Until recently, TeamViewer’s phenomenal growth has been driven through direct sales. That changed a little over two years ago, when the company decided to add an indirect channel to further accelerate its growth. TeamViewer turned to Impartner’s Partner Relationship Management (PRM) as a foundational technology to help the company scale its partner business and now has more than 2,000 channel partners and 60 distributors.
“TeamViewer had a phenomenal growth track record, but we never really focused on working with partners – and two-and-a-half years ago we changed that,” said Konstantin Ebert, TeamViewer vice president sales EMEA, APAC & Global Channels. “We knew it was important that we immediately find a way of managing those partners, working with them efficiently, and supporting that growth. We knew we had to find a way to make our partners’ lives easy and meet their needs, including deal registration and getting them the right sales and marketing assets.”
Working to find the best way to meet partner needs, drove the company to start a project to determine the classical make or buy position. “When we saw how easy Impartner could make things happen for the company and partners, how widely known their name was, and how fast they could help us scale – we went for it,” said Rajesh Nakarajan, TeamViewer director of sales.
The results since implementation have been tremendous. “The portal makes partners’ lives easier – everyday they can simply visit the portal to see what’s coming up, if there’s any news, if there are any ongoing promos, or if there are any new functions that they need to implement for the end customer,” said Nakarajan. “It’s easy to understand, easy to implement, and easy to use. The growth from what we had before to now is tremendous. The one tool that fits everything is Impartner – get them on board.”
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