online partner portal.
TreeHouse's Reseller View allowed us to launch something to our partners that we didn't have previously and wouldn't have been able to manage before, said Nancy Pierce, SGI's global channel program and operations manager.
We can now provide fresh content, an easy-to-use tool, and access to resources they need—and based on the response of our partners, they're taking advantage of all of it.
Pierce highlights three services that have been particularly valuable to SGI since launch: opportunity registration, accreditation, and partner marketing. Unlike SGI's previous manual system that had been employed for opportunity registration, Reseller View allows partners to access the system and register an opportunity, which then feeds into the CRM system for approval, saving time and resources. Reseller View has also allowed SGI to offer partners training support through an online accreditation program on the portal. The system manages the entire process, which offers sales, technical, vertical market and quoting accreditations. Partners can manage their accreditations, see what they have completed, and print their completion certificate once the requirements are met. Separate accreditation courses are also offered internally to SGI sales and system engineers.
TreeHouse's PRM solution has also improved SGI's partner marketing efforts, via its Partner Marketing Enablement Modules and by automating the approval and payment processes associated with marketing development funds (MDF). The MDF module allows partners to apply for MDF funds and submit payment requests for their own marketing efforts, such as events. It includes automated workflows for alerts, approvals, and payment notifications throughout the process. Through its on-demand campaign technology, Reseller View provides SGI's partners with an online campaign builder and the ability to create their own co-branded email content to support their own demand gen programs. These co-branded mailers can then be automatically sent to the partner's own customers and prospects through the SGI portal.
We try to provide something new and of real value to our partners at least once a year so we're providing new content and capabilities without overwhelming them, said Pierce.
TreeHouse continues to grow its product so we can do something new for our partners every year.
SGI is one of many TreeHouse Interactive customers using its Reseller View PRM solution that have been included multiple times in CRN Magazine's Partner Program Guide, as well as earned the Partner Program Guide's 5-Star Award ranking for the fourth consecutive year. The 5-Star Partner Program rating recognizes an elite subset of vendors who give solution providers the best partnering elements in their channel programs.
To learn more about Reseller View partner relationship management, see Reseller View resources. To learn more about Marketing View marketing automation see Marketing View resources.