Investing In Your Partners Pays Off
With aggressive sales revenue goals for partner channels in 2018, enterprise information management services company Iron Mountain wanted to enable partners to register and track deals during the channel sales cycle in a way Excel spreadsheets were not able to provide.
Perficient partnered with Iron Mountain to design a solution that addressed the immediate tracking concerns and we also outlined options for future enhancements.
Simple. Functional. And Most Importantly, Usable.
Credit: datacenterfrontier.com
To help Iron Mountain accomplish their goals, we created a new Salesforce partner community using the Partner Central template. Iron Mountain chose to go with standard user registration and minimal pages of content for this first phase.
The new homepage featured Deal Summary, News & Events, Recent Videos, and a custom carousel banner that the client can easily edit from the community builder.
While Iron Mountain opted for standard user registration, so we created a customization for user registration that will append characters selected by the client to the partner username during registration.
Credit: thestreet.com
Integrations Control Content Overload
Additionally, because they wanted to start with minimal pages/content, we built an API customization to pull documents stored on the SAVO platform into Salesforce content to be surfaced in the partner community. The SAVO integration allows partners to easily find/filter relevant content and collateral, and hosting these materials in SAVO allows Iron Mountain to easily manage and update this content in one directory.
For training purposes, we integrated the 3rd party LMS ‘BrainShark’ within the partner community.
Salesforce Community Improves Iron Mountain Partner Experience
After Perficient implemented Salesforce at Iron Mountain, deal registration can now be done from within the community, which allows partners to register a deal with little to no involvement from Iron Mountain, speeding up the process.
Salesforce Community Improves Iron Mountain Employee Experience
Iron Mountain’s data and storage center is located 220 feet underground in a former U.S. Steel limestone mine. Credit: bizjournals.com
The Iron Mountain channel manager now has a simplified workflow, as well. The channel manager can quickly and easily review a submitted deal and approve the deal if it does not already exist within the pipeline.
Channel managers can now easily convert a lead and automatically have the channel manager and partner user added to the Opportunity Team and the Partner Account added to the Opportunity Partners.
The real win was freeing Iron Mountain from the dependency on spreadsheets. The new Salesforce community provides enhanced reporting abilities by offering deal tracking and easy-to-access insight into partner deals within pipeline, eliminating the need for spreadsheets to track deals.
Overall, the new Salesforce partner community provides Iron Mountain executives gained a deeper understanding of partner deals in pipeline that is easy to access quickly.
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