A Unified Partner Experience for High-Tech Companies is Made Possible by Model N and Impartner

A Unified Partner Experience for High-Tech Companies is Made Possible by Model N and Impartner

By Greg Tavarez

High-tech executives say a unified channel partner portal brings high value to their organization’s revenue management processes, according to a Model N study. That's a bold statement; let’s track back a bit here.

A unified channel partner portal, as most are aware, allows a vendor organization selling through the channel to communicate, collaborate and manage their partners effectively. It also enables partners to access co-branded assets, campaigns, programs, training, leads, deals and incentives from the vendor.

Now all can see why high-tech executives believe the value a unified channel partner portal brings. It helps them align their channel policies, programs and people, increase their market access and share, reduce their operational cost and complexity, and drive more channel revenue.

With a common goal to help high-tech companies improve and accelerate their indirect sales processes, two companies in the fields of revenue optimization and partner relationship management, a.k.a. Model N and Impartner, are integrating their platforms through a strategic partnership.

Impartner, founded in 1997, provides channel management platform for partner relationship management, partner marketing automation and partner communications. It helps companies grow their revenue and market share through their partners, distributors and resellers.

Model N, founded in 1999, provides cloud revenue management solutions for life sciences and high-tech companies. It helps them optimize their pricing, incentives, rebates and channel performance, as well as comply with regulatory mandates.

When combined, the two provide value to high-tech companies that rely on indirect sales channels. It pairs high-tech manufacturing revenue optimization and compliance needs with a single ecosystem channel experience platform to improve operational processes around revenue management, partner incentives and rebates. Key elements include accessing pricing, channel quoting, design registrations, ship and debit and incentives such as rebates and market development funds.

“When companies reach key revenue milestones, they often consider their partnership program’s potential – and as the program grows, so does the complexity,” said Gary Sabin, Vice President of Product Management at Impartner. “Our partnership with Model N simplifies the revenue optimization and compliance aspects of the program management into a centralized workplace, enabling flawless operational expansion.”

Another boost from the partnership, users can now leverage Model N’s Channel Data Management solution. The CDM solution helps high-tech distributors and manufacturers to improve their revenue and compliance by managing their sales data and processes. The solution allows users to clean up their point-of-sale data and use it for various activities such as quoting, contracting, channel management and incentive programs.

These activities help users to optimize their volume and inventory management and enhance their partner relationships.

“Working with Impartner, an award-winning PRM provider, brings Model N and Impartner unparalleled capabilities for our joint customers,” said Gloria Kee, Vice President of Product Management at Model N. “Users can access the entire enhanced channel and revenue management platform in a single location, which allows for a unified partner experience for our customers.” 

The partnership offers a unified partner experience that benefits both companies and customers, creating an ecosystem of revenue management tools for high-tech manufacturers.




Edited by Alex Passett
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