SalesTech Star

Impartner Solves No. 2 Channel Management Problem: Program Compliance Administration

Impartner, the world’s most-award winning, most complete channel management platform and Partner Relationship Management (PRM) provider announced a new solution, Impartner Program Compliance Manager, which automates partner tiering and tracking of partners’ progress in complying with tier and program criteria, solving what is widely ranked as a top issue for channel managers – program compliance – second only to deal registration. Once deployed, the solution automates updating partners on their program status, benefits and what is needed to get to the next level and also lets partners check their status in a “frequent flyer” style display.

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Until today, a lack of a true, out-of-the-box solution meant program compliance processes for most companies were plagued by heavy, complicated, irregular, generally manual administrative work, making communicating status to partners cumbersome and errors and overpayments a regular and wide-reaching occurrence. On average, a global program compliance study of channel professionals and strategists* showed the scope and scale of the problem:

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  • 81 percent of channel programs support multiple attainable tiers, levels or program types with different compliance metrics
  • 72 percent have at least 3 employees who work on evaluating, calculating and determining tier compliance along with sharing that out to partners, with 21 percent reporting at least 6 employees working on compliance specifically
  • 60 percent are not confident their partners are accurately segmented into the correct tiers
  • Of the channel leaders not confident their partners are tiered properly, 78 percent said they may be overpaying their partners by up to 20 percent, with more than half of those estimating overpayments of up to $100,000 per quarter
  • Because of the difficulty, 42 percent of vendors evaluate, calculate and determine partner tier placement or audit program compliance only once per year
  • 53 percent present progress to partners in an ad hoc way and then, many only upon request by the partner

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