Yes, a partner portal lets partners benefit from self-service and thus helps to cut down on time and effort required from your managers.
The More Users, The Better
A multi-dimensional approach to partner relationships outplays the one based only on vendor manager contacting for two reasons:
- You transmit information directly, say, to partner salespeople, so it can’t be misinterpreted or delayed.
- The more partner employees find your portal convenient, the stronger their collective resistance to reduce the scope of cooperation with you.
By turning your partner portal into a convenient tool for partners’ entire team (including salespeople, marketers and technical team), you make it easier to do business with you, facilitate partner sales and thus stand out from a range of your competitors.
That’s said, how do you get more portal users at your partner’s side?
Reach Out To Partner Salespeople
You will naturally win loyalty of a partner sales team if the partner portal makes it easier for them to communicate the benefits of your offerings.
Engage Partner Marketing Team
Involve Partner Tech Department
Now and then, a complex product delivery will require the technical team to jump in. In accordance with customer requirements, they decide what components to use to configure a solution of choice and advise on the implementation aspects.
Keep An Eye On Your Stats
Applying the Deming plan–do–study–act cycle, pay attention to gathering and analyzing the portal’s statistics. Once you know how users interact with your portal, it’ll be easier to set and meet portal engagement targets. For instance, you can plan to double the monthly usage rates of your price calculator or product configurator.
Eager to know more on partner portal implementation? Check our recent entry on webdevelopment services.
By Vadzim Belski, Head of Web Development Department at ScienceSoft