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Cloud Trend #5: Unlock the Power of Partner Engagement

Psssttt! Wanna know a secret? Of course you do!

Rumor has it the secret to growing your channel business (and you bottom line) is – partner engagement. You might be thinking (well duh, that’s a given). What you may not have realized is that the rules and means of engagement have changed.

channel management trends

Cloud continues to have an impact on the evolution of CRM, marketing automation and sales enablement solutions. But how exactly can a cloud platform like Salesforce help you better engage your partners? The above trends and goals around engagement and personalization, as well as the need for real-time access to information and experts, have prompted channel managers to move away from simply having a stitched together partner portal to access onboarding materials, a sales library, or marketing programs. Digital transformation needs to extend beyond the normal confines of the customer experience given the fact that your business partners are the key to helping you quickly scale your business. Businesses should turn to the cloud to quickly transform their channel ecosystem into a model built for partner collaboration and empowerment.

Salesforce Community Cloud does just that. Their next-generation cloud solution goes beyond the confines of the traditional portal solution that many businesses have adopted to integrate Salesforce’s cloud-based CRM platform and tie in social collaboration, extensive branding, customization, and mobile access while retaining both enterprise security and tight integration with an organization’s core business processes.

So what kind of digital transformation results are others seeing from having a digital partner community?

Constant Contact communicates with more than 15,000 partners in multiple ways, and found its systems weren’t integrated and correlating partner engagement and revenue generation was hard to measure. Perficient helped Constant Contact migrate its existing partner portal solution and several legacy systems to Salesforce’s newer Community Cloud platform for a scalable solution to support the company’s plans for channel growth. With more than 650,000 logins since launching its online community, Constant Contact has increased partner engagement by 140 percent and increased partner influenced revenues by 30 percent. We continue to work with Constant Contact to uncover new opConstant Contact Salesforce Community ROIportunities for Salesforce to accelerate product innovation and fuel channel program growth.

There’s much more to modern partner relationship management (PRM) strategies than just giving your business partners a tool for engagement. Learn how to personalize the partner experience and manage other core business processes by downloading our Salesforce guide to digital transformation.

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Elizabeth Dias

Elizabeth Dias is an experienced technology marketing strategist focused on the financial services and retail industry at Perficient. With over nine years of experience as a professional business-to-business (B2B) marketer, Elizabeth is knowledgeable in technology strategies for the financial services industry focusing on mobile banking and payments, data analytics, and enterprise information management. She also closely follows the fintech community as well as tech trends in social and digital, and is also an active blogger and thought leader on Twitter (@techmktggirl).

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