Strategic Account Management

Pre and post sales, effective strategic account management can be a cornerstone of success in the modern enterprise.

Webinfinity connects strategic account and account-based marketing teams for collaboration, knowledge transfer and qualitative customer engagement via easy to use portal interfaces.

  • Personalized portal experiences providing strategic prospects and clients with a high impact digital view of your business and product offering
  • Automated organization and distribution of all the relevant content, communications and tools relating to the strategic account
  • Centralized visibility relating to strategic account engagement and performance

Use Cases

Epicor

Partner Hub

Competing in the enterprise software space requires having an advantage with key solution and reseller partners of varying types and capabilities. Epicor’s partner hub provides a unification framework for enabling and managing disparate partner programs, systems and individual partner needs.

Challenge

  • Needed to bring together multiple disparate systems through one unified authenticated login.
  • Aggregate marketing campaigns and resources into one unified center but with the capability to deliver relevant resources for different partner marketing needs.
  • Broaden partner access for Salesforce lead sharing capability without adding seat licenses.

Solution

  • Re-creation of a personalized Marketing Center through integration with Averetek campaign management application
  • Enablement of the distribution and management of leads through the hub integrated with Salesforce Partner Network
  • Complete scalable flexibility to add future partner business management and engagement features such as business planning, MDF and LMS integration.

Epicor Screenshot

Results

  • Multi-person access across individual partner organizations to Salesforce and key selling assets
  • Partners can now easily find the assets they need for their campaigns, helping them to initiate leads and opportunities
  • Multiple partner types and experiences curated for the individual user

Wallix

Partner Experience

WALLIX is a cybersecurity company dedicated to defending cyber threats, who partner with a trained and certified network of resellers and distributors that help guarantee effective deployment and user adoption. It is critical that WALLIX can work with and serve these partners in an effective way.

Challenge

  • Get closer to the channel group to enable global sales
  • Ability to onboard partners easily and quickly
  • Provide access to a central system where partners can register deals and consume content

Solution

  • Creation of effective, high-fidelity user experiences across a breadth of digital services, channels, and devices
  • Full integration of Salesforce CRM for account and deal/opportunity management to increase revenue & maximize deal flow
  • Secure delivery of partner enablement and marketing content

Wallix Screenshot

Results

The new Wallix partner experience is in the final stages of post-production and will be launched very soon.

NetApp

Field Portal

A business-critical sales enablement portal for the NetApp employee field as well as channel partner sales teams. In place since 2016, the portal continuously supports over 10,000 active users per month and manages over 20,000 digital assets.

Challenge

Needed to create a unified portal for employee and partner field sales and technical teams to access everything they need to successfully sell and close opportunities.

Solution

  • 20,000+ assets; individual views specific to task, role, job function or region
  • 14 languages - search, page labels and associated asset translations
  • Master data system and SSO integration for personalization enablement
  • Portfolio of hubs for different partner types and user job roles
  • Regional views curated by regional teams
  • Embeds different sites, applications and systems; adds user intelligence
  • Interface CRM system for deal-specific recommended content
  • Real-time analytics to drive partner relationships
  • Managed by 3-4 people worldwide

NetApp Screenshot
View Case Study ›

Results

  • Scales continuously to over 16,000 unique users per month
  • 82,000+ content interactions
  • 10,000+ user sessions per month

Extreme Networks

Partner Enablement Hub

Because Extreme Networks is partner-driven, it works diligently to make it ever easier for its partners to sell across its broad product and solution portfolio. Partner success is the primary focus.

Challenge

  • Needed a portal to be responsive to partners at the speed of the business
  • Needed to deliver unique and relevant experiences to partners at different levels
  • Needed to ensure that partners receive the content that is most relevant to them and what they are trying to do
  • Needed to make it easy for partners to find what what they need to effectively cross-sell the Extreme portfolio

Solution

  • Launch of a portal that is bi-directionally integrated with the company’s Salesforce CRM as well as with the company SAML SSO
  • Partner Account Managers are able to track their performance through dashboards on the portal and to prepare QBRs with their managers
  • Unique partner program managers can easily curate relevant assets associated with their programs for sales reps and partners

Extreme Networks Screenshot

Results

  • Strong evidence that partners are finding what they need
  • Future evolution of the portal will include integrated partner business planning, automated onboarding, current and new feature enhancements
  • Extending publishing responsibilities to SMEs and field personnel to expand content creation and reach

F5

F5 Partner Central

Partners are central to F5’s growth strategy. Its Unity+ partner program is designed to drive increased partner profitability, rewarding partners for investing in new strategic focus areas and for leveraging F5’s investment in field sales alignment, new partner tools, and flexible training and enablement opportunities.

Challenge

  • Increase engagement with partners aligned with F5 business goals
  • Delivery of personalized experiences for different types of partners and their needs to drive revenue growth for partners and F5 

Solution

  • Home portal hub with everything a partner user needs for their primary activities
  • Automated feed to keep partners up to date on what’s happening at F5
  • Deal registration dashboard integrated with F5 Salesforce CRM
  • Alliance partner information enabling partners to access key alliance information
  • Sales, technical and marketing resources tagged and organized to make it easy to access for different job functions

F5 Screenshot

Results

F5 Partner Central has just launched with the team activating 14,000+ partner users. The expectation is that partner engagement will ramp quickly and that F5 will be expanding into other key partner experience capabilities through the portal.