Partnering

Convenience
Channeling Better
Partnerships
Through Partner
Portal

Vision Document
Contents
Relationship Augmentation with Your Channel Partners Through Partner Portal 5
Connect with Partners and Manage Them in a Digitized System 5
Dedicated Platform with Secure and Automated Environment 5
Challenges that a Partner Portal Meets 6
Group and Role Management 6
Partner Performance Management 6
Asset Management 6
Program Management 6
Dynamic Content Management 6
Marketing and Sales Forecasting 8
Business Analytics 8
Use Case 9
Client 10
Natural Practice 10
Core Requirements 11
Information Sharing 11
Interaction and Communication Point 11
Invoice Processing 11
Case Generation 11
Quotation Processing 11
Managing Orders 12
Partner Document Sharing 12
Solutions That a Partner Portal Modules Renders 12
Solution in 4 Categories 12
1. Sales 13
2. Marketing 14
3. Logistics 15
4. Support 16

Vision Document Partner Portal 3

Essential Elements and Key Requirements of Partner Portal 17
Personalized Access 17
Onboarding Automation 17
Programs Library and Management 17
Training & Certification 18
Business / Functional Planning and Contract Management 18
Incentives Management 18
Community 19
How a Partner Portal Overpowers Your CRM 21
Quick Return on Investment 21
Productively Scalabile 21
Focus and Precision on Business Needs 21
Loquaciously Communicative with Partners 21
Chat Feature for Real Time Assistance 21
Adaptable to Digitization 22
Server and Cloud Based Solution 22
Secure and Safe Database 22
ERP or CRM Independent 22
Extra Functionality as Per Business Needs 23
Secure Process with More Control to The System Admin 23
Better Service for Partners 23
Contact Us 24

Vision Document Partner Portal 4

Relationship Augmentation with Your
Channel Partners Through Partner Portal
Connect with Partners and Manage
Them in a Digitized System
With the growth of an organization; along with
the number of participants, the involvement of
the partners also increases. So, it becomes a
tough affair for organizations to manage all their
partners via emails, phone calls or one on one
interactions. CRM software can manage all part-
ner interactions seamlessly but it lacks the com-
munication point between the organizations and
partners.
It creates a demand of a medium through which
partners can connect and communicate with
the organization officials. Hence, the best suitable
solution here is an application that is completely
customized, has the ability to place good com-
munication between partners and employees
and share information in real time. Partner portal
is a solution that meets all these requirements at
its best and can be defined as apt.
But due to the additional licensing cost, organiza-
tion opt out to give access to partners. Also, the
inclusion of all the partners makes you system
overloaded and messed up, which increases the
security and safety concerns for other crucial
data.
Here, building a partner portal that can integrate
with the existing applications of the enterprise
and can work as a dedicated solution to take pro-
ductive as well progressive care of the partners.
The Partner portal digitizes the partner activities
and automates the way organizations deals with
them. Access of all the data and record of all the
activities are also administered under a safe and
secure system.

Dedicated Platform with Secure and

Automated Environment
It is a common practice that organizations use
CRM or ERP or in some instances; both. These
applications contain all the critical business
information that cannot be shared with partners.
Thus, it restricts the enterprises to give access to
their internal application. Though partners also
need access to some of the modules of the CRM
and ERP system.
Vision Document Partner Portal 5
Challenges that a Partner Portal Meets
Group and Role Management
This is closely in connection with the personalized
and localized access that we referred to in the
previous section. For the success of your engage-
ment with partners through a portal, you have to
set up multiple roles and multiple groups by part-
ner tier, partner classification, partner business
model, capabilities, etc. in order to customize
what individual partners are able to access when
they log in.
If you are a several-million-dollar company,
chances are you have a significant volume of
information that is not relevant for every partner
who accesses the partner portal. When you
upload programs, incentive, training—all of the
content your partners are accessing—it’s abso-
lutely essential that you are able to tie all of that
information back to the specific partner groups
or roles you have created so they are exposed
only to the most pertinent information.
Partner Performance Management
Successful performance management requires
that you be able easily construct a clear picture
that shows how a partner is doing, including
things like their sales volume, how they’re per-
forming in various functional areas, what pro-
grams they are attending, how many technical
people they have, how many marketing pro-
grams they have run, what sales campaigns
and/or initiatives they have pursued. You should
be able to look at all of these elements, figure out
what has worked consistently, and then create a
performance plan that’s realistic.
Asset Management
Think about the variety of assets used to train
partners: product sheets, pricing sheets, program
information; web content and downloadable
content in the form of e-books, case studies, fliers,
videos or podcasts. These are assets you are con-
stantly uploading to your portal. You must have a
dynamic asset management system in place
that automates this process and streamlines
your workflow significantly. Your partner portal
has to be able to do that.
Program Management
If you’re a marketing person, whether you’re man-
aging channel marketing or channel sales, you’re
constantly running various types of marketing
programs, sales programs and training pro-
grams. Again, you have to be able to manage
that process through a seamless interface.
Dynamic Content Management
The web content management piece of this
should seamlessly interact with the functional
automation piece. How does your business plan
look? Can you easily edit it? Can you show variet-
ies of relevant content through the plan or
through a contract or an incentives page? That’s
the kind of capability you need to be able to
leverage, and without having a PhD.
Vision Document Partner Portal 6
Your partner portals should be able to provide a

unified experience whereby you set up these

programs. Whether they are one-directional and

informational or are interactive and require the

partner to register or perform some other activity.

Business Analytics
This is certainly one of the most important capa-
bilities your partner portal should have. A dynam-
ic business analytical engine that allows you to
slice and dice the data in various ways to really
understand what programs are working and why,
which partners have been most productive and
why, and what specific steps you can take based
on the data to achieve a higher level of perfor-
mance with the parts of the channel that are per-
forming less well than they should.
Business analytics can give you invaluable
insights that allow you to intelligently reduce
costs—not only by eliminating programs and
streamlining the portions of the channel that
aren’t producing, but also by focusing on high-
er-impact ROI programs that will drive your
growth forward. Your partner portal has to be
able to do that.
Marketing and Sales Forecasting
Planning out marketing ROI by allocating market
development funds (MDF) or co-op funds is
essential in today’s economy. You have to know
what has worked and what doesn’t. You should be
able to put a marketing pipeline together and
track those leads as they are converted into the
sales pipeline and ultimately closed.
In order to forecast ROI with a high degree of cer-
tainty, you need to know what programs and
initiatives have been successful. Without a truly
unified platform, it is almost impossible to do that.
Vision Document Partner Portal 8

Use Case
Client
A product development firm that has more than a
hundred of partners who are collaborating with the
brand and selling the services through various chan-
nels. All these partners are dealing into various levels
and with different degree of involvement. The organi-
zation is also having a need to manage their sales, lo-
gistic and other operations with partners’ assistance.

Natural Prac�ce
The enterprise is managing all these partners through
the CRM and lacks all the functionalities to manage all
sorts of partner activities. Thus there is a need of a
Customer portal that can help the business to
streamline the business.

Vision Document Partner Portal 10

Core Requirements
Information Sharing
Partners stand with a necessity to access all the product with product catalogue. They
also need stay updated with the latest updates about the products, information and
manuals of the recently launched products.

Interaction and Communication Point

In a business engagements, communication is the must to run a seamless business op-
erations. Partners have to interact with organization about their, requests, queries, com-
plaints, feedback and about all other subjects that they have to deal with.

Invoice Processing
Portals are more secure as compared to the emails, hence, sending invoices through
the portal is a better options. Sending invoices via email also generates a big thread
whereas on the other hand, portals process the invoices in real time and in a systemized
manner.

Case Generation
Partners often need to create a case and want to share it with the enterprise. These
cases can comprise various suggestions, use cases or any other information. Here, Part-
ners do not have access to the CRM cases module and it also cannot be generated in
the emails. Thus, it demands a new solution where partners also can generate cases.

Quotation Processing
Partners have to process numerous quotes for all the products and orders. Hence pro-
cessing these quotes via emails make thing messed and sometimes confusing. Portal is
a well defined system to manage quotes in an organized manner.

Vision Document Partner Portal 11

Managing Orders
To share information about latest orders and process the existing orders, partners have
to use email, letter and other medium. They also need to share the status of all the
orders with the organization. This whole process of managing orders has a vacuum of
dedicated solution, which manage all the orders and process them in real time while
enlisting status of all the previous orders.

Partner Document Sharing

Partners carry crucial documents and enterprises also have a need to share important
and confidential business documents with partners. As we have discussed earlier as
well, email is also less secure and stands out of the preferences.

Solutions That a Partner Portal

Modules Renders
Partner portal comes with various modules that works as extended functionalities and
helps the organization to give more control to partners and create a better network to
connect with them. The access to the Partner Portal will require registration of the part-
ners and it will protect with a password. They would be able to view and access main
resources that are available to them right from the dashboard.

Solution in 4 Categories
A dedicated Partner Portal where you will find valuable information and resources
organized into 4 categories as per the resource needs.
1. Sales
2. Marketing
3. Logistics
4. Support

Vision Document Partner Portal 12

1. Sales
This section will these tools and functionalities to
help the partners alongside with the ease of the
organizations.
• Sales tools and guides
These features of the partner portal will help partners to learn,
adapt and implement appropriate selling strategy. This “how to
sell” has helpful tutorials, podcasts, seminar or webinar recording
and demos, which help partners to prepare a strategy and boost
the business revenue.

• Status Submission and Deal Registration

Portal allows partners to businesses to submit the status of their
existing ongoing operations. They can also register deals they are
working and offering to supply chain. The portal helps the users to
acknowledge the organization about the revenue generation from
the deals they close successfully.

• Promotions
With partner portals, partners receive all the updates along with
useful information about the promotions and campaigns run by
the organization. Admin can add all the information related to
such activities and share it with the partners. This module helps
them to streamline their work approach that helps them to strate-
gize their sales and product focus.

• Market Analytics and Products Reports

Enterprises can share critical information like analytics reports,
product surveys, market research and others. It keeps such docu-
ments handy with partners, so they can access such documents
with ease and as whenever they want. The portal also stores these
saves these documents in the portal and keep a library of such
files.

Vision Document Partner Portal 13

 14

2. Marketing
Under this section, organization can add function-
alities under which they can features latest update
and information about the ongoing and planned
marketing activities.
• Marketing Resources
With the help of a partner portal, enterprises can provide market-
ing resources directly to the partners. Portal allows organizations
to send marketing content, templates and messages with the
partners. They can also share marketing strategy and activity
blueprints, to make their marketing campaigns more successful.

• Customer Case Studies

Partner portal can store case studies and make it available for the
partner to access it anytime they want. Admin can add these case
studies, FAQs and white papers and other documents that are
helpful in understanding the customer requirements and drive
marketing tactics accordingly.

• Marketing Logs with Analytics

Marketing logs are helpful in tracking the success of previous mar-
keting and the other important features of customer perspectives.
Partner portal keeps such data and generates analytics reports
that assist to marketing planning. It helps enterprises as well as
partners to track individual performance and partners perfor-
mances.

• Marketing Event Invitation and Overview

Whenever the enterprises organize an event or a marketing pro-
gram, they do not have to send individual invitation for the follow-
ing to all the partners. Partner portal will be sending all these infor-
mation directly to all the partners. It can also schedule and invite
partners for meetings. All these events and meetings will be saved
in the calendar and set as a schedule. Portal will send reminders
before the schedule and after the schedule, admin can save the its
overview as well.
15

3. Logistics
Another category that partner portal renders it ser-
vices are in, Logistics. As it is a complex part of the
business process, partner portal helps organiza-
tions to streamline it.
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• Orders Modules
This module manages all the orders. Partners can send new orders
and update the existing ones too directly through the portal. The
portal will enlist all the orders at both ends i.e. at the admin panel
as well as to the partners dashboard. It will also save all the orders
and maintain a record of it right in the portal.

• Invoices Modules
Partner portal allows partners to download the invoices, directly
from the portal and chuck the hassles of email. Partners will also
be able to process the payment through a secure gateway direct-
ly on the portal. On making payment, the portal can download the
payment receipt and payment confirmation.

• Stock Management Modules

A partner portal manages the stock availability in real time and
keeps both the sides updated with its latest status. This module
helps partners to update their stock status and maintain such
information in a streamlined mechanism. The portal also helps
admin to get the real time update of the stock available with all
the channel partners.

• Product Module
Partner Portal comes with the product catalog module that enlists
all the products. Admin can customize the accessibility of the
product and scrutinize, which partners can access which product.
This module will have all the products related information that is
required for the partners. It will also keep a track of product release
and will notify partners to go through necessary preparation and
activities for good results of new products
4. Support
The core benefit of having a partner portal revolves
around having a platform that connects the part-
ners and the businesses with an efficient commu-
nication point. Partner Portal will allow users to
have an instant support and facilitate them to raise
tickets for their requests, queries, complaint or any
other issues.

• Ticket Raising
Partner portal eliminates the need for partners to call or email the
enterprise officials for their requests or any. With this, Partners can
directly raise their issues, queries or any other sort of business
related requests. Admin can address all these queries directly
through the portal and respond to them in minimum time.

• Live Chat
Live chat is one of the most helpful tools for enterprises. On a part-
ner portal, it enables partners to seek support by sending instant
messages directly through the portal. These live chat features are
supported by chatbots, that respond at quickest without any
human involvement. All the most asked questions are saved with
these bots, which empowers the portal to answer automatically.

Vision Document Partner Portal 16

Essential Elements and
Key Requirements of Partner Portal
Personalized Access When you can automate these steps, providing
When an employee from the sales team logs automated checklists that take partners
into the portal, all the features of portal avail- sequentially through each critical functional
able to that individual must be related to sales. area (marketing, sales, financial planning, tech-
nology, etc.)— and when these processes are
There is no point for that person to be reading customized according to a partner’s role—the
about technical issues or marketing programs process becomes highly efficient and, most
and plans when that individual is not responsible importantly, it keeps partners informed about
for those aspects of the business. Similarly, if a what they need to do next. Here’s an opportuni-
technical person logs in and is fully focused on ty to significantly scale your engagement
technical content or content related to products model global by various functions and roles.
and solutions, there is no point for that individual
to have access to content related to sales incen-
Programs Library and Management
tives or marketing development funds or any
As soon as your partners login, they should be
other sales- or marketing-related materials. Per-
able to easily find the marketing programs that
sonalized access is the most important way to
are available in that specific quarter. For exam-
simplify the user experience and it is a feature
ple, a salesperson logging in should be able to
that CRMs often fail to deliver.
immediately access all of the sales programs
available that quarter. If there are incentives or
It is crucial to attend that entire engagement
specific initiatives that are being rolled out in
through the partner portal be totally local-
that time frame, the salesperson should know
ized—i.e., it needs to appear in the user’s own
about it. Whatever the program marketing,
language.
sales, initiatives, dividends, etc.—it’s crucial to
promote such programs in a structured way, so
Onboarding Automation that individual users see the programs that are
Partner Portal is a huge enabler, especially if you relevant to them at exactly the right time.
have a broad channel with hundreds or perhaps
thousands of partners and are constantly
launching new products and bringing new part-
ners into the program that you frequently have to
stair-step on 30- or 90-day cycles on various
aspects of your programs.
Vision Document Partner Portal 17
Training & Certification
When you launch a set of solutions that require
some level of training, whether you are in insur-
ance or real estate or franchises or technology;
your channel partners need to be properly
trained. You may have a simple training & certifi-
cation program, you may not have any formal
program at all, or you may have a very complex
program with multiple certification tracks.
In every case, however, the partner should be
able to log in and, based on their role and their
own business initiatives, be able to find the proper
training, create a learning path and a certifica-
tion path that will take them through the pro-
grams step-by-step and get educated—either
online using a learning management system or
offline by attending your events and training ses-
sions.
The whole learning experience requires to be
completely unified, from attending training
sessions to clearing the certification sessions
partners should be able to access, manage and
add their inputs in a seamless way.
Business / Functional Planning and
Contract Management
Today, if your channel management team
engages with channel partners (especially the
larger ones) to put together marketing or sales or
financial or technical plans, or perhaps put all of
these together into a single business plan, you
need a structured way to manage that process
through the partner portal.
Today, most of those engagements still happen
through email, and it’s extremely difficult to
keep track of them, especially when a set of
partners transfers over from one channel man-
ager to another. It’s almost impossible for the
new channel manager to get up to speed, and
in many cases the manager actually loses that
engagement. Again, providing a unified experi-
ence through the partner portal is essential to
address the problem.
Incentives Management
Based on their performance, partners should
always know what additional rewards, rebates
and market development funds they can access.
If this information is not revealed in a logical way
and partners have to spend a lot of time figuring
out where the incentives are, they will disengage.
The outcome? Over half of incentive dollars in
partner programs today are simply not utilized.
That’s because partners struggle to find which
programs relevant to their activities are being
funded, how to apply for the funds and how to
claim them when they meet the performance
requirements.
There must be a unified experience in the incen-
tives area that links back to how a partner was
on-boarded, what planning they did, what pro-
grams they attended and what training and cer-
tification sessions they participated in. In most
systems today, that information doesn’t flow
together and thus requires way too much effort
for partners to find.
Vision Document Partner Portal 18
Community
We have entered a Web 3.0 model that’s moved
beyond crowdsourcing. It’s about tapping into the
knowledge of the community. Think about it: Your
channel partners hold a huge reservoir of knowl-
edge about your products and solutions, how to
position against the competition, about emerg-
ing opportunities that may be impossible for you
to track directly.

Think of community as a vibrant forum where

partners can share ideas, pictures of events, cur-
rent activities—not only generating excitement
among partners, but also creating a corner
where you can find inspiration and ideas for
improving your products, solutions and channel
programs moving forward.

Vision Document Partner Portal 19

 A

Contact Module CRM Website User

Customers

Authenticate Authenticate
Portal SignUp
User User

Verified User

Portal Login

Manage Sales Manage Manage Logistic Manage Services/

Marketing Customers

No

Find Solution from

Facing Issue? Yes Yes Need service?
Knowledge Base
No

Managed sales/
Marketing/Logistics
sucessfully Solution Found? Yes Partner Issue
Resolved

No

Partner Issue A General Case

Added in CRM
Resolved

CRM Case
Solution Related
Details
to Case

Case Assigned
to CRM User
Added Probable
Issue Solved? Yes Partner Issue
CRM User Solution
Resolved

No

Added Query
How a Partner Portal
Overpowers Your CRM
Partner portal solutions will render 360 degree benefit in the most significant ways. From start to finish
engagements with partners, portal streamline all the activities that stands with their involvement. Some
of the major benefits that it renders are:

Quick Return on Investment

Investment in the partner portal is a productive and progressive step that accelerates the business
actions at your end. It streamlines the communication and reduce the labor intensive tasks immediate-
ly and helps organizations to develop focus more upon enriching the services and save time.

Productively Scalabile
While developing a partner portal, it allows you to add additional desired functionalities to it along with
the core features. It also allows you step beyond the conventional solution and scale through more fea-
tures that your system really wants. Such portal development process not only makes the portal more
scalable but also turns it into an all in one solution.

Focus and Precision on Business Needs

CRM applications come with default features and they are same for all enterprises. When you develop
a partner portal, you can add all the features that you find necessary for your enterprise and ones that
should be there. Portal allows you to focus more on your needs and plan your partner portal around
these needs. It makes your portal highly usable and superiorly productive.

Loquaciously Communicative with Partners

Partner Portal gives more control to partner by establishing a productive and engaging communication
between the enterprises and partners. The portal makes all the necessary information available to part-
ners in real time and on the go. Even when they want more details or need to submit a request, query or
complaint, they can place it easily with the help of the portal

Chat Feature for Real Time Assistance

Enterprises can choose to add messaging facility while developing the Partner portal. Messaging fea-
ture betters the communication with real time assistance. It assists partners to share the latest updates,
prices, statuses and other information that can help instantly. With this, partners can also ask for sup-
port and assistance when they are stuck. The chatbots can help organizations stay available to respond
24*7.

Vision Document Partner Portal 21

Adaptable to Digitization
When you are dealing with your partners
through a partner portal, it makes your work
environment techno friendly. Your partners
manage things in a automated process where
most of the requests, queries and other tickets
are self generated by the system. Thus, your
workforce adopt technology at a larger scale
and be more close to an automated process.
Server and Cloud Based Solution
Partner portal is a server based solution and
process all the data via server. This empower
you to eliminate the need of maintaining loads
of papers and big files in your computers. A
server based portal make it easy to share files
via portal and helps the users to work in a
dynamic enterprise structure. The portal can
also be built on cloud platform to make it more
dynamic.
Secure and Safe Database
It is a big and tough task for enterprises to keep
the information safe and secure of their part-
ners. Critical information like contract details,
invoices, planning documents, project status
reports are importantly confidential. Storing
such documents in local hard disks or in
papers makes them insecure, but when they
are saved in portal database, they are com-
pletely secure and unbreachable.
ERP or CRM Independent
When organizations are using ERP or CRM as
their major application, Partner Portal can
integrate with the ERP or CRM and work as a
bridge that connects the enterprise with part-
ners. Partner portal can integrate with the ERP
and CRM but not dependent on them. It can
also work independently without these appli-
cations.
Vision Document Partner Portal 22
Extra Functionality as Per Business Needs
Partner portal can help enterprise manage their relationships with their partners, the way they want.
Businesses can add customer features that they desire and which are not available in the CRM. This
makes your portal more functional and help it to scale through more features. It also allows organiza-
tions to add features that stays applicable and compatible in their future business expansions.

Secure Process with More Control to The System Admin

Partner portal gives enterprises the legitimacy to provide a separate and dedicated platform for their
partners. This way, these umpteen partners stay a part of the organization processing while staying out-
side the system. Another benefit this portal brings to them is the maximum control of the administrator
over the process. Allowing access of the CRM to partners makes your system insecure and burden up
the admin, where portal is secure way to systemize the process.

Better Service for Partners

Partner portal works as an all in one solution when it comes to dealing with partners. Whether they want
to raise a query or wish to submit a complaint or simply wish to access a product manual, Partners
portal will make it smoothest. By logging into the system, partners can help themselves and find every-
thing on the portal. They can raise tickets, ask questions via chats and access all sorts of required docu-
ments from the portal itself.

Vision Document Partner Portal 23

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