How to Improve Sales with a Partner Portal

Channel partners are an excellent way to increase sales.

However, this sales method presents many challenges. Every channel partner is different and so are their needs, so how do you make sure they’re on the same page as you?

The solution…

A partner portal.

With a partner portal, channel partners can easily access different exclusive resources to help close deals quicker. Ultimately, this will drive sales up exponentially.

What is a Partner Portal?

A partner portal is a web-based operating system that allows channel partners to access elements like sales and marketing information, lead and performance management tools, product information, and training and certification.

Who Will Benefit from a Partner Portal?

A partner portal solution will improve your sales cycle no matter what position you may be in.
Here are some types of people that can benefit from a partner portal.

Reseller Partner: Resellers work independently to generate sales for your product or service. It is your job to provide them with relevant resources to generate leads, create opportunities and above all, close deals. Rather than relying on email communication to close deals, a partner portal provides the reseller with access to sales enablement assets, which they can access at any given time. A partner portal simplifies the sales cycle by creating an easy and efficient process, which will improve sales.

Implementer Partner: Implementer partners make sales while maintaining relationships with customers. Partner portals provide similar benefits to implementers as it does for resellers. However, a partner portal may also provide access to the marketplace and co-branded material. This is a significant benefit to implementers as these resources may enhance customer loyalty. Partners will want to sell to you rather than to other vendors, which will improve sales.

System Integrator (ISV): System integrators refer your organization to other partners. A partner portal is beneficial to system integrators because it can help them stay updated with your business. A partner portal will provide updates on changes and relevant information that can be used to close a deal as quickly as possible.

Parts of a Partner Portal that Improve Sales

Market Development Funds (MDFs): Partner portals make it easy to request MDFs, ultimately improving sales by creating brand awareness.

Partner Certification and Online Training: Through partner portals, online training ensures partners understand important features of your product and sales cycle. The certification will act as motivation for partners to put effort into the training.

Document Management: Partner portals provide access to document management. Files can be uploaded and stored in one location. This is time-efficient as channel partners won’t have to dig for documents.

Deal Management: Partner portals reduce channel conflicts by controlling leads. This will ensure partners are not going after the same leads, which is a huge time saver.

Playbook: Partner portals provide playbooks. Playbooks are useful marketing and sales tools, which are available to channel partners anytime. Playbooks reduce wait times as you don’t have to wait for others to provide you with marketing or sales information.

Partner portals improve relationships with channel partners by

Building loyalty
Providing Incentives
Creating an Engaging Partner Relationship

Wrap Up