GFI Software Drives Reseller Business Using “Addictive” Salesforce PRM Partner Portal

"Our resellers are addicted to the Salesforce partner portal. We use it to get leads to them quickly and the dynamic, useful content we add to it keeps them coming back for more"


Challenge
  • Following a transition to a channel sales model, GFI Software—provider of content security, network security, and messaging computer software—needed a channel management solution for its new reseller business
  • Individual reps used Microsoft CRM as a contact manager, but there was no centralized source of information 
  • Forecasting capabilities were nonexistent 
  • The ability to distribute and track channel leads through a partner portal was the company’s main objective

Solution
  • In the midst of implementing a third-party channel management solution, GFI Software changed tack and chose Salesforce for its solid market leadership position
  • With the help of Successforce Consulting, the company deployed Salesforce Enterprise Edition to 50 users in three weeks with Microsoft Outlook integration
  • The Salesforce PRM partner portal rolled out to 150 partners and continues to grow
  • Using banner ad space on the partner portal, the company broadcasts bite-sized messages that provide value to channel salespeople 
  • Successforce Consulting aided in the initial project scoping, project management, data migration, and consulting during both pre- and post-rollout phases of the implementation
  • Integration with an internal proprietary database that tracks software license keys allows users to view asset ownership through Salesforce
  • Dashboards and reports track key performance indicators for channel reps and partners 
  • Deal registration allows GFI Software to offer high-margin deals and channel exclusivity to its partners—and to track the program from within its portal
  • Salesforce PRM facilitates automated partner certification

Results
  • GFI Software’s partner portal creates an “addictive” visitor experience that wins channel business
  • The partner portal empowers channel partners to take a portion of the sales process over while keeping the company updated on progress
  • Unified customer information—from both a CRM and PRM standpoint—is available from a centralized source
  • For the first time, the company can view its entire pipeline and create forecasts
  • Forecasts reveal business growth is tied to increased Salesforce usage
  • In reassessing its business model, the company restructured its processes based on the Salesforce platform
 
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