Complete automation of Zmanda Partner registration and MSP Deal Registration

Project Overview

The project aimed to introduce an experience for Zmanda Partners and Resellers with the integration of a PRM solution. The goals were to make training materials more accessible to partners and resellers, and automate the deal registration and partner onboarding process.

Work

  • UX Research
  • User flow optimization
  • Solution integration

Timeline

4 months

Problem Statement

Problem Description:

The project addressed several challenges:

  • No streamlined process for partner lifecycle management.
  • Manual handling of leads, registration, onboarding, training, marketing, and reselling.
  • Lack of a competitive edge for recruiting channel partners.
  • Delays in communication with support and sales for setup.
  • Inadequate training materials for partners.
  • No system for tracking opportunities and leads.
  • Absence of a dedicated partner portal.
Problem statement

Importance of the Problem:

Addressing these issues was crucial to reducing partner dropout rates, enhancing lead conversion, and improving the availability of sales and marketing materials. Streamlining and automating these processes would not only increase efficiency but also free up a lot of resources.

Research

Process:

  1. Identification of pain points and opportunities.
  2. Analysis of current user flows.
  3. Improve user journey to address identified gaps.
  4. Selection and proof of concept for PRM tools.
  5. Integration of the PRM solution.
  6. Development of necessary assets for the Partner Portal.
Process

Methods Employed:

Research involved journey mapping with the sales team to understand existing onboarding and deal registration processes and identified pain points and opportunities.

Pain pointsExisting user journey improved user journey

Performed competitive and PRM tool analysis to understand which PRM solution would be an ideal fit in terms of requirements.

Allbound ResearchPartner Stack researchIMPartner research

Summary of Findings:

The research indicated that AllBound was the ideal PRM solution, and it was already successfully used by competitors.

Solution

Phases of Implementation:

  • Phase 1: PRM solution selection and integration setup with chosen PRM(AllBound), including initial asset provision.
  • Phase 2: Enhancement of the solution with additional resources and collaboration with the content team to populate the portal.
Examples of content

Outcome

Results:

The new Partner Portal was developed in under four months, improving lead conversion rates by 85%.

Impact on Users and Business:

The project significantly enhanced partner engagement and retention, nearly doubling the efficiency of the onboarding process.

Numbers at a glance

The implementation of the Zmanda Partner Portal with the integrated PRM solution significantly streamlined the partner lifecycle process and improved the leads conversion rates by 85%. The automation and availability of comprehensive training materials directly accessible through the portal reduced the manual effort previously required and provided a competitive edge in the recruitment of channel partners.

85%

Improvement in the conversion rate over the next two months.

2x

ROI over the next one year.

75+

Assets (like PDFs, decks, videos and documents) available for partners and MSPs.

6+

Certifications available ranging from product familiarization to sales and marketing.