SalesTech Star

ZINIFI Partner Relationship Management Software Includes Integration with HubSpot CRM Data, Allowing Beamex to Automate Lead Management in Its Partner Network and Track MQLs through the Sales Funnel

Data integration provides Beamex with new visibility into the sales performance of individual partners and partner groups on a global scale, and lays the groundwork for more targeted marketing strategies

ZINFI Technologies, Inc., a company leading the definition and creation of Unified Channel Management (UCM) solutions, today announced that Beamex, a global leader in calibration solutions, has successfully adopted its partner relationship management (PRM) software. A few months after deploying the ZINFI platform, Beamex is leveraging ZINFI’s unique ability to integrate with HubSpot data to automate lead management and track sales performance among its partner base across all continents.

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Beamex has onboarded approximately 40 partners so far, and the ZINFI platform is already providing valuable data-based insight into the progression of leads through the sales funnel—information that was not available before. When partners enter information about marketing qualified leads (MQLs) generated from Beamex’s blog, web pages, newsletters, paid advertisements, social media and other channels, the leads are now automatically integrated into the ZINFI platform, where Beamex employees can track and analyze performance. “Now we have numbers that quantify the activities of the partners worldwide, which we have not been able to do before,” says Pamela Skytte, Business Development Manager at Beamex.

In addition to managing leads, Beamex is using the ZINFI-powered partner portal to enhance communication and collaboration with its partner base. Among other capabilities, the partner portal acts as a centralized information repository where partners can quickly access co-brandable marketing collateral, sales documents, product specs and similar information to share with prospects, as well as documentation of confidential information, sales agreements, codes of conduct, marketing analyses and more. Skytte says partners have responded “really positively” upon seeing the portal and learning what it can do, and are now more actively engaged in selling Beamex solutions.

“At ZINFI, we listen carefully to customer feedback as we develop our product roadmap,” said Sugata Sanyal, founder and CEO of ZINFI. “When our customers told us they wanted to be able to integrate our partner relationship management software with leading CRM platforms like Salesforce, HubSpot and SugarCRM, we got busy and found a way to do it, and we did it right. The Beamex story is a perfect example of how smart, customer-centric technology can transform partner sales and provide actionable insight for OEMs.”

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In April 2020, ZINFI was named a leader in The Forrester Wave™: Through-Channel Marketing Automation, Q2 2020 report, receiving the highest possible (5 out of 5) scores in the criteria of “Product innovation roadmap,” “Pricing strategy,” “Supporting products and services” and “Number of employees.” The report states, “…what sets ZINFI apart is its commitment to modularity, which makes it equally appropriate for a small to medium-size business (SMB) that is automating its channel management for the first time or a large global manufacturer that is filling gaps or transforming its channel technology.” The report also notes ZINFI’s “…strong workflow and collaboration tools that optimize processes among ZINFI’s agency partners, partners’ enterprise customers, and ZINFI’s in-house multilingual (14 languages) partner marketing concierge services for lead, campaign, and MDF management.”

Later in 2020, ZINFI was also named a leader in another Forrester report: The Forrester Wave™: Partner Relationship Management Q4 2020 report, where ZINFI received 5 out of 5 (the highest possible) scores in the “Product innovation roadmap” criterion in the “Strategy” category and in the “Partner co-selling and co-marketing” criterion in the “Current offering” category. ZINFI also tied for the highest score among the participants in the “Partner performance and incentives” criterion (4.4 out of 5).

ZINFI offers its potential customers a 30-day free trial (no credit card required) providing access to its entire Unified Channel Marketing (UCM) automation platform. This will allow any prospective buyers to test-drive its industry-leading channel management applications before making a purchase decision.

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