Partner Experiences: Why Build When You Can Buy?

[fa icon="calendar"] Feb 15, 2017 8:50:00 AM / by James Hodgkinson

James Hodgkinson

Creating a great digital partner experience is a vital ingredient to channel success – so why do so many organizations take the risk of trying to do it in-house?

Before deciding to embark on such a journey there are a number of things you should be thinking about. Here are a few of the big ones!

Opportunity cost

It’s an idea that often gets forgotten but is one of the most important things to always keep in mind. What do you gain and what do you lose when you decide to build your own partner portal? In short, you lose a lot more than you gain.

Let me explain. Time is the only asset we have in this life that we can’t lose and later recover. It will always be our best friend and worst enemy. It will take a minimum of 6 months to a year to implement your portal. You will need to remove IT and development employees from their regular tasks. Not only will your engineers be distracted but sales will suffer while your partners wait for you to deliver. For an ambitious channel program, this can be a strategic death sentence.

Integrations are not fun

A platform like Webinfinity will connect with your CRM and your other partner data right off the bat. You can run into costly integration errors when developing your own partner portal. And again, your technology team loses time and money on the problem. You need a partner experience that is built to integrate and scale with your existing CRM/PRM solutions.

Maintenance kills

Digital solutions are consistently adapting and software is always updating. You’ll have to make sure that your partner portal is up to date and tied to technology that is not becoming obsolete. In order to do this, you will have to pay employees to keep up with your platform and monitor any type of security problems that may come up.

Experience is everything

We’ve been working on the indirect channel sales partner experience for nearly 20 years and know the intricacies to structuring a partner experience. It’s not just having an elegant user interface that makes your portal stand out from the crowd. The extensive knowledge that we can provide of what your channel partners want and need will drive your revenue and provide the best possible experience. Your engineering team may understand web development and SaaS application development, but we know why and how to create the most effective partner experience possible.

Creation costs are lower with an already built PRM

This way you can see ROI from your partner portal over time rather than putting a large sum of money towards it right at the beginning. You can continue to effectively sell through your channels without skipping a beat. When it comes to platforms that drive revenue, you don’t want to cut corners.

The verdict? Buy.

A platform like Webinfinity can be implemented quickly and configured (without code) to your specific needs.

Why spend so much time and money building a partner portal when you could have it put into place for you? If your business relies on indirect channels, a well-built and effective partner platform is a necessity. Partner experience experts can provide out-of-the-box audience, content, and experience intelligence to deliver results by embracing existing tools such as Salesforce.

You wouldn’t choose to build your own CRM or helpdesk system, so why would you choose to create your own partner portal? In the long run, purchasing an out-of-the-box, effective partner experience, will actually save (and help you make) money.

Topics: PRM, Partner Portals, Channel

James Hodgkinson

Written by James Hodgkinson

As Founder & CEO of Webinfinity and now SVP of 360ecosystems, I have led the development and launch of a game-changing SaaS Ecosystem Engagement Management platform, also known as 360ecosystems!