Virtualization Technology News and Information
Next-Generation Flash Storage Company Tegile Turns to Impartner to Enable Channel Partners Globally

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In the fast growing next-generation flash storage market, Tegile knew being easy to do business with would be critical to its ability to differentiate and win. It also knew to be a 100 percent channel company, it needed a Partner Relationship Management (PRM) system with the ability to scale along with its partner program. To provide that differentiation and enable that scale, Tegile turned to global SaaS PRM leader Impartner.

"In the already well-established storage market, our brand was new and not as established yet," Tegile Director of Channel Marketing Sherman Tam said in a video case study released today. "In searching for a PRM solution, we knew our channel success would require partner loyalty and commitment--and that would be determined by our ability to make it seamless and incredibly simple for partners to find what they need and shorten their sales cycles."

"The choice of Impartner and implementation of the company's PRM solution was easy -- it was like flipping on a switch," Tam said. "It was basically worry free, and we were up and running in about a month. Impartner has industry knowledge from working with companies of all shapes and sizes--from small start-ups like Tegile to large companies like Xerox--which helped them play a trusted advisor role in bringing up the portal. They really spent the time to understand our goals and the experience we wanted to deliver to our channel partners."

Today, the portal is the central hub for Tegile's network of channel partners globally. "Everything we do evolves around our partner portal," Tam said, adding that when the company recruits new partners, it showcases the portal's well organized design and simple layout, which shows how easy it is to get enabled with Tegile.

Most important, Tam said, is the performance and engagement the portal drives with Tegile's partner community. "From the moment we turned it on, we had so many great responses, and we saw an immediate jump in the use of our Partner Portal--from 25 percent to 50 percent within a month," Tam noted. "And now, the majority of our global partners use it regularly, and we clearly see that the higher the utilization of the portal, the higher the revenue of the partner."

According to Dave R Taylor, Impartner chief marketing officer, "Tegile is a showcase example of why more and more companies are turning to PRM. It not only provides a differentiating, personalized partner journey that helps them stand out in what is increasingly a fierce competition for the best partners, but also offers a solution that can scale as they scale, and truly optimize the performance of their channel."

To find out more about Tegile's use of Impartner's PRM solution, and how it helped Tegile win CRN's coveted 5-Star Partner Program recognition four years in a row, click here [].

Published Thursday, April 21, 2016 3:21 PM by David Marshall
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