ROI Shop X Impartner
How The ROI Shop Helped Change The Conversation For Impartner
Overview
Impartner is a company that helps organizations manage and get the most out of their partner program. Their reps spent too much time talking about product features and had a hard time quantifying their benefits. Their solution was being viewed as a nice to have.
Client Background
Company
Impartner
What They Do
Provider of channel management technologies. Our Partner Relationship Management (PRM) and Partner Marketing Automation (PMA) solutions, help companies worldwide manage their relationships with distributors, resellers and channel partners.
Country
United States
The Challenges Impartner Faced
Before ROI Shop, here were some of the problems their sellers were facing:
Sales reps focused more on features and benefits and had no way to quantify business outcomes. They struggled to create a compelling event.
High discount rates, due to the lack of value articulation.
CS team did not have a way to show customers the actual value they were receiving, which led to churn.
How The ROI Shop Assisted
The ROI Shop solution:
Built a guided interactive ROI tool that made it easy for sellers to use with prospects.
Enabled their reps to quantify prospects' current pains, shifting their solution from a nice-to-have to a must-have.
Created a value realization calculator for their CS team to use for renewals.
The Results
Here's what Impartner realized after implementing The ROI Shop:
Moved their conversations from features and benefits to a more outcome based conversation.
Increased deal size. Reps are no longer racing to the bottom, since they are able to articulate their value better.
CS team has been able to save several customers from churning due to their ability to show value realized.
"
The ROI Shop has taken our conversations from just a features and benefits and let's do a demo, to an outcome based conversation.
Mike Kirby
Sr. Director of Partner Strategy and Growth
Interested in improving your win rates?
Stop selling features and start talking value
