Impartner PRM are specialists in what it does. I never got to the point where I was using all of the tools. I would have loved to, but it was so rich. And it has a very good library system where all collateral can be held. You can set it up. Collateral and content are a big issue, but it manages it very well. However, the business has to provide the content. So that's part of the issue with companies, they're not prepared. They haven't created their partner strategy, and the business isn't ready to give a piece of the cake, so to speak, to a third party. Now that's nothing to do with Impartner. That's just partnering and sales culture.
Impartner PRM
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End-to-end partner management, quick partner onboarding and deep understanding of partner relationships
How has it helped my organization?
What is most valuable?
I like Impartner PRM's deep understanding of partnering; the tool understands and the tool enables you to sign up partners very quickly and give them the tools and the access they require to do what they need to do. So it can take a partner all the way from forming an interest with an organization all the way through to selling, then reselling, and then managing their partners.
It's very easy for you to introduce new products. It's a complete solution - it manages and gives access to the partners so that they can see and work with the internal sales teams for the organizations as well as the customers. So, as you're moving it through the pipeline, both the salesperson from the company and also the partner can see where it is in the pipeline, when it's likely to close, and any issues or problems. So, it enables the partnering organization and the technology company to work together very well. It's a very good communication tool.
So, it's through the Impartner portal of this tool. I have seen some improvements in communication with the partners. But it is heavily dependent on how it's set up, but it's very easy and quick to set up. However, it's very much dependent on the person setting it up knowing what they're doing.
It certainly has analytics. It can analyze training, for instance, whether or not the training is successful. Often, working with a CRM tool like Salesforce will analyze how long it takes partners to start to become successful and how long it takes to sign them up. Then, it can start looking at which products are being sold and where there are issues with products. So, the reporting part is very straightforward.
But, the reporting is only as good as the system's setup and the discipline of partners who input data into it.
What needs improvement?
The business using the tool must be well-prepared in terms of partner strategy.
How are customer service and support?
The customer service and support are very good. On occasions, I got a technical support specialist working with me. To create the links with the CRM system was very straightforward. It was one day's work, which they didn't charge us for. That was to get us up and running. So they've got some straight out-of-the-box links that you can use, and it worked very well.
Which solution did I use previously and why did I switch?
I've worked with Salesforce PRM and Oracle PRM for many years. I've been in the industry 20 years. So, for me, my preference is Impartner. Salesforce's focus, in my opinion, is around sales teams. Impartner is different in that they have built it from the ground up for partner, third-party selling.
So it's a very rich tool. It's got many different parts to it: marketing, the digital side, it can even cover legal. It's a very, very rich tool. With Impartner, you can easily get it up and running very quickly as opposed to Salesforce, which doesn't really function straight out of the box. It takes much longer to set up. It's going to take consulting time.
The thing is, with Impartner, if you come from a partnering background, it's got the tools that you want. It understands partnering within technology, but it could also be used for other types of industry partnering as well.
So, I would favor Impartner every time. Salesforce is fine, it's a huge, great big enterprise system, but Impartner actually works very well with Salesforce as well.
How was the initial setup?
You can easily do it within six weeks, but - and this is the big but - you have to have done your upfront planning. You have to have your plan and your architecture. What I do is create a program.
And there is the other thing, people start working with partners and very often don't actually have the products ready to go to market and haven't considered how to reward partners. So price books have to be correct. It's a much more nuanced and intuitive process.
The software can't do that for you, but it does enable you to reward partners. So the problem often isn't the software. The problem is the business has to understand and have a strategy around partners. Because if you don't have a strategy around partners and they haven't enabled their tools to be sold by partners, then you're simply not going to be successful.
What was our ROI?
I have seen 100% improvements in terms of money saving or time saving using this tool. If you set up the legal process within the system, for instance, the partner can come on and sign the standardized terms and conditions on the portal. You've got Adobe Sign. They sign up. They can then immediately get access to the sales processes and the sales collateral. It takes a partner to market much, much quicker.
As long as the company has prepared everything for the partner, you can enable them because Impartner has a training platform as well. It creates a partner journey so the partner comes on and starts the training. But again, that's all got to be there. If everything is there, then you can certainly expect that within three months, if the partner does its training, you can certainly expect to enable them to sell.
I have seen it take 18 months where partners have been trying to sign up and sell our products. Because the processes weren't in place, the legal documentation was all over the place, and we were still waiting 18 months just to get through the legal process. It was dreadful. With this tool, we saw a lot of time saving with this tool.
What's my experience with pricing, setup cost, and licensing?
It was very inexpensive. It's in the cloud. You get the first 100 user licenses, and you can set that up. This was about 18 months to 2 years ago, for around $22,000 to $23,000. So, there are no upfront costs. It's a monthly payment, so you can easily start or stop using it, unlike the high upfront costs of consultants coming in and analyzing your whole business. So you can switch it on, you can switch it off, rather than the great big upfront costs of consultants coming in, analyzing the whole business.
Then, with Salesforce, it's not out of the box. It has to all be configured. And if you've got a weak CRM system and weak processes and systems, it gets more and more complicated because you then have to go back in and reengineer your sales processes to enable it. Whereas Impartner can fit alongside the CRM system and can work quite successfully.
What other advice do I have?
Overall, I would rate the solution a nine out of ten. I really liked using it because I had a sense that they understood the business.
Strong Co-Branding feature - OK on lead referrals
What do you like best about the product?
-They have a strong co-branding feature that was the primary reason for our marketing team to advocate for it. The PRM doesn't cover leads and opportunities, they display Salesforce data to partners. This eliminates sync issues.
-The journey feature is a useful addition to onboarding.
-Support SSO (Okta in our case)
-The journey feature is a useful addition to onboarding.
-Support SSO (Okta in our case)
What do you dislike about the product?
- The fact that leads and opportunities only live in Salesforce also opens the question of why we need the PRM part of Impartner. It is a web interface for Salesforce.
- The records that do have a PRM representation, the accounts of your partners, the contacts there, maybe your Salesforce users have tricky sync settings. It allows for a decent level of filtering but falls short of an easy solution. You need to get creative if you don't have specific record types for your partner accounts and their contacts or if you don't want to have all records of that type in the PRM.
- The documentation of the Salesforce packages should be more extensive
- Their solution for partner tiering is very simplistic and not very intuitive, although it looks like it in the beginning. It sets a tier if a certain amount is reached and some fields on the account have certain values. But you still need to sync your tier field with the calculated tier. No time-based rules and only limit support for certificates from an LMS. You can make it work, but you need to build everything. We started with their solution but with time we will move to calculation of tiers in redshift or Salesforce.
- No auto-provisioning of users via Okta.
- The records that do have a PRM representation, the accounts of your partners, the contacts there, maybe your Salesforce users have tricky sync settings. It allows for a decent level of filtering but falls short of an easy solution. You need to get creative if you don't have specific record types for your partner accounts and their contacts or if you don't want to have all records of that type in the PRM.
- The documentation of the Salesforce packages should be more extensive
- Their solution for partner tiering is very simplistic and not very intuitive, although it looks like it in the beginning. It sets a tier if a certain amount is reached and some fields on the account have certain values. But you still need to sync your tier field with the calculated tier. No time-based rules and only limit support for certificates from an LMS. You can make it work, but you need to build everything. We started with their solution but with time we will move to calculation of tiers in redshift or Salesforce.
- No auto-provisioning of users via Okta.
What problems is the product solving and how is that benefiting you?
Our partners need a web space to:
- Submit and process applications to the partner program.
- Submit leads (that is a form that creates a lead in Salesforce).
- See the advancement of their opportunities and leads (dashboards reading Salesforce data).
- Co-branding of assets for partners.
- Submit and process applications to the partner program.
- Submit leads (that is a form that creates a lead in Salesforce).
- See the advancement of their opportunities and leads (dashboards reading Salesforce data).
- Co-branding of assets for partners.
Great PRM for the small to mid market companies
What do you like best about the product?
The configuration has been ongoing but on track for implemented with an integration of Salesforce within 30 days.
What do you dislike about the product?
Some of the training materials to help lead the lead onboarding have been out of date, and needed additional contacts to our AE and the company support.
What problems is the product solving and how is that benefiting you?
We are using Impartner PRM to streamline partner management. This is done through centralizing all aspects of partner relationships, improving partner experience with viewable status of their deal registgrations requests, and providing enhanced visibility into channel performance.
Impartner is simplistic for the users and offers a seamless implementation
What do you like best about the product?
Ease of use and implementation. Support is beyond the norm.
What do you dislike about the product?
Limitations in personalizing the pages beyond the widgets. The asset library is NOT sexy and lacks innovation.
What problems is the product solving and how is that benefiting you?
PRM is offering our partners a better experience by having all they need in one tool vs many different platforms to be a partner
Flexible Product!
What do you like best about the product?
Contracting was fairly straight forward and determining the implmentation path we needed to take was seamless.
What do you dislike about the product?
Nonthing so far, we're in phase 1 of our implementation.
What problems is the product solving and how is that benefiting you?
We needed a centralized place to house all of our partner content and to manage their engagements with our customers and teams.
IMPARTNER REVIEW
What do you like best about the product?
Phenomenal customer support, ease of use and asset management are all designed to make the PX smooth.
What do you dislike about the product?
The lack of integration to Highspot and other systems is difficult.
What problems is the product solving and how is that benefiting you?
PRM is our deal reg platform and content management provider.
Impartner is amazing for us!
What do you like best about the product?
I like the simplicity of the platform, and how easy it is to use for our internal team and our partners. Also, our rep was incredibly responsive and helpful.
What do you dislike about the product?
Honestly in my experience, nothing. It's been a breeze from where I sit.
What problems is the product solving and how is that benefiting you?
Efficient communication with our partners which solves a serious miscommunication loop that we were having previously.
A powerful and dynamic solution that is painfully close to being fantastic
What do you like best about the product?
The Salesforce integration with Impartner is genuinely quick, easy to understand, and powerful! I've used quite a few in the past and this one is one of the best.
If your org is relatively simple, Impartner absolutely will not be a bottleneck or issue for you, it's dynamic and built in a way that does provide a lot of customization to tailor to your own needs.
It is pretty out of the box and easy to learn. It really is a powerful tool that will help organizations to scale and grow meaningful relationships with their partners.
If your org is relatively simple, Impartner absolutely will not be a bottleneck or issue for you, it's dynamic and built in a way that does provide a lot of customization to tailor to your own needs.
It is pretty out of the box and easy to learn. It really is a powerful tool that will help organizations to scale and grow meaningful relationships with their partners.
What do you dislike about the product?
The Salesforce sync does get finicky and problematic as we have run into multiple different issues of timing and order of operations where Impartner will try sending records to SF before it has even finished completing it's own workflow rules on the record! There are ways around this but these are the types of issues we have run into fairly frequently and they have been a really frustrating pain to have to work around.
We've also had issues when trying to set up contract/agreements for users to sign in order to use their portal, as there are many limitations with the current solution (although the tool is the first release version of it so I'm sure it will improve with time).
Our implementation has been very large and has taken a long time, we often have needed to wait a couple days to get SME's with enough experience and knowledge to really answer our questions and work with us towards a solution.
We've also had issues when trying to set up contract/agreements for users to sign in order to use their portal, as there are many limitations with the current solution (although the tool is the first release version of it so I'm sure it will improve with time).
Our implementation has been very large and has taken a long time, we often have needed to wait a couple days to get SME's with enough experience and knowledge to really answer our questions and work with us towards a solution.
What problems is the product solving and how is that benefiting you?
It's allowing us an affordable way for partners to build a relationship with our company and self service the majority of their needs.
Good system to build out a PRM strategy
What do you like best about the product?
Easy to use and good support. The saales team made it easy to buy.
What do you dislike about the product?
It takes awhile to set up and can be a bit to basic. Does not help build an ecosystem.
What problems is the product solving and how is that benefiting you?
It helps pay and keep track of partners.
Initial Impression of Engagement
What do you like best about the product?
We are currently at the outset of our implementation process, and thus far, the training and support have been exemplary. Responses to inquiries are swift, and we've found the Partner Success Portal, featuring training modules and best practices, to be a highly beneficial resource, packed with valuable information. Additionally, we appreciate Impartner's extensive network and their eagerness to exchange best practices based on their implementation experiences.
What do you dislike about the product?
At this time I cannot honestly say that there is anything to dislike.
What problems is the product solving and how is that benefiting you?
As we navigate our growth trajectory, it became evident that we required a streamlined approach to partner training and co-branding collateral. Moreover, we sought a dependable solution for managing deal registration to enhance our pipeline management capabilities. Consequently, we've formulated a three-year roadmap to extend and enhance our Partner Relationship Management (PRM) solution, ensuring a continuous delivery of added value to our partners.
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