Challenge
Vertiv struggled to scale its partnerships with their home-grown approach to their channel automation stack. They also managed multiple custom portals across their 5 main regions, leading to disjointed teams internally. As a challenger in the channel, they knew they had to do something di erent to attract new partners to their program and away from their established competitors.
Solution
- With Impartner, Vertiv decided to radically change their channel tech stack by undertaking a “paradigm shift” in their portal approach
- Developed a global template to enable a speedy deployment across their 5 regions
- A “fanatical obsession” with the project delivery to replace their entire partner ecosystem using unmatched speed and collaboration
- Gained project sponsorship from key executives by delivering on promises and rapid implementation pace
Results
- Within 30 weeks, deployed Impartner PRM across 5 regions and in 17 languages
- Simplified and automated partner onboarding to go from a 3-day approval process down to 90 seconds
- “A single view” portal where partners can access all tools and materials to work strongly with Vertiv
- With the enhancements in place, scaled up to 12,000 partners “quite easily”
- $800M worth of deal registrations have flowed through the system within the last year since the upgrade
- Given the success, they’ve since expanded their channel tech stack to include Impartner’s TCMA Demand Generation, Google Ads for the Channel, and Partner Locator
Supplied by
Through the automation behind the portal, we were able to speed up and get to a consumer grade the onboarding experience. That opened up new doors to have the speedy registration and onboarding that united every team and region across Vertiv.”
Martin Coulthard, Senior Global Director of Digital Customer Experience
Technology
Digital infrastructure, IT infrastructure/ Manufacturing
London, UK
Columbus, OH
