CMSwire | August 08, 2023
PartnerTap, Inc., the leading enterprise co-sell platform provider, today announced the release of their new Co-Sell Automation product, an automated workflow solution that orchestrates all the next steps to connect sales teams with partners so they can co-sell into mutual accounts and new opportunities.
Co-selling has become a top strategic priority for enterprise companies with large partner ecosystems, as companies look for new ways to accelerate growth and gain market share. With so many vendors, suppliers, and delivery options to choose from, business buyers are turning away from the traditional direct sales and channel sellers they used to buy from, and instead relying on external trusted advisers and consultants to make their purchasing decisions. Enterprises are seeing this change in buyer behavior show up in their sales metrics, with lower win rates and lower sales productivity metrics.
“Every company out there is seeing a decline in their traditional direct sales productivity metrics,” said Cassandra Gholston, CEO and co-founder of PartnerTap. “Companies that co-sell at scale are the exception. Co-selling lets sales teams leverage the trusted relationships their partners already have with buyers to gain access, shorten sales cycles, increase win rates, and keep competitors out of their accounts.”
Many companies are now making significant investments in co-selling transformation initiatives. While account mapping lies at the heart of co-selling, the critical next step of connecting reps with partners to work those joint accounts is often a manual, arduous game of telephone. With reps changing roles, accounts, or territories it can be difficult to find the right person to sell with, and it can take days or weeks before sales reps get connected with the right person at a partner to help on a deal. All this back-and-forth slows down sales cycles and gives competitors a better chance to get into these accounts.
Scaling up co-selling across large partner ecosystems requires three things: comprehensive account mapping to identify all the potential deals in your partner network, connecting sales reps with partners on their shared accounts, and making it easy for sales reps and partners to collaborate on these new deals. Most companies today are operating in the one-off mode when it comes to account mapping and co-selling. Moving from random acts of co-selling to a highly orchestrated and scaled up co-sell program requires automation technology purpose built for enterprise co-selling.
“PartnerTap’s new Co-Sell Automation product doubles the value of their enterprise co-selling platform,” said Danny Benedetti, Vice President Channel Sales at Lumen Technologies. “Using PartnerTap’s new workflows our Channel Managers can now automate account mapping and automate all the introductions between partners and sales reps on their mutual accounts. This frees up our Channel Managers to focus on strategic planning, programs, and campaigns, and lets sales go after these new deals quickly with the best partners to help on each account.”
With the addition of the new Co-Sell Automation product to the PartnerTap Ecosystem Sales Platform, customers can now:
Securely share data with partners in a digital clean room
Automate account mapping to identify ALL the potential opportunities with each partner
Instantly identify all the new logo accounts and expansion opportunities with your best partners
Keep sales reps and partner reps aligned on their mutual accounts so they always know who to work with
Trigger workflows that automate all the “what’s next” activities to let partners and sales reps opt-in to co-selling on specific accounts and opportunities
Automate new co-sell deal alerts, opt-in invitations, and nudges for unresponsive reps
Instantly connect sales teams with partners and let them collaborate in secure digital deal rooms
Give sales, marketing, customer success, and support teams full visibility to the partners engaged at each account right inside the CRM system where they already work
Track all the co-sell accounts, opt ins, introductions, and collaboration activity happening between reps and partners
Auto-register partner sourced deals in PRM
Attribute pipeline and revenue to the partners that sourced or accelerated pipeline and revenue for your sales teams
Scale up co-sell motions across thousands of sales reps and thousands of partners
PartnerTap is the leading cloud-based co-selling platform for enterprises that sell with or through ISVs, resellers, distributors, TSDs, MSPs, alliances, systems integrators, and marketplace partners. The PartnerTap Ecosystem Sales Platform gives companies an easy way to identify all the potential sales opportunities with each partner and empower sales teams to co-sell with partners securely. PartnerTap serves companies with thriving partner ecosystems, including Hewlett Packard Enterprise, Lumen, ADP, SAP Concur, LastPass, Avant, and Softchoice. Partner teams invited to connect on PartnerTap may use the product for free with the partner(s) that invite them. Learn more at www.partnertap.com.
Martech, Channel Partnerships
PR Newswire | July 19, 2023
Kore.ai, the world's leading enterprise conversational AI (CAI) platform and solutions company, has today announced a new partner program to bolster the support it provides to its indirect sales channel. The Kore.ai Channel Partner Program establishes a new tiered structure for channel partners and solution providers, and commits significant investments for each partner covering go-to-market (GTM), enablement and marketing support while providing additional resources.
Gartner estimates that the demand for CAI solutions is growing 55% year-on-year and the total spend is expected to touch$82 billionby 2028. Kore.ai plans to leverage the growing demand for CAI solutions through its partner program by creating a robust, extensive, and diverse partnership ecosystem on a global scale, including technology partners, global system integrators, regional system integrators, resellers, solution providers and strategic partners.
The company, which currently has more than 100 partners, plans to streamline its existing network while further strengthening it through streamlined support and joint offerings to drive accelerated growth and emerge as a standout leader in the conversational AI market space.
Kore.ai will soon launch a new partner engagement portal to engage and deliver success for their customers, along with an app marketplace where technology players can publish and embed technology within the solutions from other vendors. A wide range of commercial options will be made available, which can be customized for partners to suit their channel needs.
As part of the program, channel partners and resellers can leverage the industry-leading, no-code platform that Kore.ai offers to enable rapid innovation and deploy solutions for a wide range of industries including financial services, retail, healthcare and life sciences, manufacturing, retail, managed services and business process outsourcing (BPO) units. They can also plan and manage joint GTM campaigns, co-marketing, public relations, pre-sales enablement, customer support and explore value driven expansion opportunities.
Under the new program, channel partners will be categorized using a new, three-pronged tiering structure – Platinum, Gold, and Silver – which is designed to encourage growth and reward partners for loyalty and long-term success; and delineate the level of support partners receive. Higher-tiered partners will receive additional benefits such as:
Participating in a product advisory committee
Kore.ai's market development funds
Joint press releases and media campaigns
Deeper GTM support
"Kore.ai has always believed in being a partner-first company. The new framework we've built allows our partners to grow their business globally, innovate rapidly and deploy solutions for a wide range of use cases targeting customer experience, employee experience or agent engagement," saidSahil Rekhi, Kore.ai Global Head - Partnerships. "We are connecting solutions to create a more powerful offering that's greater than the sum of its individual parts, and targets the entire gamut of contact center automation and customer experience management. Through a comprehensive ecosystem of platform integrations, we are expanding our partner's wallet share and enhancing the capabilities of various enterprise applications, communication tools, collaboration platforms, and customer experience solutions."
With over 400 customers, Kore.ai automates multibillion interactions every year through its CAI platform and solutions, and has delivered more than$1 billionin cost savings to global enterprise customers to date. Around 200 million consumers and close to 2 million enterprise users currently leverage Kore.ai solutions to improve customer, employee and contact center agent experiences that drive business outcomes.
Technology partners and solution providers who want to pursue growth opportunities in this space can reach out to the Kore.ai partnerportalto get started:https://kore.ai/partners/
Kore.ai is a global leader in the conversational AI-first platform and solutions, helping enterprises automate business interactions to deliver extraordinary experiences for their customers, employees, and contact center agents. More than 400 Fortune 2000 companies trust Kore.ai's experience optimization (XO) platform and technology to automate their business interactions for over 200 million users worldwide to achieve extraordinary outcomes. Kore.ai has been recognized as a leader and an innovator by top analysts and ensures the success of its customers through a growing team headquartered inOrlandowith offices inIndia, the UK,Japan,South Korea, andEurope. VisitKore.aito learn more.
Globenewswire | August 11, 2023
Accruent, a leading provider of workplace and asset management solutions, hosted its highly anticipated annual Synergy partner conference, an event that brings together industry leaders and partners to celebrate innovation, success, and collaboration. The partner conference, held on August 9th, was also an opportunity to recognize and honor exceptional partners that have demonstrated outstanding achievements during the prior year.
This year’s conference was unique in that it was combined with Accruent’s annual customer conference – Insights Nashville 2023 – on August 7th and 8th. Insights 2023 Nashville hosted more than 500 professionals from a broad range of industries with the opportunity to gain product knowledge, share best practices and network with their peers.
During the Synergy conference, three prestigious awards recognizing the performance of Accruent’s top Channel Partners in the Americas for 2022 were presented.
The Partner of the Year Award is awarded to an Accruent partner that demonstrates consistent success, remarkable growth, and an unwavering commitment to exceeding customer expectations. The award went to Illinois-based Hagerman & Company, a long-time partner that has significantly contributed to the mutual success of both Accruent and its customers.
The Customer Success Award is presented to a partner demonstrating a customer-centric approach that enables their clients to extract the utmost benefits of Accruent’s comprehensive suite of solutions. The Kinsmen Group received the award largely due to their unique Kinsmen Methodology. This approach helps the company provide analysis, guidance, and honest opinions and recommendations to allow customers to get the most out of Accruent’s products.
Finally, the Most Innovative Partner Award is given to a partner that demonstrates an unwavering commitment to pushing the boundaries and inspiring progress in the industry. The award went to MC Global for its continuous pursuit of innovative solutions, groundbreaking ideas, and role in driving exceptional business outcomes.
“We are grateful for all our partners' pivotal contribution in bringing our vision of unifying the built environment to fruition,” said Pete Mansel, Chief Sales Officer, Accruent. “They are a key part of our strategic plan and will continue to enhance the value of our intelligent solutions for customers across the globe. We are proud to have this year’s winners as part of our partner ecosystem and look forward to our continued success together.”
Accruent is the world’s leading provider of software for unifying the built environment, with solutions spanning workplace management, asset management, and physical and digital applications. Accruent continues to set new expectations for how organizations use data to transform the way they manage their facilities and assets. With headquarters in Austin, TX, and Hoofddorp, Netherlands, Accruent serves 5,000 customers in a wide range of industries in more than 150 countries worldwide.