Case studies

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When working with B2B partners, it's important to have a clear way of tracking who’s involved in your deals and how they contribute to revenue. In Salesforce, there’s no one-size-fits-all method — and that’s the beauty of it. Depending on your organization’s needs, technical maturity, and the complexity of your partner ecosystem, you can choose from several flexible approaches.

Below, we break down 4 common ways to manage partners in Salesforce and attribute revenue to them effectively

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1. 🧩 Picklist field on an Opportunity

Best for: Simple opportunities with one partner

The most straightforward method is to add a picklist field to the Opportunity object — for example, a field called 
Partner Name  or  Partner Source . You pre-define a list of your partners and let your sales team select the right one during deal creation.

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What are the pros?
✅ Easy to implement
✅ One partner relationship tracked
✅ Basic single-partner attribution

What are the cons?
❌ Not ideal for tracking multi-part attribution

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2. 🔍 Lookup field to an Account or Partner object

Best for: One-to-one attribution with partner data access

“Want clarity on who really drove the deal? A lookup field links each Opportunity directly to a partner account—no more guesswork, just clean, traceable attribution.”

A step up from a picklist is using a lookup relationship that first connects an Opportunity to an Account or custom Partner object. This lets you link the referenced data of that partner and build relevant fields automatically.

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​​Partnership marketing is a mutually beneficial strategic collaboration between businesses to promote each other's products or services.

When entering into a marketing partnership, instead of competing, companies work together, combining their strengths, audiences, and resources for mutual growth. 

Examples of popular partnership marketing strategies include co-branded marketing campaigns, ABM partnerships, social media collaborations, marketplace partnerships and product integrations.

And in 2025, partnership marketing is more critical than ever. 

With rising customer acquisition costs, fierce competition, and increasing demand for authentic, value-driven interactions, businesses are shifting from transactional marketing to relationship-led growth. 

Trust is key, and partnerships offer a credible way to build it — especially when a trusted partner introduces your brand.

For B2B SaaS companies, this shift is even more pronounced. 

In a saturated, rapidly evolving market, partner-led growth enables SaaS firms to scale faster, tap into new verticals, and extend customer lifetime value through integrated solutions. 

It can also help them to keep up with competition without busting the marketing budget.

Furthermore, by embedding products into broader partner ecosystems, SaaS companies reduce churn and drive stickiness.

As buyer journeys become more complex, collaborative go-to-market strategies are no longer optional—they're essential.

⬇️ In this guide, we'll take you through everything you need to know about partnership marketing, so you can decide whether it's the right tactic for your business.

What is Partnership Marketing?

Partnership marketing is a strategy where two or more companies collaborate to promote each other's brand, products, or services — with the goal of driving mutual growth. Rather than operating through traditional paid channels or simple referral schemes, partnership marketing focuses on strategic alignment: both partners contribute resources, co-create campaigns, and share audiences to generate value on both sides.

Unlike affiliate marketing, which is purely performance-based with direct financial incentives for each conversion, partnership marketing often emphasizes broader strategic goals — like brand visibility, market expansion, and pipeline generation. However, performance still matters: successful partnerships typically track results like leads, engagement, and influenced revenue, even if there isn’t always a strict "commission per sale" model.

Channel sales, on the other hand, do overlap with partnership marketing — especially when partners engage in co-marketing activities such as joint webinars, content syndication, or event sponsorships. In many cases, channel partners do both promote and sell products, depending on the nature of the partnership.

In short, partnership marketing is about creating strategic go-to-market alliances — blending promotional activities with co-selling or co-branding initiatives to drive shared success.

Benefits of Partnership Marketing 

There are many direct and indirect advantages to implementing partnership marketing strategies.

Here are ten of the top benefits you can expect to see: 

1. Expanded reach: Access new audiences through your partner's customer base and marketing channels.
2. Increased credibility: Build trust faster when introduced by a known and respected partner.
3. Lower customer acquisition cost (CAC): Reduce marketing spend by sharing efforts and leveraging established relationships.
4. Scalable revenue growth: Partnerships create repeatable, cost-effective growth channels that scale alongside your business.
5. Improved lead quality: Benefit from warm, qualified referrals that convert faster and more reliably.
6. Stronger value proposition: Offer customers a more complete solution by pairing complementary products or services.
7. Faster market entry: Leverage partners' presence and expertise to break into new verticals or regions.
8. Shared resources and expertise: Collaborate on content, tools, and campaigns—saving time and expanding capabilities.
9. Greater customer retention: Integrated, value-rich solutions increase stickiness and reduce churn.
10. Innovation and strategic insight: Learn from partners' market experience and co-create innovative solutions.

Types of Partnership Marketing in 2025

There are many different varieties of effective partnership marketing to consider in 2025.

So which type is going to make the biggest positive impact in your business?

This will depend on your business' specific needs, challenges, goals, and overall circumstances — as well as those of your partner. 

Here are eight of the most popular types of partnership marketing to consider: 

1. Co-marketing Campaigns

Co-marketing campaigns involve two or more companies collaborating to create and promote content or events that deliver mutual value. 

So what does this look like, exactly?

Common formats include co-branded eBooks, joint webinars, and shared industry events. 

These campaigns combine expertise, expand reach, and engage both audiences through shared promotion. 

Each partner contributes resources — like content, speakers, or distribution channels, for example — while benefiting from increased visibility and lead generation. 

The key benefits of co-marketing include reduced costs, higher-quality leads, and enhanced credibility through association. 

Remember — it's vital to ensure both organizations are aligned on messaging and goals before kicking off your partnership. 

This alignment empowers partners to create more impactful, resource-efficient campaigns that resonate with their shared target audience.

2. Marketplace Partnerships

A marketplace partnership is a collaboration where a company integrates or lists its product or service within another company's platform or digital marketplace. 

For example, an app store or software ecosystem like HubSpot Marketplace, Salesforce AppExchange, or AWS Marketplace.

These partnerships typically involve:

• Product integrations that enhance functionality for shared users
• Co-marketing opportunities within the marketplace
• Shared customer acquisition channels

By being listed in a trusted marketplace, your solution gains visibility among highly targeted, ready-to-buy users. 

Indeed, benefits include increased discoverability, faster customer acquisition, and added credibility through platform association. 

As a bonus, seamless integrations boost customer satisfaction and retention by creating a more complete, user-friendly solution. 

For SaaS companies especially, marketplace partnerships can be a scalable, low-friction channel for growth and long-term partner-led revenue.

3. Content Swaps And Backlink Partnerships

These tactics are designed to boost your online visibility, build authority in your industry and reach new audiences. 

Content swaps and backlink partnerships are search engine optimization (SEO) tactics that involve two companies exchanging content — such as blog posts, guides, or ebooks — with links back to each other's websites. 

For example, your company's CEO could write a thought leadership guest blog with links back to your own website. 

This would then be published on your partner's website.

Driving referral traffic and enhancing brand credibility are two of the major benefits.

Still, the number one reason businesses deploy this tactic is to strengthen domain authority, helping both companies perform better in search engines. 

This low-cost, high-impact strategy is especially effective for B2B companies looking to grow their online presence, generate organic leads, and establish thought leadership through mutually beneficial content collaboration.

4. Social Media Collaborations

Social media collaborations are not only for B2C brands. 

While the tone and style of your content might be different to a B2C social collaboration campaign, these campaigns can be an extremely useful tool for brands in the SaaS space. 

B2B social media collaborations involve two or more companies teaming up to share content, campaigns, or promotions across their social channels. 

These can include co-branded posts, joint LinkedIn Lives, shared video series, or collaborative giveaways. 

By leveraging each other's audiences, businesses expand their reach, boost engagement, and build trust through association, all while driving qualified traffic to each partner's site. 

This type of partnership marketing is cost-effective, easy to execute, and ideal for increasing visibility, sparking conversation, and generating leads in a more authentic, relationship-driven way.

5. ABM partnerships

Account-based marketing (ABM) is where a brand focuses on a high-value prospect that fits its ICP. 

In ABM, the stakes are high: the wins are significant, but losses are expensive. 

This is why ABM partnerships appeal. 

In an ABM partnership, two companies collaborate to target shared ideal customer profiles (ICPs) with personalized, coordinated outreach. 

Partners align on high-value accounts, then co-create tailored campaigns — such as custom content, joint emails, or personalized events — designed to engage key decision-makers. 

This approach combines data, insights, and resources from both sides to increase relevance and impact. 

By working together, companies can boost campaign effectiveness, shorten sales cycles, and increase deal size. 

ABM partnerships are especially powerful in B2B SaaS, where long sales cycles and complex buying committees require strategic, high-touch marketing that resonates with specific prospects across channels.

6. Influencer Partnerships 

In B2B SaaS, influencer partnerships involve collaborating with trusted voices in a specific niche to build credibility, reach decision-makers, and drive awareness or adoption.

These influencers might be:

• Industry consultants
• Niche content creators (e.g. YouTubers, podcasters, LinkedIn voices)
• Community leaders or analysts

They promote your SaaS solution through reviews, tutorials, webinars, or co-branded content tailored to their audience. 

What's more, since vertical SaaS targets specialized markets (like healthcare, legal, or construction), these influencers often have deep domain credibility, which means backlinks can boost your website's SEO. 

Other benefits include targeted reach, faster trust-building, and improved lead quality — making it a powerful channel for awareness and education-driven growth.

In exchange, some influencers may require payment or commission, while others will accept free access to tools and services along with promotion of their page on your channels. 

So, are influencer partnerships the right strategy for your brand?

This is an especially useful tactic in vertical SaaS, which is designed for a specific industry or niche.

However, if your SaaS targets a more general market, you might struggle to find influencers that unite your audience. 

7. Reseller/Referral Hybrid Motions

Reseller/Referral hybrid motions combine elements of both reseller and referral partnerships into a single go-to-market strategy.

• In a referral model, the partner introduces or refers potential customers to your business and earns a commission or incentive when deals close.
• In a reseller model, the partner actually sells your product — often bundling it with their own services — and may handle billing and customer support.

The hybrid motion allows partners to start by referring leads and transition into full resellers as they gain confidence or technical expertise. 

It's flexible, lowers onboarding friction, and supports deeper collaboration over time, making it ideal for scaling partner-led growth.

How to Build a Partnership Marketing Strategy

Sold on partnership marketing and ready to get started?

Admittedly, this can be a little daunting: after all, when there are two plus parties involved, it's never as simple as creating an in-house strategy. 

However, get partnership marketing right and the results should be worth the extra effort. 

We've simplified the partnership marketing strategy into five steps:

1. Define Objectives 

Kick off your B2B partner marketing strategy by defining your objectives.

This is crucial for measuring the success of your partnership and continuously optimizing your strategy down the line. 

To define objectives, start by aligning with business goals — whether these are generating leads, influencing pipeline, or increasing brand awareness. 

Now, define your objectives for partnership marketing. 

For example, if generating more leads is a general business goal, you might set a SMART goal such as:

"Generate [NUMBER] of leads from [PARTNERSHIP MARKETING PROJECT by [DATE]."

Then, set clear KPIs for each goal, such as number of qualified leads, sourced revenue, or reach and engagement metrics. 

It's vital to ensure both partners agree on success measures, timelines, and tracking methods to keep efforts focused, measurable, and mutually beneficial. 

2. Align With RevOps And Sales To Define Attribution Model

Aligning with RevOps and Sales is crucial when setting up a partnership marketing program because it ensures clear, consistent attribution of leads and revenue. 

Without alignment, partner-sourced or influenced deals can be misattributed, leading to inaccurate reporting and under-valuing partner efforts. 

RevOps should help to define the attribution model — deciding how credit is assigned across touchpoints — while Sales will ensure partner leads are properly followed up. 

Together, they create transparency, trust, and accountability, enabling smarter investment and stronger partner relationships.

3. Identify High-Fit Partners

This is the exciting bit: it's time to identify your potential partners! 

Remember — you're looking for high-fit partners. 

Start by searching for companies that share your ideal customer profile (ICP) — targeting similar industries, roles, or challenges. 

Look for mutual value, where both parties benefit from shared leads, increased reach, or enhanced offerings. 

Strong cultural alignment, complementary products or services, and overlapping sales motions also matter. 

You should be able to gain some important answers simply by evaluating a company's audience size, reputation, and willingness to collaborate. 

Ideal partners should:

• Fill a gap in your customer journey
• Strengthen your value proposition
• Be equally invested in long-term success

And if the prospect of collaborating with another company makes you nervous, take it slowly. 

Start with low-lift collaborations, then scale deeper based on results and strategic fit.

4. Set Up Co-Marketing Playbooks And Tools

Congratulations — you've secured your first partnership!

Now you've cracked the who, it's time to get into the how. 

Co-marketing playbooks help partners launch campaigns faster, stay aligned, and deliver consistent, high-quality content — making collaboration smoother and results more scalable across multiple partnerships.

Here are some key tips for setting up your co-marketing playbooks and tools:

• Create standardized templates for joint campaigns — covering emails, social posts, landing pages, and event promotion. 
• Define roles, timelines, approval processes, and branding guidelines to streamline execution. 
• Use a PRM like Introw for collaboration, automating workflows, lead registration and attribution, and monitoring partnership performance. 
• Include clear KPIs (e.g. leads, registrations, content downloads) and a feedback loop to refine future efforts. 

5. Track And Optimize Performance Via CRM/PRM Integration

Tracking and optimizing performance via a CRM-first PRM like Introw is crucial for measuring the true impact of your partnership marketing efforts. 

With integrated systems, you gain real-time visibility into lead flow, deal progress, and revenue attribution from each partner campaign. 

This transparency allows you to assess what's working, identify gaps, and make data-driven decisions. 

It also ensures partners receive proper credit and fosters trust. 

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By syncing marketing activities, lead registrations, and closed-won data, you can continuously refine co-marketing strategies, improve ROI, and confidently scale successful partnerships. 

Ultimately, integration turns partnership marketing from guesswork into a performance-driven growth engine.

Real-World Partnership Marketing Example: Hubspot + Typeform

HubSpot and Typeform have developed a robust partnership marketing strategy centred on seamless integration to enhance lead generation and customer engagement. 

By combining Typeform's interactive forms with HubSpot's CRM capabilities, businesses can capture and manage leads more effectively. 

For instance, the education platform 100mentors utilized this integration to automate data entry, resulting in a 50% reduction in manual tasks and a 20% increase in conversions.

Additionally, HubSpot's "Make My Persona" tool, built using Typeform, exemplifies successful co-marketing. 

This tool allows users to create detailed buyer personas, providing value to users while generating approximately 1,000 leads per month for HubSpot. ​

The partnership's strength lies in its ability to deliver personalized, scalable marketing solutions, making it a model for effective B2B collaboration.

Best Practices for B2B Partner Marketing in 2025

For best results, ensure you follow these four partner marketing best practices: 

1. Co-Create With Partners, Don't Just Syndicate

Truly effective partner marketing stems from collaboration, not just content redistribution. 

So instead of simply handing partners premade assets, co-develop campaigns like joint webinars, co-branded eBooks, or social content. 

This ensures alignment with both brands' voices and audience needs, leading to better engagement and shared ownership of outcomes.

2. Avoid Friction: Make Collaboration Off-Portal

Friction in your joint workflows can see your collaborative projects end before you've had a chance to see the benefits. 

This is why it's so important to streamline how you work together. 

While portals are useful for asset storage and reporting, real-time collaboration thrives in low-friction channels like Slack or shared email threads. 

For a truly frictionless project, why not harness the power of Introw's PRM, which offers off-portal collaboration and integrates with Slack? 

This encourages faster communication, easier brainstorming, and a more agile response to opportunities or blockers.

3. Align On Goals Early

Before launching any activity, you need to get on the same page about what success looks like. 

Are you focused on brand awareness, marketing qualified leads (MQLs), or influencing pipeline? 

Setting shared KPIs avoids misalignment and enables meaningful measurement and reporting.

4. Use Clean CRM Data And PRM Reporting To Measure Impact

Poor data hygiene kills performance tracking. 

Ensure your CRM is clean and synced with a PRM tool like Introw so you can accurately attribute results — confidently track sourced leads, influenced pipeline, and partner-driven revenue.

➡️On the hunt for a highly effective partner relationship management system? Here's everything you need to know about choosing your next PRM. 

How Introw Powers Scalable Partnership Marketing

• One-click co-branding at scale: Introw lets you instantly add partner logos, names, and details to your sales and marketing assets — all in one click. No more manual edits for every campaign or piece of content. Scale co-branded marketing efforts effortlessly and maintain brand consistency across partner initiatives.
• Introw syncs co-marketing activities with your CRM: Introw integrates natively with HubSpot and Salesforce, ensuring all co-marketing activities, lead registrations, and partner deals are tracked directly in your CRM — no need for duplicate data entry or disconnected tools.
• Introw tracks partner engagement and shares updates via Slack: Partners receive real-time updates via its Slack integration, including notifications when leads engage or deals move forward. This off-portal engagement keeps communication flowing and visibility high without needing extra tools.
• Flexible access: Introw eliminates the friction of portal fatigue by enabling partners to engage via Slack or email — no mandatory logins needed for day-to-day updates. However, for deeper collaboration on content, strategy, and co-selling, partners can also access a fully customizable portal when needed, keeping everything aligned and easily accessible. 
• Forecast and report on a partner-attributed marketing pipeline: Easily report on partner-sourced and influenced pipeline with attribution tied directly to CRM data. Introw enables forecasting by tracking partner performance and marketing contributions in real-time.
• Built for HubSpot + Salesforce users: Designed specifically for go-to-market teams using HubSpot or Salesforce, Introw fits neatly into your existing tech stack and enhances partner marketing without adding complexity.

🚀 Power up your partner marketing with Introw — book a demo here today.

Conclusion

Ultimately, partnership marketing is a powerful, scalable growth lever for B2B SaaS, delivering lower customer acquisition costs and high-impact results. 

But remember — success depends on strong alignment across marketing, sales, and ops to ensure smooth execution and measurable outcomes. 

With the right strategy, partnerships can drive pipeline, brand visibility, and long-term revenue. 

However, partnership marketing — like any form of collaboration — is not without its challenges, from misaligned goals and communication barriers to inaccurate tracking and failure to commit. 

Fortunately, Introw makes partnership marketing much easier — after all, managing partners is what this cutting-edge platform was designed for. 

Introw keeps partner marketing CRM-native — fully integrated with HubSpot and Salesforce — so all activities are trackable, collaborative, and scalable from day one. 

By streamlining workflows and partner engagement, this software helps you unlock the full potential of partner-led growth without adding complexity or disconnected tools.

💡 Ready to streamline your partner marketing strategy? Get a personalized Introw demo.

FAQs

1. What Is Partnership Marketing In B2B?

B2B partnership marketing is a collaborative strategy where two or more businesses work together to promote each other's products or services. 

These partnerships leverage each company's strengths, audiences, or resources to drive mutual growth, increase brand visibility, boost brand recognition, generate leads, and create value for shared target markets.

2. What Are Examples Of Effective Partnership Marketing Campaigns?

Partnership marketing is an increasingly popular tactic, so there are plenty of partner marketing examples out there to inspire you. 

Here are eight tried and tested partnership marketing examples: 

1. Co-branded content: Collaborate on eBooks, webinars, blog posts, or whitepapers to share expertise and cross-promote to both audiences.
2. Joint events or webinars: Host virtual or in-person events together to share knowledge, build trust, and capture leads.
3. Referral programs: Offer incentives for each company to refer clients to the other, creating a mutually beneficial lead pipeline.
4. Product integrations: Combine tools or platforms to offer a seamless experience and increase customer value (e.g. Slack + Zoom).
5. Social media cross-promotion: Run coordinated social campaigns, giveaways, or content series to tap into each other's audiences.
6. Bundled offers or packages: Offer exclusive deals or bundles when customers purchase from both companies.
7. Guest blogging or podcast swaps: Exchange content contributions to access new audiences and build authority in your niche.
8. Case studies or success stories: Highlight how customers benefited from using both services together.

3. How Is Partner Marketing Different From Affiliate Or Channel Sales?

A partner marketing plan focuses on collaborative, mutually beneficial campaigns between businesses, often involving co-branding or content. 

In contrast, affiliate marketing is performance-based, rewarding individuals or companies for driving traffic or sales. 

Meanwhile, channel sales involve third-party distributors or resellers selling a company's products. 

So, in summary, partner marketing emphasizes strategic alignment over pure sales or commission structures.

4. Why Do SaaS Companies Need a CRM-Integrated PRM For Partner Marketing?

CRM-integrated PRM (Partner Relationship Management) systems streamline partner onboarding, track performance, and align sales efforts — all of which are vital for successful partner marketing campaigns. 

Indeed, during joint ventures, CRM integration ensures real-time data sharing, better lead management, and improved collaboration between internal teams and partners. 

This tech boosts efficiency, strengthens relationships, and maximizes the ROI of partner marketing initiatives.

5. How Does Introw Support Partnership Marketing?

​Introw supports partnership marketing through its cutting-edge CRM-integrated Partner Relationship Management (PRM) platform. 

It enables businesses to quickly set up branded partner portals, automate deal and lead registration, share resources, and manage commissions. 

With real-time CRM syncing and off-portal collaboration, Introw enhances marketing partner engagement and streamlines revenue tracking.

Book a demo today to find out more about how Introw can enhance your partnership marketing ​strategy.

Partner-led growth depends on empowering partners to work alongside direct sales to drive customer acquisition and revenue — and tight integration between your CRM and partner workflows is essential to get this right. 

This seamless integration creates a unified view of leads and opportunities, allowing both internal teams and partners to collaborate seamlessly and avoid duplicating their efforts. 

Furthermore, integrated systems enable accurate deal registration, attribution, and tracking, which is critical for partner incentives and performance insights.

With synced workflows, partners can register deals directly, co-sell with your team, and stay aligned through shared timelines and updates. 

Additionally, CRM integration enables automated notifications, streamlined onboarding, and enhanced forecasting (by including partner pipeline in revenue projections). 

The key benefits of tightly integrating your CRM and partner workflows?

Less friction, shorter sales cycles, and better partner trust. 

Ultimately, it allows you to scale your partner ecosystem efficiently while maintaining transparency, accountability, and data-driven decision-making — all of which are vital to a successful partner-led growth strategy.

This is why companies are increasingly shifting from standalone PRM portals to CRM-first experiences like Introw — which integrates with popular CRMs, including HubSpot —  to streamline their partner collaboration. 

This approach meets partners where they work and aligns them more closely with internal sales processes.

Ready to scale your partner management this year? 

⬇️ In this guide, we'll cover why HubSpot is a highly effective platform for partner management and take you through seven must-have best practices for scaling in 2025. 

Can You Manage Partners in HubSpot? (Spoiler: Yes — with the Right Setup)

HubSpot doesn't have native PRM, but it offers several features that can be useful for SaaS partner management projects. 

For example, the platform supports custom objects, labels, and workflows. 

All of these elements are super useful for companies running small partner management projects. 

The problem arises when you want to scale. 

Indeed, most partner programs will quickly outgrow manual tagging and disconnected forms. 

Once you get serious about your partner program, you need a PRM that is tailor-made for managing and scaling these schemes. 

At the same time, you don't want to silo your partner management efforts from your CRM — this would create data disconnects, limiting visibility into partner-driven deals and slowing collaboration. 

The solution?

Invest in tightly CRM-integrated PRM tools like Introw. 

This way, you fill the PRM gap natively inside HubSpot and give your partnerships the best possible chance of flourishing. 

Why HubSpot Is a Strong Foundation for Partner Management

Many SaaS teams already rely on HubSpot as their central source of truth for customers, deals, and marketing. 

But increasingly, partner managers are realizing HubSpot can also be a superb command center for their partner programs — as long as they configure the platform in the right way. 

Here's why HubSpot makes sense as a foundation for partner management in 2025:

• Unified CRM: HubSpot consolidates marketing, sales, and service data — giving RevOps and partner teams shared visibility
• Custom Properties & Objects: You can track partner types, partner-sourced deals, referrals, and more — without duct-taping separate systems
• Automation: Workflows make it easy to route leads, assign reps, or trigger partner engagement emails
• Integrations: Certified apps like Introw turn HubSpot into a fully featured PRM, removing the need for standalone portals or duplicate tracking
• No-Code Setup: You can scale your partner ops without custom dev work or heavy training

In short, if HubSpot is already your CRM, there's no reason to manage your partner program outside of it. 

Instead, plug in a PRM like Introw, and you'll gain a partner-ready ecosystem inside your CRM — one that works for RevOps, Sales, and Partner Managers alike.

7 Must-Have HubSpot Partner Management Practices for 2025

Ready to scale your partner program with Hubspot? 

Here are seven vital HubSpot partner management practices you should be following for success in 2025. 

1. Automate Partner Onboarding with Forms + CRM Sync

This one will save you a lot of time! 

Did you know you can use Introw to push form data (e.g. "Become a Partner") directly into HubSpot?

First, connect Introw to HubSpot to enable seamless data synchronization. 

This integration allows form submissions, such as partner applications, to be pushed directly into HubSpot.

You can then use HubSpot's automation tools to trigger actions upon form submission. 

For instance, automatically create a contact or company record, assign tasks, or send follow-up emails.

2. Enable Easy Deal & Lead Registration (No HubSpot Login Needed)

Introw allows for off-portal collaboration, which makes life much easier for your partners. 

Indeed, your partners don't even need to log in to HubSpot in order to submit deals or register leads. 

Instead, they can submit deals via a form, Slack or email. 

The details are then auto-mapped to HubSpot, which acts as your single source of truth. 

3. Collaborate on Deals Inside HubSpot with CRM Cards

Using CRM cards from Introw, teams can collaborate on partner-sourced deals directly inside HubSpot. 

These embedded cards show deal details, partner info, and updates in real-time — without switching tools.

This means your partner's comments are automatically turned into CRM notes

Real-time sync keeps the deal's status, details, and updates aligned with your HubSpot pipeline, enabling smooth, in-CRM collaboration.

This streamlines communication, boosts visibility and keeps sales and partner teams aligned throughout the deal cycle.

4. Track Partner Performance in Real-Time

The success of your partner strategy hinges on data analysis. 

Tracking partner performance in real-time is crucial to help you identify top performers, spot bottlenecks, and optimize your partner strategy as deals progress. 

Indeed, without a sophisticated tracking and data analysis system, you're just guessing at what works and hoping you're right. 

But with the right tools in your arsenal, you unlock faster decision-making, more accurate forecasting, and effective incentives — driving accountability, growth, and stronger partner relationships across your ecosystem.

Fortunately, Introw and HubSpot work together to make real-time data analysis easy. 

Introw generates dashboards based on HubSpot data. 

Set up dashboards based on metrics that speak to your goals — for example, revenue, activity, pipeline, or deal data.

5. Engage Partners Off-Portal via Email & Slack

One of Introw's most partner-friendly features is that it allows you to engage your partners off-portal via email and Slack. 

This means partners don't need to log into their portal to communicate or collaborate with you. 

Instead, they receive real-time notifications, can comment on deals, and stay in the loop — all off-portal — making collaboration faster, easier, and more integrated into their daily workflows.

6. Customize Experiences by Partner Type

In 2025, personalization is crucial when it comes to engaging your partners. 

Deliver an irrelevant or jarring experience, and partners could lose trust in your offering and become more reluctant to recommend you. 

Introw supports dynamic views and objects in HubSpot, which allows you to customize partner experiences by type.

For example, you can tailor onboarding flows, forms, content, and deal stages for different partner types, like partner submitted referrals, a successful reseller channel, or MSPs.

Simply segment partners within HubSpot and Introw, then deliver relevant experiences and workflows that match their role, ensuring higher engagement and more effective collaboration across partner types.‍

7. Automate Commission Tracking & Payouts

Connect Introw with your HubSpot CRM to automate commission tracking and payouts. 

As deals close, Introw tracks which partner influenced each one, calculates commissions based on preset rules and logs the data. 

You can then use CRM triggers to automate payout workflows or give partners visibility over their commissions. 

This ensures accuracy, transparency, and timely rewards.

Why Introw Is the Best HubSpot PRM Integration for 2025

Introw stands out in 2025 as the ultimate PRM integration for HubSpot, delivering unmatched efficiency, partner experiences, and growth capabilities.

Here's why it's the best partner relationship management tool integration with HubSpot:

• HubSpot Certified App: Introw is trusted and verified by HubSpot, ensuring a smooth, secure integration.
• Personalized partner portals created in minutes: Launch clean, branded portals for each partner quickly — no technical setup required.
• Keeps HubSpot as the single source of truth: All partner data, leads, and deal activity sync directly into HubSpot, eliminating the need to manage a separate PRM system.
• No partner logins required: Partners can view, register, and collaborate on deals via shared links — no friction, forgotten passwords, or onboarding headaches.
• Real-time deal + engagement sync: Instantly reflects partner-submitted leads and activity in HubSpot, giving your sales team live visibility.
• GDPR-ready, ISO27001 and SOC2 certified: Designed with enterprise-level security and global compliance in mind.
• Works across all HubSpot plans (Sales, Service, CRM): Fully compatible with the entire HubSpot suite, so you can support partner workflows wherever your teams operate.

🚀 Launch Your HubSpot Partner Portal in Minutes — Book a Demo!

Conclusion

If HubSpot is already your CRM, why not make it your partner system too?

With Introw, you can scale partner programs without silos, clunky portals, or extra logins.

Save RevOps time, align with Sales, and drive more revenue from your ecosystem.

✅ Ready to simplify partner management in HubSpot? Get a personalized demo

FAQs

1. Can HubSpot Be Used For Partner Management?

​Yes, HubSpot can be used for partner management through integrations with Partner Relationship Management (PRM) tools like Introw. 

While HubSpot doesn't offer a native PRM solution, its App Marketplace includes certified apps that enable businesses to manage partners, share content, and track engagement directly within the CRM. 

Introw, for instance, provides a seamless integration that allows companies to launch personalized partner portals, collaborate on deals, and manage partner activities without requiring partners to have a HubSpot account.

2. Does HubSpot Offer PRM Features?

HubSpot doesn't offer a native PRM solution, but it boasts several features that lend themselves to partner management, including custom objects, labels and workflows. 

The problem is that most partner programs outgrow manual tagging and disconnected forms, at which point it's worth scoping out dedicated PRM systems that integrate with Hubspot, like Introw. 

Introw is the best channel partner management tool to use with HubSpot, offering outstanding partner experiences, improved efficiency, and plenty of growth potential. 

It's super user-friendly, too. 

3. What's The Best PRM Tool That Integrates With HubSpot?

​Several Partner Relationship Management tools integrate seamlessly for HubSpot partner management, each offering unique features to enhance partner collaboration and streamline workflows.

The best PRM for your business will depend on your specific circumstances and goals, but Introw is an outstanding option for any company.

This PRM platform enables the creation of personalized partner portals integrated with HubSpot.  

These portals seamlessly facilitate deal collaboration and partner engagement without requiring partners to access HubSpot directly.

4. How Does Introw Compare To Traditional PRMs?

Introw offers a modern PRM solution that integrates directly with your CRM, enabling the launch of a personalized partner portal in minutes. 

It lives inside your CRM, enabling real-time deal collaboration, updates, and notifications without switching platforms. 

In contrast, traditional PRMs often require syncing data between systems, which can lead to delays or discrepancies.

Introw also emphasizes off-portal collaboration, allowing partners to engage without requiring separate logins, thereby streamlining partner engagement and accelerating revenue growth.

This makes the PRM system fast to deploy, with a minimal learning curve.

Traditional PRMs, on the other hand, can be complex to implement and manage, especially for lean partner teams.

They often require logins and training, which can create friction for casual or less tech-savvy partners.

5. Can Partners Using Introw Submit Leads/Deals Without a HubSpot Account?

Yes, partners using Introw can submit leads and deals without needing a HubSpot account.

Introw enables off-portal collaboration, allowing partners to register leads and deals without a HubSpot account. 

These submissions are automatically synced with your HubSpot CRM, ensuring seamless integration without requiring partners to log into HubSpot. ​

In 2025, ecosystem-led growth is a key priority for SaaS teams.

In a fiercely competitive landscape, relying solely on your direct sales team and internal resources is no longer enough. 

SaaS companies increasingly recognize the power of strategic partnerships to drive scalable, sustainable revenue. 

Indeed, by tapping into partner ecosystems, companies can expand market reach, accelerate customer acquisition, and increase trust through third-party validation. 

But in order to efficiently manage and scale partnership programs, you need the right tech stack. 

In 2025, this means a partner relationship management system that seamlessly integrates with — and is embedded within — your CRM. 

Introw is an attractive option for Salesforce users. 

This no-code PRM platform empowers teams to manage partner collaboration within a fully customizable portal — while keeping everything synced in Salesforce, eliminating the need for manual updates or disconnected tools.

Embedded partner management streamlines workflows, enhances collaboration, helps you deliver engaging partner experiences and eliminates the need for partners to switch platforms, ultimately driving higher adoption and performance.

It turns the CRM into a central hub for direct and partner-led growth, ensuring tighter integration with core sales processes, better data accuracy, and real-time visibility. 

⬇️ In this guide, we'll take you through our top recommendations for scaling your partnership program through Salesforce. 

What Makes Salesforce Powerful for Partner Management?

So, first up — why should you opt for partner management in Salesforce? 

Here are four major Salesforce partner relationship management features:

1. Unified CRM With Shared Visibility Across Sales, Marketing, And Support

Salesforce's Experience Cloud PRM is fully integrated within its CRM platform, providing a centralized system where sales, marketing, and support teams can collaborate seamlessly. 

The Salesforce partner management software allows for real-time sharing of sales leads, marketing campaigns, and support cases with partners. 

It aims to ensure consistent and efficient communication across all departments. ​

2. Custom Objects, Fields, and Relationship Tables

Salesforce offers the flexibility to create custom objects and fields.

This is super useful when it comes to partner relationship management. 

Indeed, these handy customizations enable businesses to tailor their partner management processes to their specific needs. 

Furthermore, they facilitate complex data modeling and allow for the precise tracking of partner interactions and performance metrics. ​

3. Native Automation And Workflow Support

In 2025, automation is a must if you wish to remain competitive. 

Fortunately, Salesforce delivers with a whole host of built-in automation tools via Sales Cloud. 

For instance, users can create workflows that streamline partner onboarding, deal registration, and lead distribution. 

These automated processes reduce manual tasks, enhance efficiency, and ensure that partners receive timely updates and support throughout their engagement lifecycle. 

4. Huge Ecosystem Of Partner-Focused Integrations

Partner relationship management on Salesforce is made much easier by the platform's extensive AppExchange.

Here you'll discover a vast array of partner-focused integrations, with access to thousands of prebuilt applications and consultant offerings. 

This extensive ecosystem allows businesses to extend their capabilities, incorporating tools for PRM, marketing automation, analytics, and more, to enhance partner collaboration and drive revenue growth. 

While Salesforce is an excellent option for partner management — especially if it's already your CRM — when it comes to PRM, it's worth looking beyond Experience Cloud. 

Experience Cloud is expensive, dev-heavy, and slow to implement. 

What's more, it can be way too complex for smaller organizations or those with smaller partner programs.  

Instead, take a look at Introw.

This slick no-code PRM platform integrates seamlessly with Salesforce, enabling rapid deployment and off-portal collaboration with no extensive setup. 

Introw delivers off-portal collaboration tools such as Slack integration, so partners no longer need to log into Salesforce directly to engage through shared channels or receive updates. 

At the same time, Introw is embedded within Salesforce, so your CRM remains your single source of truth. 

7 Salesforce Partner Management Recommendations for 2025

Ready to take your partner program to the next level with Salesforce partner relationship management via Introw?

Here are seven best practices to follow. 

1. Simplify Partner Onboarding with Auto-Detected Records

Introw simplifies partner onboarding by seamlessly integrating with Salesforce to auto-detect partner records. 

Upon connecting Salesforce to Introw, the PRM platform automatically syncs partner data from the CRM and kicks off workflows automatically. 

It identifies partners by filtering accounts labeled as 'Partner' or based on your custom configurations. 

This automation eliminates manual data entry, ensuring a swift and accurate setup. 

Once detected, Introw enables you to build no-code onboarding workflows that guide partners through essential steps like profile completion, content access, and deal registration. 

These workflows are tracked and synced with Salesforce, maintaining your CRM as the single source of truth and enhancing the efficiency of your partner onboarding process. 

2. Enable Fast Deal And Lead Registration (No Partner Logins Needed)

Introw enables fast deal and lead registration without requiring partners to log in to Salesforce. 

This streamlined approach accelerates partner engagement and ensures all submissions are tracked within your CRM.

Here's how it works.

Partners submit deals via secure, custom-branded forms created within Introw.

These forms are linked directly to Salesforce and automatically map submitted data — like company, contact, and deal details — to the correct custom objects, such as Opportunities or Leads. 

Furthermore, Introw's native Salesforce integration ensures real-time syncing, eliminating manual data entry and reducing friction for partners. 

3. Collaborate Natively On Salesforce Objects (No Experience Cloud Needed)

Introw lets users collaborate directly on Salesforce objects — like Opportunities, Contacts, or Accounts — without Experience Cloud. 

Through Introw's native Salesforce integration, partners can:

• Leave comments
• Upload files
• Share updates via Introw's interface

Meanwhile, all this activity is automatically synced to the corresponding Salesforce records.

This keeps every note, document, and status update tied to the right object in your CRM, ensuring full context and traceability without requiring partner logins. 

By eliminating the need for Experience Cloud, Introw reduces complexity and cost while enabling seamless, real-time collaboration between internal teams and external partners — all within your existing Salesforce environment.

4. Launch Branded Partner Portals Without Code

With Introw, users can launch fully branded partner portals in Salesforce in minutes — no coding required. 

These portals are dynamically generated and personalized based on partner type, deal stage, or custom Salesforce fields. 

Introw pulls data directly from Salesforce to tailor each partner's experience, displaying relevant content, contacts, and opportunities. 

Businesses can also customize branding, messaging, and segmentation rules to reflect their identity and target different partner segments. 

Unlike traditional Experience Cloud setups, Introw's no-code approach simplifies deployment while offering powerful functionality, empowering teams to quickly deliver a professional, secure, and scalable partner experience directly integrated with their Salesforce data.

5. Automate Commission Tracking And Payouts

Want to save time on commission and payments while also ensuring your partners are accurately rewarded? 

Introw automates commission tracking and payouts by tapping into real-time Salesforce data.

Once connected, Introw monitors key objects like Opportunities or custom revenue fields to determine commission eligibility. 

Users can configure rules to automate when and how payouts are triggered — no manual input required. 

Moreover, partners gain visibility into their commission status through branded, no-login-required portals. 

All activity is synced back to Salesforce.

6. Track Revenue And Engagement From The CRM

Introw enables users to track deals, revenue and partner engagement directly from Salesforce by syncing real-time CRM data into intuitive dashboards. 

Leveraging connected objects like Opportunities, Accounts, and custom fields, Introw surfaces deal flow, partner performance, and key engagement signals — such as submitted deals, shared files, and comments.

These insights are then visualized in real-time dashboards that require no manual updates or separate tools. 

This gives you a vital overview of which partners are most active and where revenue is being influenced, making it easier to optimize partner programs based on accurate, live performance and engagement metrics.

7. Keep RevOps Happy With Two-Way Data Sync

Introw keeps RevOps aligned by enabling two-way data sync with Salesforce, ensuring the CRM remains the single source of truth while powering enhanced partner-facing workflows. 

When partners submit deals, leave comments, or share updates via Introw, all activity is instantly synced to the correct Salesforce objects — like Opportunities or Contacts. 

Furthermore, any updates made in Salesforce are also reflected in partner-facing views, maintaining real-time consistency. 

This eliminates manual data entry, reduces errors, and ensures that every internal or external interaction is captured and tracked centrally. 

RevOps teams gain full visibility and control, while partners enjoy a seamless, user-friendly experience without needing direct CRM access.

Why Introw Is the Ideal Salesforce PRM Integration

Introw is purpose-built to enhance Salesforce with seamless, secure, and scalable partner relationship management — without disrupting your existing CRM workflows.

If Salesforce is already your CRM, choosing Introw for your PRM needs is a no-brainer. 

Here are seven reasons why: partner relationship management on Salesforce

1. Fully certified Salesforce integration: Introw meets the highest standards for security, functionality, and compatibility, providing a seamless connection with your Salesforce CRM.
2. Works alongside your current setup — no replacement, just superpowers: Introw enhances your existing Salesforce environment by introducing sophisticated PRM capabilities without requiring a complete system overhaul or replacement.
3. No-code setup in minutes: Users can quickly implement and customize the intuitive platform in minutes, eliminating the need for technical expertise or lengthy development processes.
4. All data stays in Salesforce (deals, contacts, properties, custom objects): Introw ensures that all partner-related data remains within your Salesforce environment, preserving data integrity and centralizing all information.
5. Partners never need a Salesforce login: Introw encourages partner enablement by allowing partners to collaborate and access necessary data without requiring them to log into Salesforce, simplifying the user experience and increasing partner engagement.
6. ISO27001 and GDPR-ready: Introw complies with ISO27001 and GDPR regulations, ensuring that all partner data is securely managed and your organization meets global data privacy standards.
7. Real-time partner collaboration on every Salesforce object: Introw facilitates real-time collaboration on every Salesforce object, including Opportunities, Contacts, and custom objects, keeping all interactions up-to-date and integrated for better decision-making.

🚀 Ready to launch your Salesforce Partner Portal in minutes? → Book a Demo

Conclusion

Salesforce is already your customer engine — now it can be your partner engine too.

Don't overbuild with Experience Cloud when Introw gives you instant value: faster launches, better adoption, and cleaner CRM data.

📈 Want to scale partner revenue inside Salesforce? Get a personalized Introw demo

FAQs

1. Can I Manage Partner Relationships In Salesforce?

Absolutely! Salesforce is a popular tool for managing partner relationships — and there are a few options. 

You can opt for Salesforce's Experience Cloud, which has extensive partner relationship management capabilities. 

This allows businesses to manage the entire partner lifecycle — from onboarding to collaboration — using tools like lead distribution, deal registration, and customizable partner portals.

However, Experience Cloud is expensive, dev-heavy, and slow to implement. 

And for smaller organizations or partner programs it can be far more than they need. 

This is where Introw comes in. 

With Introw — a sophisticated but efficient and agile PRM system — you can scale smarter with less friction. 

Integrate Introw with Salesforce, and you can seamlessly operate partner management from inside Salesforce, connecting easily with your channel sales partners, tech partners and resellers.

This no-code PRM platform allows for rapid deployment and off-portal collaboration, enhancing partner engagement without requiring extensive setup.

2. What Is Salesforce PRM And How Is It Different From Introw?

The PRM in Salesforce is a powerful solution built on Experience Cloud, offering deep customization and native integration within the Salesforce ecosystem. However, it often requires months of implementation, heavy resourcing, and ongoing dev support — with some deployments taking up to 12 months to go live.

Introw, by contrast, is a no-code PRM platform that integrates instantly with Salesforce. It’s designed for rapid deployment — live in minutes, not months — and enables off-portal collaboration via tools like Slack and email. No dev lift. No learning curve. Just clean CRM sync and partner visibility from day one.

3. Do Partners Need Access To Salesforce?

When it comes to partner relationship management from Salesforce, partners typically access a dedicated portal within the Salesforce Experience Cloud. 

Introw PRM eliminates the need for partners to log into Salesforce directly by enabling off-portal collaboration through shared channels and automated updates — while still offering a fully customizable, partner-facing portal experience.

This helps any partner connect with your business more quickly and easily, boosting engagement.

4. What's The Cost Difference Between Experience Cloud and Introw?

For a partner relationship management PRM - Salesforce partner relationship management pricing starts at $10 per login per month or $25 per member per month for more storage, more customized objects, and more API calls per day. 

Meanwhile, Introw is free to use with one partner. 

This rises to $329 per month for ten third party partners on the basic plan (best for start-ups and SMEs) or $499 for ten partners on the pro plan (best for companies where partnerships are a key revenue driver). 

5. How does Introw integrate with Salesforce custom objects and properties?

Partner relationship management software Introw provides native, two-way integration with Salesforce, allowing users to link custom objects and properties such as Opportunities, Leads, and Cases. 

This setup enables automatic syncing of partner activities and revenue attribution, ensuring that Salesforce remains the single source of truth. ​

When working with B2B partners, it's important to have a clear way of tracking who’s involved in your opportunities and how they contribute to revenue. In Salesforce, there’s no one-size-fits-all method — and that’s the beauty of it. Depending on your organization’s needs, technical maturity, and the complexity of your partner ecosystem, you can choose from several flexible approaches.

Below, we break down 4 common ways to manage partners in Salesforce and attribute revenue to them effectively.

1. Lookup field to an Account object (Recommended)

Best for: One-to-one attribution with better data control

A step up from a picklist is using a lookup relationship field that connects an Opportunity to an Account object. This allows you to reference a full account record (your partner) and pull in relevant details automatically.

‍What are the pros?

✅  Clean reference to partner data being stored in your accounts

✅  Can support reporting and automation more effectively

✅  Easy to update if the Account record changes

‍What are the cons?

❌  Limited to one partner account per opportunity

2. Picklist field on an Opportunity

Best for: Simpler programs with one partner per Opportunity

The most straightforward method is to add a picklist field to the Opportunity object — for example, a field called Partner Name or Partner Source. You pre-define a list of your partners and let your sales team select the right one during opportunity creation.

‍What are the pros?

✅ Easy to implement

✅ No complex relationships needed

✅ Good for easy single-partner attribution

‍What are the cons?

❌ Not ideal for scaling or multi-touch attribution

3. Relation table

Best for: Multi-partner attribution or shared deals

If you need to support multiple partners per opportunity, you’ll want to use a relation table that sits between Opportunities and Partner Accounts. This creates a many-to-many relationship, enabling flexible collaboration and advanced revenue sharing logic.

‍What are the pros?

✅  Ideal for ecosystems with resellers, distributors, and co-marketing partners

✅  Enables advanced logic for revenue splits or co-selling

✅  Ideal for ecosystems with resellers, distributors, and co-marketing partners

‍What are the cons?

❌ Requires a more technical setup and configuration

❌  More complex for reporting unless standardized

4. Custom Object for Partners

Best for: Large-scale partner programs with tiering, statuses, and multiple partner touchpoints

For organizations that want to treat their partners as a core part of the Salesforce data model, creating a dedicated Partner object is the most robust option. You can relate this object to Opportunities, Contacts, Accounts, and more — and track custom partner attributes like tier, region, industry focus, etc.

‍What are the pros?

✅  Fully flexible and scalable

✅  Allows for richer partner data and automation

✅  Better suited for partner performance analytics and program insights

‍What are the cons?

❌  Requires upfront planning and schema design

❌  Needs buy-in from operations and potentially dev teams

Conclusion

Choosing the right method to manage and attribute your B2B partners in Salesforce depends on the complexity of your partnerships and the level of reporting or automation you need. While simple picklists work for early-stage programs, relation tables or custom objects are better suited for mature ecosystems.

At Introw, we help customers integrate their partner workflows directly into Salesforce — making it easy to attribute, collaborate, and scale with partners, no matter which method you use.

👉 Curious how this would work in your setup? Request a demo now.

‍

What is Introw?

Working with resellers, referral partners, distributors,...? Keep on reading! Introw is a partner relationship management (PRM) platform allowing you to collaborate with your B2B partners in shared spaces integrated with HubSpot.

One space to be aligned on pipeline, enable partners with content and track engagement.

Partnership data lives in the CRM, so we’re leveraging that to the fullest with our native and 1-click HubSpot and Salesforce integration.

With that, we’re not only elevating your B2B partnership experience, we’re elevating the experience of your entire partnership team.

Request a demo now.

Partnerships can be a lucrative revenue stream — when your business has the right tools for the job. 

Indeed, many SaaS companies miss out on potential partner-driven revenue because they lack precise partnership tracking. 

It's no secret that, in 2025, the traditional spreadsheet tracking is dead.

Manual updates, delayed insights, and fragmented data no longer cut it. 

Instead, today's partner programs demand real-time visibility from overlap to close, ensuring every deal is tracked, attributed, and optimized for growth.

Modern solutions replace outdated spreadsheets with automated, CRM-integrated partnership tracking software, ensuring that partner-sourced revenue is captured seamlessly.

A precision-driven, real-time partnership tracker gives SaaS companies the edge by aligning sales teams, automating reporting, and enabling data-driven decisions. 

With clear visibility into partner-influenced deals, businesses can maximize partner ROI, improve collaboration, and scale revenue faster. 

In today's competitive landscape, partnership tracking isn't optional — it's essential for unlocking sustainable, repeatable growth.

What to Look for in a Partnership Tracking Platform

So, you know you need a modern partnership tracking platform.

But which features should you be looking out for? 

Here are seven features that every strong partnership tracking platform should have in 2025: 

1. A CRM-native integration: Salesforce or HubSpot
2. Lead/deal registration and auto-attribution
3. Partner engagement metrics — for example: Slack or email syncs, partner activities log
4. Forecasting partner-sourced and partner-influenced pipeline
5. Ecosystem data integrations (Crossbeam)
6. Real-time alerts and co-sell enablement
7. Custom workflows by partner type (referral, reseller, tech, MSP)

10 Best Partnership Trackers to Use in 2025

Ready to revolutionize your partnerships by investing in a new partnerships tracker? 

Here are ten top tools to consider. 

#1 Introw (with Crossbeam Integration)

Introw is the most powerful PRM for modern SaaS companies — and its native integration with Crossbeam supercharges the entire partner revenue workflow.

Here's Why It's #1:

• Starts where your team lives: Salesforce or HubSpot
• Tracks every partner deal, lead, and engagement touch in real time
• Uses Crossbeam's account mapping data to identify overlapping customers and prospects across your ecosystem
• Tracks every engagement your partners have with content/sales presentations
• Tracks commissions in real-time
• All activity is tracked and visible to Partner Managers, RevOps, and CROs

Quick Feature Rundown:

• CRM-native lead & deal registration
• Real-time alerts via Slack and email
• Deal attribution and forecasting built into your pipeline
• Partner segmentation, enablement, and engagement tracking
• Modular workflows (referral, reseller, MSP, tech)
• Set-up in minutes — not months

Find out more:

🔗 Introw + Crossbeam Integration Overview

🔗 HubSpot Integration

🔗 Salesforce Integration

🔗 See how Introw works

#2 PartnerStack

Referral and affiliate program software PartnerStack comes with some handy partner performance tracking features designed to help businesses recruit, track, and optimize partnerships effectively.

Quick Feature Rundown:

• Lead Monitoring
• CRM Integration
• Automated Attribution
• Performance Reporting
• Commission Automation
• UTM Tracking Support
• Fraud Protection

Pros: Commission automation, partner marketplace

Cons: Not ideal for co-sell motions or deep CRM integration

#3 Impartner

​Impartner is a leading Partner Relationship Management platform designed to optimize and automate the entire partner lifecycle, enhancing collaboration and driving revenue growth. ​

Quick Feature Rundown:

• Partner dashboards 
• Individual Partner Portals​
• Portal workflows
• Role-based permissions
• Opportunity management​
• Action tracking​
• Lead management
• Partner performance reporting​
• Partner engagement tools​
• CRM integration

Pros: Comprehensive tracking, robust backend

Cons: Heavier set-up, limited CRM-native tracking

#4 Allbound

​Impartner is a leading Partner Relationship Management platform designed to optimize and automate the entire partner lifecycle, enhancing collaboration and driving revenue growth. ​

Quick Feature Rundown:

• Lead Management
• Opportunity Management
• Action Tracking
• Partner Performance Reporting
• CRM Integration
• Program Compliance Manager
• Business Planning Tools
• Journey Builder
• Analytics Studio

Pros: Great partner management, easy to use, good customer support

Cons: Limited customization 

#5 ZINFI

​ZINFI is a comprehensive Partner Relationship Management platform that streamlines partner engagement and performance tracking.

This platform puts a heavy focus on automation, empowering you to save time and money when managing your partnerships. 

Quick Feature Rundown:

• Lead management​
• Opportunity management
• Performance analytics​
• Incentive management​
• Partner portal​
• Partner onboarding
• Partner training​
• Deal registration
• Automated partner onboarding, training, marketing, selling, and performance tracking

Pros: Easy to use, strong partner management, good customer support

Cons: Some features are limited

#6 Kiflo 

Partner Relationship Management platform Kiflo is designed to streamline partner engagement, growth, and success. 

It offers customizable and automated tools that show users a visual representation of their partnerships.

Furthermore, Kiflo caters specifically to small to medium-sized businesses, providing a personalized approach to partner management.

Quick Feature Rundown:

• Lead and Deal Registration​
• Real-Time Deal Tracking
• Dynamic Performance Dashboards
• Automated Partner Onboarding​
• Customizable Certifications​
• Content Management and Sharing​
• Automated Reward and Incentive Management​
• Comprehensive Analytics​
• CRM Integration

Pros: Good customer support, strong partner management features 

Cons: Integrations have limitations 

#7 WorkSpan 

WorkSpan is a Partner Relationship Management platform designed to enhance collaboration and drive revenue growth through strategic partnerships. 

It provides a comprehensive ecosystem for co-selling, co-innovating, co-marketing, and co-investing, enabling organizations to optimize their partnership strategies effectively.

Quick Feature Rundown:

• Co-sell opportunity management​
• Performance measurement​
• Best-practice partnership planning templates
• Comprehensive reporting and analytics​
• Real-time data sharing and collaboration​
• AI-driven insights and recommendations​
• Secure ecosystem access control​
• Automated referral creation and sharing​
• Customizable dashboards and metrics​
• Integration with existing CRM systems​

Pros: Strong partner management and collaboration tools 

Cons: Steep learning curve

#8 LeadsBridge 

​LeadsBridge is a comprehensive integration platform designed to streamline lead generation and management processes by connecting various marketing and CRM tools. 

Its unique value proposition lies in offering over 380 integrations. 

These integrations include custom solutions tailored to specific business needs, ensuring seamless data synchronization and enhanced marketing efficiency.

Quick Feature Rundown:

• Lead sync
• Audience targeting
• Online-to-offline tracking​
• Custom integration​
• Real-time data syncing​
• Lookalike audiences​
• Platform-to-platform integration​
• Lead nurturing​
• eCommerce synchronization​

Pros: Helpful customer support, thorough automation, seamless integrations

Cons: Initial set-up can be complex

#9 ZiftONE

Zift Solutions is a comprehensive Partner Relationship Management platform that streamlines channel management, enhances partner engagement, and drives revenue growth. 

This software integrates marketing, sales, and learning processes into a single platform, offering personalized experiences for businesses and their partners.

Quick Feature Rundown:

• Partner explorer​
• Tier Programs​
• User achievements​
• Partner groups​
• Customizable partner portals​
• Real-time analytics and reporting​
• Seamless CRM integration​
• Automated lead distribution​
• Partner onboarding tools

Pros: Easy to use and good customer support

Cons: Limited customization 

#10 Channeltivity

Channeltivity is a Partner Relationship Management platform designed to streamline channel management, enhance partner engagement, and drive revenue growth.

The software offers a comprehensive suite of tools — including deal registration, lead distribution, and partnership performance tracking — tailored to optimize channel operations for technology companies.

Meanwhile, its analytics and reporting suite, empowers leaders to make data-driven decisions and improve resource allocation.

Quick Feature Rundown:

• Deal registration​
• Lead distribution​
• Referrals and commissions
• Distributor management​
• Partner dashboards​
• Analytics and reporting​
• Notifications and reminders​
• Partner portal​
• Training and certification​
• Business planning​

Pros: Streamlined partner engagement and deal tracking and responsive support to ensure customer satisfaction

Cons: Customization limitations

Why Introw + Crossbeam is the Best Partnership Tracking Stack in 2025

If you're ready to integrate account mapping into your PRM, consider Introw with Crossbeam.

So, how do the two platforms work together?

Introw leverages Crossbeam's overlap data to identify opportunities and instantly share them with your partners. 

Essentially, Crossbeam finds the opportunity, and Introw then turns it into revenue. 

This process is super simple too — one-click integration connects the partner overlap data to the actual pipeline. 

What's more, Introw (with Crossbeam) syncs seamlessly into Salesforce or HubSpot, empowering you to manage your partner tracking process from inside your CRM. 

The Introw-Crossbeam integration also enables co-sell motions with visibility, engagement, and forecasting. 

And Introw is built for scale! 

There are no portals, no spreadsheets, and no data silos here. 

Conclusion

Today's partner programs live and die by what they can track.

Introw + Crossbeam is the only solution that handles account mapping, lead registration, engagement tracking, and forecasting — all in one flow

So, say goodbye to portal logins and spreadsheet chaos. 

✅ Ready to track every opportunity and turn partnerships into pipeline? Book your personalized Introw demo

FAQs

1. What Is a Partnership Tracker?

A partnership tracker is a tool or software that enables companies to monitor and manage business collaborations, affiliate programs, or influencer partnerships. 

They typically help to track:

• Performance key metrics
• Communication
• Payments
• Contractual agreements

Businesses use these trackers to optimize relationships, measure success, and streamline operations — improving their partnerships and boosting the bottom line.

‍

2. How Does Introw Track Partner-Sourced Pipeline?

​Introw tracks partner-sourced pipelines by integrating with your CRM, automatically detecting partners, and providing a shared sales pipeline. 

This set-up allows partners to access and manage their deals directly, helping you manage relationships and ensuring real-time alignment and transparency. 

Additionally, Introw automates updates based on CRM data, keeping all stakeholders informed.

‍

3. What Does The Crossbeam Integration Do Inside Introw?

​Introw integrates with Crossbeam as a data source, allowing users to connect and leverage Crossbeam's partner ecosystem data within Introw's platform. 

Integrate the tools to enable automatic detection of partners and tracking of partnership revenue. 

This helps to ensure the CRM remains the single source of truth. 

By combining Crossbeam's data with Introw's features, users can manage partners, collaborate on deals, and automate updates effectively.

‍

4. Can I Track Partner Engagement And Attribution In My CRM?

With the right tools, yes! 

With Introw, you can track partner engagement and attribution directly in your CRM. 

Introw integrates with your CRM to automatically detect the right partners, log interactions, and track revenue attribution from partner-sourced deals. 

This ensures that your CRM remains the single source of truth, giving you complete visibility into partner-driven impact.

‍

5. What Makes Introw Better Than Traditional PRMs?

Introw stands out from traditional Partner Relationship Management (PRM) tools by focusing on CRM integration and automation. 

Unlike PRMs that require manual partner input, Introw automatically detects partners, tracks deal progression and attributes revenue directly within your customer relationship management system. 

This eliminates friction, ensures real-time visibility, and makes managing your partnership program seamless and efficient.

A strong CRM system should be the backbone of your partner programs. 

Embrace your CRM when it comes to partner management, and you can expect centralized relationships, seamless collaboration, full alignment with business operations, fewer channel conflicts, and improved revenue projections. 

What's more, by embedding partner management within a CRM, businesses gain a unified source of truth, improving efficiency, accountability, and long-term success in partner ecosystems.

Traditional, siloed partner tools simply can't keep up with the power of modern CRMs. 

It makes sense, then, that businesses are increasingly shifting to CRM-first workflows, integrating partner management into broader customer and revenue strategies. 

This transition eliminates inefficiencies caused by disconnected systems, enabling real-time visibility into partner performance.

When moving to a CRM-first workflow, businesses must understand the importance of native integrations, deal tracking, and forecasting. 

Look for CRM tools that offer native integrations with marketing automation, sales pipelines, and support tools to ensure that partner activities are fully aligned with business operations. 

Meanwhile, deal tracking within a CRM allows businesses to monitor partner-driven opportunities, assign leads effectively, and prevent channel conflicts. 

And forecasting capabilities provide data-driven insights into revenue projections, helping companies optimize their partner strategies.

To sum up, a CRM-first approach fosters stronger, data-backed partnerships that drive sustainable growth.

⬇️In this guide, we'll cover everything you need to know to make the best CRM decision for your business and your partners. 

What to Look for in a CRM for Partner Management

When considering which CRM to go for, you'll undoubtedly already have several 'must have' features in mind. 

But here are the most important features to look out for when it comes to partner management: 

• Partner lead/deal registration
• Custom fields and workflows for channel/reseller/referral types
• Engagement tracking and collaboration tools
• Reporting and forecasting across partner-attributed pipeline
• Integration with PRM tools like Introw
• Scalability and API access for custom automation

15 Best CRM Platforms for Partner Management in 2025

So, we know that a CRM-first approach has a wide variety of benefits for partner management. 

But choosing the right CRM can be daunting; after all, it's a pretty big decision. 

And not every CRM is fit for partner management. 

To help you out, we've compiled a list of the best 15 CRM for partner management, along with their pros and cons. 

#1 HubSpot

A giant of the CRM world, HubSpot's CRM is super popular among growing SaaS teams. 

​This comprehensive, AI-powered platform is designed to unify customer data, streamline business operations, and enhance customer experiences. 

It offers a suite of tools across marketing, sales, customer service, content management, and operations, all integrated into a single system to facilitate seamless collaboration and efficiency. ​

And when it comes to partner management, Hubspot's CRM boasts several key features, including:

For partner management, HubSpot CRM provides several key features:​

✅ CRM partner relationship management (PRM) integrations: Access PRM software Introw through HubSpot's App Marketplace for partner engagement tracking, lead registration, and Slack-based collaboration.

✅ Association labels: Define and manage relationships with partners by labelling companies as "Partner" or "Distributor," clarifying roles and facilitating targeted communication. ​

✅ Partner services: Utilize Partner Services to track and manage services provided by partners, ensuring organized and efficient collaboration. ​

✅ Automation: Save time by automating workflows and repetitive processes 

These features enable businesses to effectively manage and nurture their partner relationships within HubSpot CRM.

🔗 Find out more about how Introw and Hubspot work together

#2 Salesforce

Salesforce remains the gold standard for enterprise partner programs. 

This comprehensive, cloud-based platform streamlines customer relationship management and partner relationship management by integrating sales, marketing, customer service, and more into a unified system. 

It empowers businesses to enhance customer interactions, improve satisfaction, and drive growth through data-driven insights and automation.

For partner management in CRM, Salesforce CRM offers several key features:​

✅ Partner relationship management software integration: Seamlessly integrates with Introw to place PRM functionalities firmly within the CRM, enabling tracking of partner pipeline, engagement, and performance — all natively.

✅ Powerful reporting and forecasting: Delivers key data insights to enable data-driven decisions, as well as accurate forecasting.

✅ Personalized partner engagement: Provides personalized templates and data-driven enablement tools to engage partners effectively, enhancing communication and collaboration. ​

✅ Automated processes: Automates marketing fund requests, discounting, and service case management, reducing manual tasks and increasing efficiency in partner interactions. ​

✅ Real-time updates with partner connect: Facilitates secure deal tracking and real-time, automated updates on co-selling deals across different CRMs, ensuring transparency and reducing data duplication.

✅ Scalability: Built on the Salesforce platform, it scales easily to accommodate growing partner ecosystems, adapting to evolving business needs. ​

🔗 Learn more here:  Introw + Salesforce Integration

#3 Zoho CRM

Zoho offers a flexible, cloud-based CRM that helps businesses manage sales, marketing, and customer relationships efficiently. 

It's also a good option for those looking for a CRM that will support partner relationship management for sustainable business growth. 

✅ Territory management: Organize and manage partner territories effectively, aligning sales strategies with specific regions or market segments.

✅ Workflow automation: Automate routine tasks and processes, enabling partners to focus on strategic activities and improving overall efficiency.

✅ Advanced analytics: Gain insights into partner performance through detailed reports and dashboards, facilitating data-driven decision-making. ​

✅ Customizable modules: Tailor CRM modules to fit specific partner management needs, ensuring a personalized and relevant experience. ​

✅ Multi-channel communication: Engage with partners across various channels, including email, phone, and social media, ensuring seamless communication.

Pros: Affordable, customizable, partner portal add-on

Cons: Weaker reporting, fewer native integrations

Best For: SMEs or mid-market teams just starting their partner motion.

#4 Microsoft Dynamics 365

Microsoft Dynamics 365 is an AI-powered suite of business applications that combines CRM and ERP capabilities to enhance customer experiences and business operations. 

It integrates sales, marketing, service, and financial data to help organizations innovate, automate processes, and drive growth.

It encompasses several key features for partner management:

✅ Manage partner relationships with shared data insights

✅ Automate lead and opportunity tracking

✅ Integrate partner sales data for streamlined collaboration

✅ Enable partner performance monitoring through analytics

✅ Use AI to provide personalized partner support

Pros: Deep integrations, enterprise-friendly

Cons: Steep learning curve, dev-heavy

Best For: Enterprises already deep in Microsoft's stack or those with in-house CRM admins

#5 Pipedrive

Pipedrive offers a clean, simple CRM that's easy to use. 

It automates repetitive tasks, tracks communications, and provides actionable insights to help sales teams optimize performance.

Admittedly, this one isn't purpose-built for partners, but it can support small partner programs with the right tagging and workflows.

When it comes to partner management, Pipedrive allows you to:

✅ Organize and track partner interactions in one space

✅ Automate partner follow-ups and communications

✅ Visualize partner pipeline for better decision-making

✅ Use AI for personalized partner management insights

✅ Centralize partner data for easy collaboration and reporting

Pros: Visual pipeline, easy setup

Cons: Limited partner automation, no partner-specific fields

Best For: Early-stage teams experimenting with partnerships

#6 Close.com

Close CRM is a platform designed to streamline sales processes for small businesses, focusing on automation, communication, and deal management. 

It offers an intuitive, fast interface for managing leads and communications — and can also prove useful for partner relationship management. 

Here's how:

✅ Track partner interactions and pipeline progress

✅ Automate partner outreach and follow-ups

✅ Centralize partner data and activity

✅ Monitor partner performance with analytics

✅ Seamlessly integrate with other tools for collaboration

Pros: Simple, easy-to-use

Cons: Limited customization

Best For: Small businesses with big growth ambitions 

#7 Freshsales

Freshsales by Freshworks is an AI-powered sales CRM that enhances revenue growth with automation, lead scoring, and predictive analytics. 

It streamlines workflows and provides insights to improve sales efficiency.

Here's how it can boost partner management:

✅ Track and manage partner relationships efficiently

✅ Automate follow-ups and communication with partners

✅ Centralized data for seamless collaboration

✅ AI-powered insights to optimize partner engagement

✅ Customizable pipelines to monitor partner deals

Pros: Easy to use and excellent customer support

Cons: Limited features and a steep learning curve

Best For: Start-ups and SMEs that need a friendly, affordable CRM solution. 

#8 Copper

A relationship-focused CRM designed for Google Workspace users, Copper is all about streamlining contact management, deal tracking, and workflow automation. 

It also minimizes data entry and integrates seamlessly with Gmail.

Key features for partner management:

✅ Centralized partner contact and activity tracking

✅ Automated workflows for partner communications

✅ Custom pipelines to monitor partner deals

✅ Seamless integration with Google Workspace

✅ Real-time reporting and analytics for partner performance

Pros: Easy integration with Google properties, user-friendly 

Cons: Limited scalability

Best For: Businesses that depend on Google Workspace 

#9 Insightly

Insightly is a scalable CRM designed for businesses to manage customer relationships, sales, and marketing in one platform.

It offers automation, project tracking, and analytics to drive growth and efficiency.

Looking for a CRM to boost partner management?

Here's how Insightly can support PRM:

✅ Centralized partner relationship tracking

✅ Automated workflows for partner interactions

✅ Customizable pipelines for deal management

✅ Advanced analytics for partner performance monitoring

✅ Integration with third-party apps for collaboration 

Pros: Great customer support and deep customization  

Cons: Steep learning curve

Best For: SMEs and start-ups looking for a customizable and scalable CRM. 

#10 SugarCRM

A flexible, AI-driven CRM platform, SugarCRM is designed for B2B sales, marketing, and customer service. 

It automates data collection, provides predictive insights, and streamlines workflows for enhanced efficiency.

Key features for partner management include:

✅ Centralized partner relationship tracking

✅ AI-powered insights for partner engagement

✅ Automated workflows for seamless collaboration

✅ Custom dashboards for partner performance monitoring

✅ Integration with third-party tools for extended functionality

Pros: Lots of features, good customer support

Cons: Long implementation, steep learning curve

Best For: Large businesses and enterprises looking to commit to a CRM long-term

#11 Nutshell CRM

Nutshell is a user-friendly CRM that combines sales, marketing, and pipeline management into one intuitive platform. 

It simplifies lead tracking, automates workflows, and integrates with essential tools to enhance team collaboration and efficiency.

Here are Nutshell's most useful partner management features:

✅ Centralized partner contact and deal tracking

✅ Automated follow-ups and task reminders

✅ Customizable pipelines for partner relationship management

✅ Integration with marketing automation tools for outreach

✅ Real-time reporting and analytics for partner performance

Pros: Simple, easy to use, great customer support

Cons: Steep learning curve, limited integrations 

Best For: Smaller businesses looking for a simple, affordable CRM 

#12 Creatio

Creatio is an AI-powered, no-code CRM platform.

It automates workflows and customer relationship management for sales, marketing, and service teams, empowering businesses to streamline operations, optimize engagement, and enhance productivity.

It's pretty helpful when it comes to partner management, too. 

Here's how:

✅ Centralized partner relationship tracking

✅ AI-driven insights for partner engagement

✅ No-code automation for partner collaboration

✅ Custom dashboards for performance monitoring

✅ Seamless integrations for extended functionality

Pros: Great automation, customization, and usability 

Cons: Steep learning curve

Best For: Large businesses with multiple departments that require smooth company-wide adoption

#13 NetSuite CRM

NetSuite is a cloud-based business management suite that includes CRM, ERP, and financial tools to streamline operations, automate workflows, and improve decision-making. 

It provides robust partner management capabilities, such as:

✅ Partner relationship management with centralized data

✅ Automated workflows for seamless collaboration

✅ Real-time analytics for partner performance tracking

✅ Custom dashboards to monitor deal progress

✅ Integration with third-party applications

Pros: Great functionality and ease of use. 

Cons: Steep learning curve, expensive, complex implementation

Best For: Enterprises that need to streamline their processes. 

#14 Monday CRM

Monday CRM is a flexible, no-code customer relationship management platform that helps businesses manage sales, projects, and workflows.

It centralizes data, automates tasks, and enhances collaboration to improve efficiency.

Monday's key features for partner management include:

✅ Centralized partner tracking and collaboration

✅ Automated workflows for partner onboarding and engagement

✅ Customizable pipelines to manage partner deals

✅ Integration with third-party tools for seamless operations

✅ Real-time analytics for partner performance insights

Pros: Great range of features, scalable, easy to customize

Cons: Steep learning curve

Best For: SMEs and service businesses 

#15 Zendesk Sell

A modern sales CRM, Zendesk Sell enhances productivity, provides full pipeline visibility, and integrates automation to streamline deal management. 

It helps sales teams manage leads, track interactions, and optimize workflows.

However, its features can also be used for PRM, including:

✅ Centralized partner tracking and collaboration

✅ Automated workflows for partner engagement

✅ Customizable sales pipelines for partner deals

✅ Real-time analytics for partner performance insights

✅ Seamless integrations with external tools

Pros: Simple user interface, intuitive to use, good automation features

Cons: Complex setup

Best For: Businesses of any size that want to streamline their processes

How to Choose the Right CRM for Partner Management

Ready to decide on your new CRM?

Here are some handy guidelines.

Make sure your new CRM has:

• Native or customizable deal reg
• CRM alignment with partner program complexity
• Integration with a PRM like Introw
• Automation and reporting

And watch out for these common pitfalls:

• No partner-specific fields or segmentation
• Manual tracking outside the CRM
• No integration between CRM and partner activities

Three final tips for choosing a CRM for partner channel management:

1. Align with RevOps early
2. Evaluate scalability and workflow compatibility
3. Test integrations with tools like Introw

How Introw Supercharges CRM for Partner Management

Of course, when it comes to partner relationship management, a CRM alone won't do. 

Sure, investing in the right CRM can significantly boost your partner relationships, but if you aim to establish a profitable ecosystem, PRM software is crucial. 

And your PRM must integrate seamlessly with your CRM. 

This is where state-of-the-art PRM Introw comes in. 

Here's why Introw stands out among other PRMs:

• CRM-first: your team works entirely within Salesforce or HubSpot — no extra logins, no tool-switching. Partners still collaborate via a dedicated portal, fully synced with your CRM.
• Deal and lead registration are mapped directly to the CRM
• Partner engagement tracking is synced with both the CRM and Slack
• Forecasting and visibility operates across all partner-attributed revenue
• No-code workflows for referrals, resellers, and MSPs

But don't just take our word for it — book your personalized demo today and see Introw in action.

Conclusion

The message is clear — choosing the right CRM is foundational to scaling partner revenue. 

The best CRMs support visibility, collaboration, and clean partner data.

They also integrate seamlessly with your PRM, empowering you to effectively manage your partners without leaving your CRM. 

To recap, here are the 15 best CRMs for partner management in 2025:

1. HubSpot
2. Salesforce
3. Zoho CRM
4. Microsoft Dynamics 365
5. Pipedrive
6. Close.com
7. Freshsales
8. Copper
9. Insightly
10. SugarCRM
11. Nutshell CRM
12. Creatio
13. NetSuite CRM 
14. Monday CRM
15. Zendesk Sell

Want to manage your entire partner program from your CRM? Try Introw — the CRM-first PRM.

FAQs

‍

What is The Best CRM For Partner Management In 2025?

HubSpot and Salesforce are top choices if you're looking for a partner relationship management CRM.

When it comes to PRM, HubSpot's features include association labels, partner services, automation, and — most importantly — partner relationship management system integrations, including Introw.

Meanwhile, Salesforce — a titan of the CRM world — offers robust reporting and forecasting, personalized partner engagement, real-time updates with partner connect, scalability, and automation. 

Its PRM integrations are also world-class, with a seamless Introw integration that places PRM functionalities firmly within the CRM.

‍

Can I Manage Partnerships Inside HubSpot or Salesforce?

With the right Partner Relationship Management in CRM software, absolutely!

Integrate Introw with Salesforce or Hubspot, and you'll find the PRM operates from inside these tools with no external logins or portals. 

This empowers you to manage all your partnerships from inside these CRMs, saving time and improving efficiency. 

‍

How Does Introw Integrate With My CRM For Partner Workflows?

When you integrate Introw with Salesforce or Hubspot, the cutting-edge PRM simply sits inside these tools. 

This means there are no external logins or portals to complicate matters, and your CRM remains your single source of truth. 

It also allows for real-time data synchronization and eliminates manual list uploads, boosting efficiency. 

Introw can also auto-detect channel partners and start tracking partnership revenue instantly. 

‍

Why Use a CRM Instead of a Standalone Partner Portal?

A CRM offers broader functionality than a standalone partner portal by integrating partner tracking with sales, marketing, and customer data, creating a centralized system for collaboration. 

Furthermore, it enhances automation, reporting, and analytics, improves cross-team visibility, and ensures seamless integration with other business tools — leading to better decision-making and efficiency.

‍‍

What Are Must-Have CRM Features For Partner Tracking?

If partner tracking is a priority (and in 2025, it should be), you need a CRM that's up to the job, from partner recruitment and partner training to partner marketing management.

A CRM for partner tracking should encompass: 

• Partner profile management
• Deal Registration
• Commission tracking
• Performance Analytics
• Communication tools
• Automated workflows
• Integration with other systems (especially your PRM software)
• Role-based access
• Customizable reporting 

These features are essential for effective collaboration, ensuring transparency, and maximizing partner engagement and revenue growth.

In 2025, partner ecosystems have become major revenue drivers, with SaaS businesses increasingly relying on alliances to expand market reach, drive co-selling, and enhance customer value. 

Indeed, as companies shift from direct sales to collaborative go-to-market strategies, these partnerships provide access to new customers, industries, and geographies. 

And as partner ecosystems rose to prominence, SaaS partner teams realized they desperately needed partner relationship management (PRM) tech that could keep up. 

After all, traditional PRM methods like spreadsheets and static portals lack the scalability, real-time insights, and automation that modern partner collaboration demands.

A modern PRM tool, on the other hand, streamlines partner management with deep visibility, effective collaboration, and accurate forecasting. 

Users enjoy enhanced efficiency, accelerated deal cycles, and stronger partner engagement. 

Ultimately, as companies prioritize ecosystem-led growth, adopting modern PRM solutions has become essential for managing partnerships effectively and staying competitive and connected in evolving markets.

In this guide, we aim to help SaaS partner teams discover the top PRM platforms for scaling revenue through better pipeline visibility, lead flow, and co-selling. 

Read on to discover your new favourite platform. 

What to Look for in Partner Relationship Management Software

Ready to upgrade your PRM system, but not sure where to start?

It's a big decision — and one you really want to get right. 

After all, choosing the right PRM software for your business can be the difference between a flourishing partner ecosystem and a flop. 

With this in mind, here's a handy checklist of what to look for in your PRM software in 2025:

• Native customer relationship management (CRM) integration (Salesforce, HubSpot)
• Deal and lead registration workflows
• Real-time partner engagement tracking
• White-labeled portals and partner segmentation
• Off-portal collaboration (email, Slack)
• Forecasting and reporting capabilities
• No-code customization and scalability

20 Best Partner Relationship Management Software Platforms in 2025

Ready to choose a shiny new partner relationship management platform?

Read on for 20 of the best tools on the market. 

#1 Introw

Meet Introw — a next-generation PRM with CRM integration at its core. 

Purpose-built for SaaS companies that use Salesforce or HubSpot, it offers off-portal collaboration and takes just minutes to implement (no code). 

This platform is perfect for SaaS businesses that have two or more partner/channel managers. 

It streamlines partner deal flow, automates engagement tracking, and powers co-selling — all without leaving the CRM.

Check out Introw's key features: 

✅ CRM-first: All data stays in Salesforce/HubSpot

✅ Real-time pipeline visibility & forecasting

✅ Partner tracking software (emails, content, updates)

✅ Off-portal collaboration via Slack and email (no logins needed)

✅ Easy deal & lead registration via forms or email

✅ Scales from 20 to 300+ partners with custom workflows

✅ No-code setup, modular architecture

Introw can help you take your partnership ecosystem to the next level. But don't just take our word for it, book a demo today to see Introw in action.

#2 Allbound

​Allbound is a Partner Relationship Management platform designed to automate partner program management and foster ecosystem growth. 

It offers tools for partner engagement, co-marketing, and co-selling and provides comprehensive insights to enhance collaboration and drive revenue.

Key features include:

✅ Partner engagement tools​

✅ Content library and management​

✅ Learning tracks and certifications​

✅ Co-branding and prospect pages​

✅ Market development funds (MDF) management​

✅ Lead distribution engine​

✅ Deal registration system

✅ Playbooks for guided selling

✅ Gamification and incentives dashboard​

✅ Channel Insights and Reporting

✅ CRM Integrations with Salesforce, HubSpot, and more

Pricing: Allbound offers custom pricing, depending on your needs.

#3 PartnerStack

PartnerStack simplifies and scales partner ecosystems for B2B SaaS companies. 

It connects businesses with affiliates, referral partners, and resellers to drive growth, increase sales, and streamline management. 

With automation and robust tools, PartnerStack helps companies recruit, manage, and optimize their partnerships effectively.

Key features:

✅ Recruit partners

✅ Track partner performance

✅ Activate partners with training

✅ Automate partner commissions

✅ Optimize performance with reports

✅ Access a large B2B partner network

✅ Scale partner programs for growth

Pricing: PartnerStack creates a bespoke pricing plan for each client. 

#4 Channeltivity

A comprehensive PRM platform, Channeltivity is designed to streamline partner recruitment, enablement, and sales. 

It offers an intuitive, scalable solution for managing partnerships, enhancing productivity, and driving growth through marketing, training, and collaboration tools.

Check out the software's major features:

✅ Partner portal

✅ Lead distribution

✅ MDF management

✅ Deal registration

✅ Training and certification

✅ Email marketing

✅ Co-branded collateral

✅ Integrations with Salesforce, HubSpot, and more

✅ Analytics and reporting

✅ Distributor management

It is worth noting that many of the key features above come at an extra cost.

Pricing: Channeltivity's Standard Edition costs $1899 per month, and its CRM Edition (with CRM integration) costs $2199 a month. You can also buy add-ons, such as distributor and MDF management, for an extra monthly cost.

#5 Kiflo

Kiflo helps businesses efficiently manage their entire partner lifecycle. 

This PRM simplifies processes like partner onboarding, revenue tracking, and commission automation while providing transparency for both businesses and their partners. 

Key features include:

✅ Partner onboarding automation

✅ Partner revenue tracking

✅ Commission automation

✅ CRM integrations (Salesforce, HubSpot)

✅ Self-service partner portal software

✅ Performance analytics

✅ Lead management

✅ Customizable workflows

Pricing: Kiflo offers a 'Scale' package, priced at $362 per month, for companies just launching their partner program. Custom pricing is offered for businesses with growing partner programs that are ready to scale.

#6 Salesforce PRM

One of the biggest names when it comes to CRM, Salesforce also offers a wide range of partner relationship management tools to help businesses manage and optimize partner networks.

It enables better partner performance tracking, lead distribution, and deal registration, all within a unified CRM ecosystem to drive growth and streamline partner engagement.

Key features:

✅ Partner onboarding

✅ Deal registration

✅ Lead management

✅ Performance tracking

✅ Collaborative tools

✅ Customizable partner portals

✅ Analytics and reporting

✅ Integration with Salesforce CRM

Pricing: Salesforce offers bespoke pricing depending on your requirements.

#7 Zinfi

Zinfi offers a robust PRM solution designed to enhance channel partner performance with tools that streamline onboarding, enable efficient contract management, and improve collaboration. 

Key features: 

✅ Partner onboarding automation

✅ Lead distribution and management

✅ Deal registration

✅ Partner performance tracking

✅ Contract management

✅ Customizable partner portals

✅ Marketing and sales enablement tools

✅ Incentive and rebate management

Pricing: Zinfi's pricing is bespoke. 

#8 Channel Mechanics PRM

Automate your channel partner programs with Channel Mechanics.

This platform enables streamlined management of partner incentives, promotions, and rewards, helping to differentiate and engage partners more effectively. 

Check out the highlights:

✅ Partner journey automation

✅ Incentive program management

✅ Real-time reporting and analytics

✅ Market segmentation

✅ Partner differentiation

✅ Budget control for programs

✅ Automated partner communication

✅ Deal registration and tracking

Pricing: Custom pricing. 

#9 Impartner

Impartner is a partner relationship management platform designed to automate and streamline the partner lifecycle. 

It integrates seamlessly with existing systems to boost collaboration and accelerate revenue growth across partner ecosystems.

Take a look at the key features:

✅ Personalized partner onboarding

✅ Deal registration and pipeline management

✅ Performance tracking

✅ Marketing automation

✅ Tiering and compliance management

✅ Reporting and analytics

✅ Incentive management

✅ Partner business planning

Pricing: Businesses can request personalized pricing.

#10 Zift Solutions

Zift Solutions provides a comprehensive platform for channel management, enabling seamless partner engagement and program optimization. 

Its PRM focuses on automating and streamlining partner operations, improving efficiency, and enhancing collaboration with partners to drive greater performance and ROI.

Key features include:

✅ Partner onboarding and enablement

✅ Deal registration and lead management

✅ Incentive and reward programs

✅ Real-time analytics and reporting

✅ Customizable partner portals

✅ Automated marketing tools

✅ Performance tracking and visibility

✅ Seamless CRM and system integrations

Pricing: Zift offers custom pricing. 

#11 Mindmatrix

Mindmatrix offers a PRM platform designed to enhance partner engagement and optimize channel performance. 

It supports the entire partner lifecycle with onboarding, training, sales enablement, and tracking tools.

Key features:

✅ Partner onboarding and enablement

✅ Sales and marketing playbooks

✅ Asset and content management

✅ Performance tracking and reporting

✅ Lead management

✅ Incentive program automation

✅ Channel ecosystem visibility

✅ Mobile access for assets

Pricing: Custom pricing available on request. 

#12 StructuredWeb

StructuredWeb is an easy-to-use PRM platform that simplifies and automates channel marketing, enhancing partner engagement and streamlining lead management. 

Check out the key features below:

✅ Lead distribution and nurturing

✅ Deal registration

✅ Opportunity management

✅ Customizable partner portals

✅ Performance tracking

✅ Co-brandable collateral

✅ Automated marketing campaigns

✅ Analytics and reporting

✅ Real-time insights

Pricing: Custom. 

#13 Crossbeam

Crossbeam is an Ecosystem Revenue Platform that helps businesses collaborate with partners by securely sharing data. 

It focuses on co-selling and driving mutual growth through insights into partner ecosystems.

Top tip — this platform is perfect for those looking for free partner relationship management software!

Highlights include:

✅ Account mapping

✅ Deal collaboration

✅ Partner performance tracking

✅ Shared lists for lead management

✅ Ecosystem insights

✅ Attribution and partner impact analysis

✅ Co-selling templates and workflows

✅ Real-time alerts and notifications

Pricing: Crossbeam offers several pricing plans, including Explorer (free), Connector ($150 per user per month), and Supernode (Custom). It also offers a Crossbeam for Sales option, which costs $300 per seat per year. 

#14 PartnerPortal

Keen to simplify and automate your partner program management?

Partnership management software PartnerPortal.io could be worth consideration. 

This platform enables businesses to create custom partner portals, streamline deal registration, automate workflows, track partner performance, and manage partner payments. 

Check out PartnerPortal's highlights below:

✅ Deal registration

✅ Partner onboarding automation

✅ Lead tracking and management

✅ Customizable portals

✅ Automated payments and accounting

✅ Performance metrics and analytics

✅ Resource management and sharing

✅ Ecosystem data discovery and co-selling

Pricing: PartnerPortal's unlimited package costs $249 per month, and it also offers a free trial for up to three staff, five partners, and five registered leads. 

#15 Affise

Affise is a comprehensive performance marketing platform designed for affiliate and partner management. 

It helps streamline partner onboarding, monitor activities, and automate commission payouts, improving collaboration and driving growth.

Its key PRM features are:

✅ Partner onboarding

✅ Deal tracking

✅ Performance analytics

✅ Commission management

✅ Fraud prevention

✅ Automated reporting

✅ Real-time data sharing

✅ Partner dashboard

Pricing: Affise offers four pricing tiers: Beginner, Core, Expand, and Custom. Prices are available upon request. 

#16 Oracle PRM

Oracle's PRM solution helps businesses manage and optimize their partner ecosystem. 

The platform integrates key business processes to improve performance and maximize partner-driven revenue growth.

Key features include:

✅ Partner relationship management portal for collaboration

✅ Lead and deal management

✅ AI-guided selling

✅ Partner onboarding and recruitment

✅ Co-branded marketing tools

✅ Performance analytics and dashboards

✅ Incentive management

✅ Integrated sales and support tools

Pricing: Pricing is bespoke.

#17 CSG Digital Wholesale

CSG's Wholesale Partner Management platform streamlines partner relationships through seamless onboarding, real-time data access, and automated processes. 

It supports efficient partner communication, fraud protection, and service assurance, boosting revenue generation and operational efficiency. 

The solution is flexible, scalable, and integrates with other partner platforms.

Here are the platform's key features:

✅ Automated partner onboarding

✅ Real-time traffic and statement access

✅ Fraud detection and service assurance

✅ Streamlined payment processes

✅ Flexible, scalable cloud SaaS deployment

✅ Integration with partner platforms via APIs

✅ Centralized partner lifecycle management

✅ AI-powered analytics for revenue growth

Pricing: Pricing is bespoke.

#18 NetSuite PRM

NetSuite's PRM solution helps organizations streamline partner interactions to optimize collaboration, boost revenue generation, and enhance transparency throughout the partner lifecycle.

Highlights include: 

✅ Partner onboarding

✅ Deal and lead management

✅ Performance tracking

✅ Incentive management

✅ Real-time collaboration

✅ Customizable partner portals

✅ Marketing tools integration

✅ Analytics and reporting

Pricing: NetSuite PRM offers custom pricing. 

#19 Magentrix PRM

Magentrix offers customizable partner management software designed to streamline partner engagement. 

With CRM integrations and a no-code interface, Magentrix simplifies managing partner networks and boosting collaboration.

Take a look at Magentrix's main features: 

✅ Partner onboarding

✅ Lead distribution and management

✅ Customizable partner portals

✅ Performance tracking

✅ CRM integrations (Salesforce, HubSpot, Microsoft Dynamics)

✅ File-sharing and content management

✅ Co-branded marketing tools

✅ Partner self-registration

Pricing: The Essentials package starts at £1,000 per month, and the advance bundle costs upwards of $1200 per month, while the unlimited tier has custom pricing. 

#20 360insights

360insights empowers businesses to manage and optimize channel relationships, drive engagement, and boost partner performance. 

It provides channel incentives, rebates, and performance-tracking tools while aligning sales and marketing for increased partner loyalty and revenue growth.

Key features:

✅ Incentive and reward management

✅ Real-time performance tracking

✅ Partner engagement programs

✅ Channel sales and marketing alignment

✅ Rebate and MDF management

✅ Training and product knowledge

✅ Partner loyalty programs

✅ Customizable portals for collaboration

Pricing: Tailored pricing. 

How to Choose the Best PRM Platform for Your Organization

It's clear that modern PRM systems are crucial for businesses looking to establish or grow their partner programs. 

But how can you be sure you're choosing the very best partner relationship management tool for your business?

Here's a helpful checklist to assist professionals looking for a new PRM system:

• CRM fit – Ensure seamless integration with your existing CRM (e.g. Salesforce, HubSpot) to maintain a single source of truth.
• Partner workflows – Check if the platform supports your specific partner journey from onboarding to deal registration and performance tracking.
• Forecasting needs – Look for robust analytics that help predict partner revenue, pipeline trends, and market opportunities.
• Customization and scalability – Choose a PRM that adapts to business growth, industry, and evolving needs.
• Ease of use – Ensure an intuitive interface for both internal teams and partners.
• Automation capabilities – Streamline onboarding, lead distribution, and incentive programs with automation tools.
• Co-marketing and sales support – Evaluate features for content sharing, co-branding, and sales enablement.
• Security and compliance – Verify data protection, access controls, and compliance with relevant regulations 
• Scalability - Ensure the platform can grow alongside your business. 
• Partner engagement tools – Look for gamification, training modules, and communication features to boost partner participation.
• Support and implementation – Assess vendor support, onboarding assistance, and ongoing maintenance services.

There are also a number of common mistakes you'll want to avoid when investing in PRM software. 

Here are some of the biggest pitfalls to avoid. 

• Forcing logins – Making partners log in for every small task reduces adoption and engagement.
• Skipping engagement metrics – Not tracking partner activity and success metrics leads to missed optimization opportunities.
• Overcomplicating the platform – A complex interface discourages partners from using the system.
• Lack of CRM integration – A PRM that doesn't sync with your CRM creates data silos and inefficiencies.
• Ignoring partner needs – Choosing a PRM system without considering partners' workflows and challenges.
• Failing to automate – Manually handling onboarding, deal registration, and incentives slows down efficiency.
• Neglecting training and support – Poor onboarding and lack of guidance hinder adoption.
• Choosing price over fit – Opting for the cheapest solution often leads to limited functionality and costly migrations later.

Why Introw Stands Out as the Best PRM Software in 2025

There are several reasons Introw is the very best partner management software you can invest in this year. 

First up, CRM is at the platform's core. 

This deep integration enables smooth, seamless processes and keeps your CRM as your single source of truth.

Oh, and this means no separate portals, which can lead to data discrepancies and low adoption. 

What's more, Introw is tailor-made for RevOps, Partner Managers, and CROs, so it knows exactly what you want from it and delivers on those fronts every time. 

Indeed, fire up Introw, and you can expect real-time insights, clean data, better alignment, improved pipeline accuracy, and less manual tracking. 

It also boasts super easy and customizable modular workflows, and implementation takes just minutes as it doesn't involve code. 

Conclusion

Ready to invest in game-changing PRM software?

Here's a recap of the top 20 PRM tools that drive revenue and scale up: 

1. Introw
2. Allbound 
3. PartnerStack
4. Channeltivity
5. Kiflo
6. Salesforce PRM
7. Zinfi
8. Channel Mechanics PRM
9. Impartner
10. Zift Solutions
11. Mindmatrix
12. StructuredWeb
13. Crossbeam
14. PartnerPortal
15. Affise
16. Oracle PRM
17. CSG Digital Wholesale
18. NetSuite PRM
19. Magentrix PRM 
20. 360insights

Remember — the right software simplifies co-selling, boosts forecasting accuracy, and saves ops time. 

Ready to scale your partner ecosystem? Book your personalized Introw demo today. 

FAQs

1. What Is The Best Partner Relationship Management Software For 2025?

The best partner relationship management (PRM) software for your business will depend on your specific needs and circumstances. 

But whatever you want from a partner relationship management software, it's a safe bet that Introw will deliver.

This cutting-edge, AI-powered platform is super simple to implement (think modular architecture and a no-code setup) and puts CRM at the heart of your processes. 

It offers real-time pipeline visibility and forecasting, partner engagement tracking, and off-portal collaboration via Slack and email, with no logins needed. 

Whatever the size of your business, there's an Introw solution for you: this software scales from 20 to 300+ partners with custom workflow. 

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2. How Does PRM Software Support Co-Selling And Deal Registration?

PRM software streamlines co-selling and deal registration by enabling seamless collaboration between vendors and partners. 

It provides a centralized platform for deal tracking, automated approvals, and conflict resolution. 

Real-time insights, pipeline visibility, and structured workflows enhance partner engagement, ensuring efficient lead management and improved sales alignment.

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3. What makes CRM-native PRMs better than standalone tools?

CRM-native PRMs outperform standalone tools by integrating seamlessly with existing sales workflows, eliminating data silos, and providing real-time visibility into partner activities. 

They enhance efficiency with unified reporting, automated deal tracking, and streamlined collaboration. 

This approach ensures better direct and partner sales team alignment, improving pipeline accuracy and overall revenue growth.

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4. Why Is Introw The Top Choice For SaaS Partner Teams?

Introw delivers a world-class PRM experience, making it invaluable for many SaaS partner teams trying to successfully manage partner relationships and encourage successful partners.

Here are five major benefits to choosing Introw:

1. CRM-first experience (this means no separate portals)
2. Built for RevOps, Partner Managers, and CROs
3. Real-time insights, clean data, better alignment
4. Proven to reduce manual tracking, improve pipeline accuracy
5. Modular workflows for resellers, MSPs, referrals, and more

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SafeBreach, the leader in enterprise security validation, aimed to simplify the complexity of managing their partner program. Their previous platform created a heavy operational burden, making it difficult for both internal teams and partners to collaborate effectively. By switching to Introw PRM, SafeBreach found a solution that was easy to implement, easy to manage, and easy for partners to use.

A Simple Solution to Complex Challenges

Before adopting Introw, SafeBreach faced several recurring issues:

1. Managing partner access was time-consuming.‍
2. Deal registration caused friction for partners, and setting up deal forms was not user-friendly.‍
3. Content updates were cumbersome, often needing IT support to make changes.

The SafeBreach team knew they needed a simpler, more intuitive platform that could eliminate these roadblocks without sacrificing functionality.

Why SafeBreach Chose Introw PRM

What stood out most about Introw was its focus on ease of use. Unlike other PRM tools that require extensive training, Introw’s platform is intuitive and ready to use from day one. Deployment was completed in just hours, and the integration with Salesforce was seamless.

Here’s what made the biggest impact:

1. Easy Access to Partner Portal
   • Introw syncs all partner related contacts automatically from Salesforce.
   • This approach saved SafeBreach’s channel team significant time and effort managing partner accounts.
2. Bi-Directional Salesforce Sync
   • Salesforce remained the single source of truth, with deal registrations and updates automatically syncing between systems.
   • Partners could register deals directly through a public form or via the portal, linking their submissions to CRM records without manual intervention.
3. Flexible Content Management
   • SafeBreach’s team could update partner resources without IT assistance, ensuring sales materials were always current.
   • Introw allowed for global content syncs while also enabling custom content for specific partners, enhancing the personalized experience.

“Introw has been a breath of fresh air. It doesn’t require hours of training videos or extensive onboarding. The platform is well-designed, intuitive, and ready to use right away.” Joe Wilckinson - Channel Director

The Results: Simplified Partner Management

Since implementing Introw, SafeBreach has drastically reduced the operational burden on their channel team. Partners now enjoy a frictionless experience, from onboarding to deal registration. Introw has been a game-changer, making it easy for partners to log in and access resources.

SafeBreach’s deal registration process has also improved significantly. Partners can register deals directly through the portal or via a public deal registration form, with all submissions automatically linked to their accounts in Salesforce. The two-way integration ensures that both SafeBreach and their partners have real-time visibility into deal statuses.

Why Introw Stands Out

The consistent feedback from SafeBreach’s team is "ease":

• Easy to deploy: Introw was up and running in hours, not days.
• Easy to manage: Intuitive deal form builder that integrates with Salesforce and flexible content management.
• Easy for partners: Eliminating friction in deal registration and resource access with off-portal collaboration.

Unlike more complex PRM solutions that require extensive customization and training, Introw provides out-of-the-box functionality that delivers immediate value.

“The Introw team has been incredibly supportive. They’ve taken feedback seriously and even implemented changes we suggested. It’s been a great experience.”

Final Thoughts

SafeBreach’s experience with Introw PRM highlights the importance of choosing a platform that prioritizes usability and efficiency. By making partner management simple, SafeBreach can now focus on building stronger partner relationships and driving mutual success.

If your team is looking for a PRM solution that’s easy to use, easy to manage, and easy to integrate, look no further than Introw PRM.

Managing partner relationships shouldn’t feel overwhelming, but without the right system, it often does. If your company sells through channel partners, resellers, affiliates, or integration partners, you know the challenge of keeping everyone aligned. Deals get lost in emails, marketing materials go unused, and partner engagement drops when there’s no clear structure in place. 

That’s where Partner Relationship Management (PRM) software comes in — giving businesses the tools to streamline business processes, improve partner collaboration, and drive more revenue.

But with so many options available, how do you choose the right PRM platform for your needs? This guide breaks it all down, helping you find the best PRM solution to scale your partner programs, keep partners engaged, and ultimately grow your indirect sales channels.

What is PRM (Partner Relationship Management)?

Partnerships are at the core of many successful businesses, but managing those relationships efficiently is another story. What is PRM? Simply put, Partner Relationship Management (PRM) is a software designed to help businesses streamline partner collaboration, boost partner engagement, and maximize the potential of channel partners.

If your business relies on partners — whether resellers, affiliates, integration partners, or distributors — you’ve probably hit a point where managing them with spreadsheets, email threads, or a patchwork of tools just isn’t cutting it anymore. That’s where PRM software comes in.

A PRM system helps you organize, automate, and optimize everything related to partner relationships. It’s like a customer relationship management (CRM) platform, but built for partnerships instead of direct customer sales. With a PRM, you can onboard partners, share marketing materials, track performance, manage deal registration, and keep partners engaged — all in one place.

How PRM Differs from CRM

Many businesses assume that a CRM software can handle their partner relationships the same way it manages customer relationships. But while a CRM platform is built for direct sales teams to track leads and customer interactions, a PRM solution is designed for indirect sales channels and partner programs. Customer relationship management focuses on enhancing customer satisfaction, loyalty, and retention by managing customer interactions and data, whereas PRM is tailored for managing partner relationships and indirect sales channels.

A PRM helps you:

• Manage multiple partner programs — Whether working with reseller partners, independent software vendors, or solution providers, a PRM ensures smooth coordination.
• Automate partner onboarding — Ensuring new partners have access to the necessary resources to succeed.
• Streamline business processes — Reducing manual data entry while improving visibility into partner activities.
• Enable deal registration — Ensuring partner sales and lead management are well-documented and tracked separately from direct sales.

Why Do You Need a PRM?

The benefits of partner sales and a strong partner relationship management system go beyond just having more hands on deck. A well-managed PRM solution leads to better business processes, increased customer satisfaction, and ultimately, more revenue.

Companies working with channel partners, resellers, or affiliates know that partnerships can be a massive revenue driver — but only if they’re well-managed. Without a PRM platform, things can get messy:

• Tracking leads and deals? Scattered across emails, Slack, and random spreadsheets.
• Marketing materials? Lost in email threads or outdated PDFs.
• Onboarding new partners? Inconsistent and frustrating.
• Measuring partner performance? Nearly impossible without accurate sales analytics.

A PRM system eliminates these headaches by providing a central hub to manage partner relationships, keep partners informed, and streamline business processes — leading to higher revenue growth and less manual data entry.

💡 Did you know? Partner-led deals tend to be 32% bigger and have a 2.8X higher win rate than deals closed by a direct sales team alone.

How to Choose the Right PRM for Your Business

Choosing the right PRM software isn’t just about getting the latest technology — it’s about finding the right PRM platform that aligns with your business goals, partner recruitment strategies, and revenue growth objectives.

Not all PRMs are created equal. Some are clunky and take months to implement, while modern PRMs (like Introw) can be up and running in minutes. Here’s how to find the best PRM solution for your business.

1. Key Features to Look for in a PRM System

A great PRM platform should help you manage partner relationships without adding extra headaches. Here are the key features to look for:

• Partner Onboarding & Training – Get new partners set up quickly with structured onboarding processes and the right business tools.
• Deal Registration & Lead Management – Ensure channel partners can submit leads easily, reducing channel conflict.
• Performance Tracking & Metrics – Keep tabs on sales performance, revenue targets, and partner engagement. Monitoring partners' performance through business intelligence-based dashboards can help analyze partner activities and optimize strategies, fostering better collaboration and driving revenue growth.
• Content & Marketing Material Management – Ensure partners always have access to brand guidelines, marketing materials, and incentive programs.
• Seamless CRM Integration – A PRM platform should sync with your CRM systems like Salesforce or HubSpot.
• Communication & Collaboration Tools – Features like Slack notifications, automated emails, and portal updates ensure partners stay engaged.

💡 Bonus: Look for PRM systems that integrate with tools like Crossbeam, Slack, and Zapier for better automation.

2. Involving the Right Stakeholders in Partner Onboarding

Before investing in a PRM system, make sure you involve the right people in your organization:

• Sales & Channel Managers – They need full visibility into partner sales, lead management, and pipeline performance.
• Marketing Teams – They’re responsible for partner engagement strategies, marketing collateral, and sales enablement materials.
• RevOps & CRM Admins – They ensure seamless CRM integration with business processes.
• Your Partners – Ask your external partners what they actually need to be successful.

3. Prioritizing Time-to-Value for Partner Performance

Some PRM solutions take 4-6 months to fully implement — leading to unnecessary delays and revenue loss. Long setup times also mean higher development costs, lost sales opportunities, and increased frustration for channel managers and partners who are left waiting. Modern PRMs (like Introw) can be deployed in minutes, ensuring you see results faster and allowing partner programs to start contributing to revenue growth almost immediately.

💡 Every day without a PRM is a missed opportunity to drive more revenue.

4. Choosing a CRM-First PRM Platform

Most businesses already rely on a CRM system to track customer and partner activities. The best PRM systems don’t replace your CRM — they enhance it. Look for:

• 2-Way CRM Sync – So customer relationships and partner sales data are always accurate.
• Lead & Deal Syncing – So partners don’t have to manually enter sales opportunities.
• Support Ticket & Collaboration Features – PRMs should go beyond just deal registration.
• Built-In Analytics – Get instant insights into partner performance and sales metrics.

Why Introw is the Best PRM in 2025

If you’re looking for a PRM solution that’s fast, easy, and actually built for modern partner relationships, Introw is a top choice. Here’s why:

• Fast Deployment – No need to wait months to get started.
• CRM-First Integration – Works seamlessly with your CRM platform.
• Designed for Engagement – Helps keep partners informed and active.
• Proven Track Record – Companies using Introw see higher partner adoption and sales growth.

Final Thoughts

A strong PRM platform isn’t just about ticking feature boxes — it’s about partner success, revenue growth, and streamlining business processes.

If you’re ready to scale your partner programs, drive more revenue, and improve partner engagement, investing in the right PRM system is a no-brainer.

Want to see how Introw can transform your partner programs? Request a demo or try it for free today!

FAQs about Choosing PRM

1. What is PRM, and how is it different from a CRM?

PRM (Partner Relationship Management) is software designed to help businesses manage partner programs, track partner sales, and optimize collaboration with channel partners, resellers, and affiliates. Unlike CRM software, which focuses on direct sales teams and customer relationships, a PRM system is built to support indirect sales channels by providing features like partner onboarding, deal registration, and performance tracking.

2. How do I choose the best PRM for my business?

When selecting a PRM platform, consider factors such as ease of implementation, CRM integration, automation features, and partner engagement tools. A good PRM solution should help you streamline business processes, reduce manual data entry, and improve partner collaboration. Look for features like 2-way CRM sync, marketing collateral management, and automated partner updates via Slack or email.

3. What are the key benefits of using a PRM solution?

A PRM system helps businesses manage partner relationships efficiently, leading to higher revenue growth, better sales performance, and improved customer satisfaction. Key benefits include:

• Automated partner onboarding – Get new partners up to speed quickly.
• Deal registration & lead tracking – Reduce conflicts and improve visibility.
• Performance management – Track partner success, revenue targets, and engagement metrics.
• Marketing & content sharing – Ensure partners have the necessary resources to sell effectively.

4. Why is Introw the best PRM solution in 2025?

Introw stands out as a modern PRM platform that prioritizes fast setup, seamless CRM integration, and partner engagement beyond the portal. Unlike traditional PRMs that require months of setup, Introw is ready to use in minutes. It also offers:

• 1-click CRM integration – Works effortlessly with HubSpot, Salesforce, and other CRM systems.
• Real-time analytics & reporting – Track partner performance and sales opportunities.
• Automated partner updates – Keep partners informed via Slack, email, or in-app notifications.

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Most B2B companies hit a ceiling because they rely solely on direct sales. But growth doesn’t have to be a solo mission. The fastest path to revenue? Co-selling.

A co-selling strategy brings together two or more companies to reach new markets, shorten the sales cycle, and close more deals — faster. It’s not just about splitting commissions; it’s about aligning with the right co-selling partners to deliver more comprehensive solutions to potential customers.

This guide breaks down what co-selling is, how to build a successful co-selling partnership, and why aligning your sales team with a partner team unlocks game-changing co-sell opportunities.

If your sales reps are tired of chasing cold leads alone, it’s time to think bigger. Build a co-selling program, empower your sales process with partner intelligence, and see what happens when your co-selling efforts are structured for scale — not luck.

What Is Co-Selling and Why It Works

Co-selling is a B2B sales approach where two or more companies work together to jointly position, promote, and sell complementary solutions to a shared target market.

Unlike traditional reseller models or B2B SaaS partnerships, co-selling partners collaborate actively throughout the entire sales process — from account mapping to opportunity engagement, to closing.

The goal? Shorten the sales cycle, expand reach, and deliver a joint solution that creates more value than either company could on its own.

A well-structured co-selling program isn't just about generating leads. It's about aligning sales teams, sharing deal intelligence, and creating a seamless experience for potential customers. When executed correctly, a co-selling partnership can unlock deeper customer relationships, improved win rates, and long-term revenue growth.

So how does it actually work in practice?

Inside the Co-Selling Process: How It Works

At its core, co-selling is all about alignment — across systems, teams, and incentives. Whether you’re running a formal co-selling program or experimenting with an ad hoc co-selling motion, success comes down to shared intent and execution.

Here’s what a typical co-selling process looks like:

• Identifying complementary solutions that solve adjacent pain points
• Mapping accounts to uncover overlap and co-sell opportunities
• Activating sales teams on both sides to co-engage prospects
• Tracking co-selling activities across CRM and partner tools
• Maintaining consistent communication to keep both teams aligned

This level of collaboration between two sales teams requires coordination, visibility, and trust. That’s why the most effective co-selling partnerships are built on clear agreements and repeatable workflows.

Co-Selling Agreements: Setting the Rules for Collaboration

To avoid confusion and misalignment, leading companies establish a co-selling agreement — a formal, legally binding contract that defines how the co-selling partnership will operate.

A co-selling agreement outlines critical components of your co-selling process, including:

• Roles and responsibilities across both sales teams
• Lead sharing and deal registration procedures
• Incentive structures and commission splits
• Rules for customer ownership and contract management
• Guidelines for co-marketing plans, communication, and escalation paths

In short, it clarifies who owns what, who does what, and how both parties benefit — paving the way for a successful co-selling relationship.

Now let’s take a look at real-world examples that show how co-selling partners put this into action.

Real-World Co-Selling Examples and Strategies

Now that we’ve covered what co-selling is and how it works, let’s look at real-world examples that show how co-selling partners create value through collaboration.

Each example highlights a key type of co-selling activity that helps expand reach, improve the sales process, and increase adoption through joint effort.

1. Identifying Complementary Co-Selling Solutions

Co-selling works best when the products or services naturally complement each other—creating a more compelling value proposition for sales teams and potential customers.

Take HubSpot and Introw, for example:

• HubSpot equips sales teams with robust tools for lead management, helping them track, organize, and nurture pipeline more effectively.
• Introw focuses on automated outreach, enabling reps to reach out to shared accounts via personalized emails, timely follow-ups, and Slack nudges — all synced with the CRM.

Since sales reps need both efficient lead tracking and high-volume outreach, these two companies form a strong co-selling partnership to jointly offer a more complete solution. It’s a classic example of combining capabilities to strengthen the entire sales process.

Another example? Dropbox and HelloSign:

These tools are bundled into a single workflow where users can store, access, and sign documents in one place. By solving multiple pain points in a single motion, co-selling partners reduce complexity, drive adoption, and improve retention.

2. Integrating the Products (Optional, But Powerful)

When co-selling partners go a step further and integrate their products, the value of the joint solution multiplies.

Consider Slack and Zoom. Their integration allows users to start video calls directly from Slack — removing friction and improving daily workflow for marketing teams, customer success, and sales teams alike.

This kind of product alignment boosts stickiness, enhances user engagement, and makes the co-selling relationship feel like a natural fit — not a bolt-on. Integrated experiences are key to delivering more comprehensive solutions and building deeper customer relationships.

3. Aligning Sales and Marketing Teams for Co-Marketing Success

A successful co-selling strategy depends not just on product synergy, but on team alignment.

For example, in the Slack + Zoom model, both companies' sales teams and marketing teams co-develop messaging, plan co-marketing campaigns, and execute coordinated outreach to potential customers. The result? Clearer communication, faster execution, and a stronger pipeline.

When both sales teams are on the same page, co-engagement feels seamless — and prospects experience a unified, high-value solution.

4. Leveraging Partner Ecosystems for Co-Sell Opportunities

Cloud marketplaces like AWS, Microsoft Azure, and Google Cloud offer built-in trust and exposure—making them perfect launchpads for co-selling programs.

For example, a security SaaS vendor participating in the AWS Marketplace can co-sell with AWS, positioning their product as “AWS-optimized” and immediately gaining access to larger enterprise deals.

By tapping into the marketplace’s partner ecosystem, vendors eliminate friction in the sales cycle, reduce procurement hurdles, and access co-sell opportunities that would be difficult to close via direct sales teams alone.

Each of these examples shows how a thoughtful co-selling program can deliver more than just pipeline — it creates leverage, trust, and sales enablement across every touchpoint.

Next, we’ll look at how co-selling compares to reselling, and why understanding the distinction matters for long-term partner strategy.

Co-Selling vs. Reselling: Understanding the Strategic Difference

As you build out your co-selling strategy, it’s important to understand how it differs from reselling—especially when aligning your sales team, setting expectations with co-selling partners, and structuring your co-selling program for scale.

While both approaches involve multiple companies working together to drive revenue, the key distinction lies in ownership of the deal and relationship with the customer.

• In a co-selling partnership, each company contributes to the sales process, but the original vendor retains ownership of the customer and contract. The value comes from mutual sales efforts, faster deal velocity, and the ability to reach new markets together.
• In a reseller model, one company purchases your product (often at a discount) and resells it independently. You may get the deal, but you lose visibility, control, and direct contact with the potential customers.

Understanding this distinction is critical as you build your co-selling program, prioritize co-sell opportunities, and design effective incentive models for your sales reps and partner team.

Here’s a side-by-side breakdown to make the difference crystal clear:

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Whether you choose co-selling, reselling, or a hybrid of both, understanding the mechanics of each model is key to avoiding misalignment—and unlocking the true benefits of co-selling.

Why Co-Selling Matters More Than Ever

As B2B sales cycles grow longer and buyers get harder to reach, co-selling has become more than a strategy — it’s a competitive advantage.

According to ZDNet, 84% of sales professionals say partner selling impacts revenue more today than it did just a year ago. And nearly 9 out of 10 sales teams are already engaging in some form of co-selling.

For SaaS companies looking to scale faster, break into new markets, and build deeper customer relationships, a structured co-selling program isn’t optional — it’s essential.

That’s why leading B2B teams are investing in the right systems — to make co-selling repeatable, visible, and scalable.

How to Run a Scalable Co-Selling Program with PRM Software

Running a co-selling program at scale isn’t about working harder — it’s about working smarter. That’s where PRM (Partner Relationship Management) software comes in.

A modern PRM platform helps co-selling partners align across teams, systems, and workflows — enabling faster execution, stronger sales enablement, and greater co-sell opportunities.

But not all PRMs are built for how today’s SaaS companies sell.

Enter Introw: CRM-First, Partner-Ready

Introw is purpose-built to streamline the entire co-selling process — from deal registration and account mapping to partner engagement and performance tracking — all inside the tools your sales team already uses (like Salesforce or HubSpot).

Here’s how you can run a successful co-selling program with Introw:

1. Define Clear Co-Selling Objectives

Before launching into activity, define what success looks like.

• Are you entering new markets?
• Targeting a shared target market?
• Trying to shorten the sales cycle?
• Aligning around partner sourced deals?

With Introw, you can build structured co-sell motions from the start — tracking success by CRM stage, partner type, and target account segment.

Pro tip: Start with account mapping using Crossbeam and Introw to surface mutual customers or warm intro paths.

2. Identify & Onboard the Right Partners

Not every company is a fit for co-selling — focus on those with a natural joint solution, adjacent ICP, and a motivated partner team.

Once identified, Introw makes onboarding painless:

• No logins required
• Partner-friendly deal forms
• Slack + email notifications
• Full sync with your CRM

This allows your co-selling partners to contribute without friction — and your sales reps stay focused on deals, not admin.

3. Streamline Deal Registration & Account Mapping

This is where most co-selling efforts fall apart: misalignment around who’s working what, and no central system to track it.

With Introw:

• Partners register deals via simple forms linked directly to your CRM
• All mapped accounts are visible and actionable by your sales team
• Auto-tagged, auto-synced — no more chasing down updates

Bonus: Get Slack nudges when a new deal is registered or a mapped account is touched, so your sales process stays proactive.

4. Track Performance & Automate Feedback Loops

A successful co-selling relationship thrives on visibility and iteration.

Introw gives you shared dashboards across both teams — tracking:

• Partner activity across deals, accounts, and emails
• Win rates and sales velocity
• Top-performing co-selling partners
• Campaign performance from co-marketing plans

This isn’t just helpful for RevOps — it empowers sales teams, partner managers, and leadership to see where the revenue is really coming from.

5. Enable Real-Time Communication & Collaboration

Speed matters. With Introw, your co-selling activities move fast and stay aligned:

• Chat with partners in Slack or via email (no login required)
• Share pitch decks, proposals, or videos via integrated doc-sharing
• Trigger Slack or email notifications when key actions are taken (e.g. deal registered, task assigned, doc opened)

Think of it as the connective tissue that keeps your two sales teams on the same page — even across orgs.

6. Incentivize and Optimize

Co-selling isn’t a one-and-done motion — it’s a growth engine.

Use Introw to:

• Set up custom incentives tied to partner performance
• Monitor partner-driven revenue by segment or region
• Run A/B tests on co-selling offers, outreach styles, or co-marketing campaigns

By turning every co-sell opportunity into structured data, Introw lets you double down on what works — and sunset what doesn’t.

Why Introw Makes Co-Selling Scalable

Co-selling requires precision, process, and trust. Introw delivers:

• CRM-first workflows (Salesforce & HubSpot)
• Slack and email-native partner comms
• Real-time dashboards and deal insights
• No login friction for partners
• Built-in co-sell motion templates
• Custom workflows by partner type (reseller, referral, MSP, etc.)

Whether you're working with 5 partners or 500, Introw helps you launch, run, and scale a co-selling program that drives real revenue — without burning out your sales team or partner ops.

Ready to Turn Co-Selling Into a Scalable Revenue Engine?

You’ve built a great product. Your sales team is putting in the work. But growth still feels slower than it should — because you’re doing it alone.

The companies scaling fastest right now aren’t just selling — they’re co-selling. They’re tapping into partner ecosystems, collaborating across two sales teams, and unlocking warm intros that never would’ve come from cold outreach.

The difference? They’re not running their co-selling efforts on spreadsheets and hope. They’re using Introw.

Introw gives you everything you need to turn your co-selling program into a repeatable revenue machine:

• Seamless Salesforce and HubSpot integration
• Slack and email-native workflows — no logins needed
• Real-time dashboards across partners, deals, and accounts
• Built-in guardrails for RevOps, CROs, and partner managers alike

No friction. No guesswork. Just faster, smarter revenue — driven by aligned teams and trusted partners.

Stop relying on luck. Start co-selling with intention.

Book your Introw demo and see how today’s top SaaS companies are building scalable, partner-powered pipelines.

FAQs

What are the key benefits of co-selling compared to direct sales?

Co-selling allows your sales team to leverage trusted relationships and shared resources with partners to shorten the sales cycle, increase conversion rates, and enter new markets faster than relying solely on direct sales efforts. It also enables access to co-sell opportunities that would be difficult to win alone.

How do I align my partner's sales team with ours during a co-selling motion?

Successful co-selling requires your team and the partner’s sales team to be on the same page. This means sharing goals, mapping accounts, and using tools like PRM software to coordinate co-selling activities. Mutual alignment is critical for delivering a consistent message and managing the sales process efficiently.

What makes a co-selling relationship successful in the tech industry?

In the tech industry, a successful co-selling relationship is built on mutual value, clean CRM data, and an integrated go-to-market plan. When two sales teams collaborate with clarity—backed by shared dashboards, aligned messaging, and co-marketing plans—they’re more likely to close deals and deliver a strong joint solution to potential customers.

Can co-selling work without a formal partner program?

Yes, but it’s harder to scale. Some companies start with ad hoc co-selling, but lack the structure to turn it into a repeatable revenue engine. A formal partner program with clearly defined workflows, incentives, and onboarding processes helps move from one-off wins to a predictable co-selling strategy.

What does co-selling require from a partner team?

A committed partner team is essential. Effective co-selling requires time, trust, and alignment. Your partner should contribute to co-selling efforts, collaborate on co-marketing, and be willing to co-develop messaging and campaigns. Without this, it’s tough to maintain momentum or realize the full benefits of co-selling.

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B2B SaaS, partnerships aren’t just a strategy — they’re a growth engine. Whether you’re launching a new go-to-market initiative, expanding into new customer segments, or co-developing innovative solutions, forming strategic SaaS partnerships with the right partner is essential.

But let’s be clear: successful partnerships don’t just happen. They require structure, consistency, and purpose-built tools. That’s where Partner Relationship Management (PRM) software like Introw becomes a game-changer.

In this guide, we’ll walk through:

• Why B2B SaaS partnerships are critical for modern SaaS companies
• The most common partner types — and how to work with them
• How to build and scale a partner program with the right infrastructure

Let’s dive in.

Why B2B SaaS Partnerships Matter

SaaS companies need more than just a strong product — they need a powerful partner ecosystem. Strategic partnerships enable two or more companies to align around a shared go-to-market strategy, extending reach and reducing customer acquisition costs.

Well-executed SaaS partner programs can:

• Help tap into new markets
• Create new revenue streams through revenue sharing
• Accelerate product development partnerships
• Improve customer satisfaction and customer retention

Whether you're managing channel partnerships, integration partnerships, or joint marketing efforts, strategic SaaS partnerships are a cornerstone of long-term, scalable growth.

What Are the Types of B2B Partnerships?

Before building or optimizing your partner program, it's critical to understand the types of B2B SaaS partnerships available. While affiliate marketing gets plenty of attention, the most valuable SaaS partnerships often involve deeper integration, stronger alignment, and shared success metrics.

Let’s explore the landscape:

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These partner types represent the most common paths SaaS companies take when scaling through partnerships. While each type comes with its own strengths and challenges, they all share one thing in common: they work best when supported by clear processes, aligned goals, and modern tooling.

Now that you’ve seen what types of B2B SaaS partnerships exist, how do you know which ones to pursue?

Choosing the Right Partner Program

Every SaaS business is unique — and so is its path to growth. That’s why choosing the right partner program isn’t about copying what others are doing — it’s about aligning your strategy with your goals, resources, and customers.

The ideal partner strategy will vary depending on your product maturity, market penetration, and internal capacity to support partners. For example:

• If your goal is demand generation, you may benefit most from referral partners, affiliate relationships, or integration partnerships that can drive top-of-funnel awareness.
• If you’re focused on market expansion, resellers, MSPs, or distributors with strong local presence can help you enter new geographies or verticals.
• If you need deeper product alignment, ISVs or system integrators may be the right fit for long-term co-selling and co-building.

To guide your decision, start by answering these questions:

• What new customer segments do we want to reach?
• Which potential partners already serve or influence those segments?
• What kind of co-marketing, sales support, or onboarding experience can we realistically provide?
• Are there opportunities for joint marketing efforts, or even a product development partnership?

You’re looking for alignment on not just reach, but capability and collaboration potential.

This is where a Partner Relationship Management (PRM) platform like Introw becomes essential. It surfaces real-time insights into:

• Which partners are submitting deals
• How fast those deals move through the sales pipeline
• Who’s engaging (and who’s not)

With those insights, your partner strategy becomes proactive, not reactive — based on data, not guesswork.

Let’s now dig into how to evaluate your current ecosystem and decide where to focus next.

How to Decide on Expanding Your B2B Partnerships

Expanding your partner program isn’t about volume — it’s about strategic alignment. Start by analyzing your current ecosystem: who’s performing, who’s not, and where the untapped opportunities lie.

• Referral partnerships can drive top-funnel growth with minimal overhead.
• Joint venture SaaS partnerships with ISVs or tech partners can open up new product capabilities.
• Channel partnerships and distributors can accelerate go-to-market in new geos or verticals.

With the PRM market projected to grow from $1.3B in 2023 to $4.6B by 2033, now’s the time to invest in systems that scale. Manual tracking simply won’t cut it — especially when the right partner could be your next major revenue stream.

Essential Functions of Partner Relationship Management Software

To succeed at scale, you need structure. PRM software is built to manage the entire partner lifecycle — from onboarding to revenue attribution.

Why SaaS Companies Need PRM

Choosing the right PRM helps:

• Scale channel partners with consistent experiences
• Eliminate chaos from your sales process
• Automate lead registration and partner onboarding
• Enable seamless co-selling and co-marketing
• Optimize for revenue attribution and partner performance

PRM = Structure + Speed + Scale

Spreadsheets and email threads might work for 5 partners — not 50. Introw gives you the automation, real-time insights, and CRM-native experience needed to grow your program without adding headcount.

So how do you ensure that growth doesn’t come at the cost of quality? It starts with a repeatable, scalable process for managing partner relationships at every stage of the journey.

6 Stages of a Partner Relationship Journey

A successful SaaS partner program follows a repeatable, structured journey. Here's how you scale from one partner to hundreds, without losing quality, engagement, or results:

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1. Find the Right Partners

Identifying the right partner is foundational. Evaluate potential partners based on their customer base, market alignment, technical compatibility, and cultural fit. Use tools like account mapping to uncover overlap between your customers and theirs — and prioritize partners with proven influence in your target segments.

2. Onboard with Ease

Once a partner is selected, the onboarding process should feel smooth, professional, and repeatable. Share training modules, certifications, documentation, and sales playbooks. With Introw, onboarding is automated with workflows, due dates, and reminders — so partners hit the ground running without bottlenecks.

3. Enable for Growth

Partner enablement is more than a checklist — it’s an ongoing relationship. Provide co-branded marketing materials, demo scripts, objection handling guides, and access to shared assets. Support them with regular updates and resource drops that align with product launches and campaigns.

4. Co-Sell with Precision

In the execution stage, seamless collaboration is key. Enable real-time deal registration, pipeline visibility, and clear ownership. Introw connects partners directly to your CRM workflows — allowing for faster response times, cleaner data, and collaborative pipeline management without the need for additional tools.

5. Measure and Motivate

Track KPIs like sourced revenue, win rates, sales cycle length, and content engagement. Use this data to recognize high performers and identify who needs extra support. Publicly celebrate success — and gamify performance through tiers, contests, and quarterly business reviews.

6. Refine and Scale

As your partner program matures, revisit your strategy. Which partners deliver the most value? Where are the drop-offs in the journey? What tools are underutilized? Use this insight to refine onboarding, update your enablement materials, and launch advanced tiers, integrations, or co-marketing campaigns.

Most importantly, keep feedback loops open — your best partners will show you what success looks like if you ask, listen, and iterate.

What should you look out for when building B2B Partnerships?

As your partner program grows, it becomes more complex — and more impactful. To keep things running smoothly, your PRM must do more than check boxes. It should actively empower your team to scale without sacrificing clarity or control.

Here are the most important capabilities to look for when scaling a SaaS partner program:

 Partner Tiering & Certification

• Segment partners by performance, partner type (e.g., reseller, referral, MSP), or vertical.
• Automate training and certification workflows.
• Incentivize growth with exclusive rewards and visibility for top-tier partners.

2. Commission Automation

• Tailor commission rules by partner type or deal stage.
• Auto-calculate and distribute rewards to reduce admin overhead.
• Ensure transparency and accuracy to build partner trust.

3. Partner Portal

• Offer a white-labeled, easy-to-navigate portal with sales enablement, product content, and real-time updates.
• Give partners a self-service hub for everything from training to reporting.

4. Lead & Deal Registration

• Prevent channel conflict with transparent, time-stamped registration.
• Support off-portal registration to boost partner participation by up to 30%.
• Auto-map to the correct Salesforce or HubSpot fields.

5. Account Mapping & Co-Sell Planning

• Identify overlap with tech partners, resellers, or integration partners.
• Use Introw’s built-in mapping to discover shared customers and coordinate co-selling.

6. CRM-Embedded Insights

• All partner data stays native to Salesforce or HubSpot.
• Enable RevOps teams to monitor performance, improve data hygiene, and support accurate forecasting.

These features help RevOps, Partner Managers, and revenue leaders align around shared KPIs — without adding complexity or extra tools.

Why Introw Works for Modern SaaS Partner Teams

SaaS companies operating in competitive markets — especially in the US and UK — are turning to PRM tools that integrate directly into their CRM, reduce manual work, and support partner collaboration at scale.

Introw supports:

• Partner & Channel Managers who want better visibility and fewer bottlenecks
• RevOps teams who care about data cleanliness, automation, and attribution
• CROs who need forecasting clarity and aligned revenue motions

With support for Salesforce and HubSpot, and no-login-required experiences for partners, Introw is built for fast-growing SaaS teams with real partnership goals.

Conclusion: From Strategy to Execution

Strategic partnerships are no longer a “nice to have” — they are a growth mandate for any B2B SaaS company looking to meet market demands, accelerate revenue streams, and serve new customer segments. But executing on that strategy requires more than good intent — it demands systems that scale, clear partner relationships, and the ability to act on data.

Whether you’re managing channel partners, building integration partnerships with tech partners, or exploring product development SaaS partnerships, your ability to structure and scale the program determines success. That's where modern partner infrastructure plays a transformative role.

PRM software like Introw empowers SaaS teams to:

• Build high-performing, data-driven partner ecosystems
• Align sales teams, marketing efforts, and RevOps around a shared pipeline
• Reduce development costs by turning co-selling and co-marketing into repeatable motions
• Increase deal velocity and improve customer satisfaction by enabling the right partner experience

The result? Successful partnerships that feel effortless — for both you and your partners.

Ready to unlock the next phase of your SaaS partnership strategy? 👉 Book a demo with Introw and build the partner ecosystem that drives your next stage of growth.

Frequently Asked Questions (FAQs)

1. What is a PRM and how is it different from a CRM?

A PRM (Partner Relationship Management) platform is built specifically to manage partner programs, while a CRM focuses on customer relationships. PRMs handle onboarding, enablement, deal reg, and partner performance — all connected to your CRM.

2. What are the best SaaS partner programs to start with?

Referral programs and ISV integrations are great early-stage plays. As your program matures, expand into resellers, MSPs, and strategic SaaS partnerships.

3. How does Introw help with co-marketing efforts?

Introw lets you share marketing collateral, track partner usage, and collaborate on joint marketing campaigns directly from the platform.

4. Can I use Introw if I don’t have a large partner team?

Yes — Introw is built to scale with you. Whether you manage 5 or 500 partners, you’ll have the workflows and automation you need to grow.

5. How do I measure the success of my partner program?

Track partner-attributed revenue, deal registrations, conversion rates, and partner engagement metrics. Introw gives you a real-time view of all of it inside your CRM.

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Channel management isn’t about working harder — it’s about managing smarter. Whether you're scaling across indirect sales channels, empowering your channel partners, or optimizing your partner network, the right strategy makes all the difference.

A strong channel management strategy helps you align your business objectives with the partners that can move your product, expand your reach, and grow your bottom line. But without clarity and consistency, you’ll run into channel conflict, poor visibility, and disengaged partners — all of which stall growth.

This guide outlines 10 proven best practices to help you elevate your channel management efforts, improve partner performance, and build a more efficient, scalable revenue engine.

From setting clear goals and automating workflows to improving communication and analyzing channel performance, these strategies are designed for channel managers ready to win in today’s complex, multi-partner landscape.

What is Channel Management?

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Before you can optimize your partner strategy, you need a clear understanding of what channel management really means — and why it’s essential for sustainable business growth.

Most companies rely on a mix of direct sales and indirect sales channels to reach their target customers. But as your business scales, juggling multiple sales channels without a clear system creates confusion, misalignment, and missed revenue.

That’s where effective channel management comes in — the foundation for building, maintaining, and scaling strong partner relationships.

Let’s break it down.

A channel is more than just a system — it’s your gateway to delivering products and services to the end customer.

Going through direct channels means your sales team handles every touchpoint: prospecting, selling, servicing, and supporting. It’s personal — but hard to scale.

By contrast, channel partners — like resellers, distributors, affiliates, and even e-commerce platforms — extend your reach through distribution channels you couldn’t access alone.

Think of it like this: Instead of selling toothpaste tube by tube, you sell an entire pallet to a retailer who handles the rest. In the SaaS world, channel partners introduce your product into networks and customer segments you haven’t penetrated yet.

Channel management refers to the systems and processes you use for managing relationships with the partners who sell, support, or promote your offering to the market.

A solid channel management strategy ensures these relationships are aligned with your business goals, supported with the right tools and training, and optimized for long-term performance. In short: it’s the blueprint for scalable, profitable growth through partners.

Common Challenges in Channel Management

Even the most promising channel strategy can fall short without a solid foundation. Many companies enter partnerships with the best intentions, only to find themselves facing roadblocks that stall channel performance and hurt business growth.

Whether you're just starting out or managing a mature partner network, it’s critical to understand the most common friction points and how they impact your results.

Here are four challenges that often derail effective channel management:

1. Lack of Alignment

A SaaS company partners with resellers but doesn’t align on sales targets or target customer profiles. The result? Conflicting priorities, overlapping efforts, and missed revenue opportunities.

2. Inconsistent Communication

A SaaS provider launches a major product update but only notifies a few partners. Others remain in the dark, unable to update marketing materials or support end customers, causing confusion and delays.

3. Poor Feedback Loop

New features are rolled out, but partner feedback is never collected. Valuable frontline insights are lost, resulting in lower adoption and features that don’t resonate with users.

4. Inadequate Training

Partners are onboarded quickly but without proper enablement. Without a clear understanding of the product, value props, and sales tools, they struggle to convert leads and support customers.

Each of these issues stems from one core problem: poor relationship management. And the impact is real — misalignment, inefficiencies, and channel conflict that erodes trust and slows momentum.

The good news? Every one of these challenges is fixable.

The right channel management tools can eliminate inefficiencies, increase partner performance, and ensure your channel management efforts are aligned with your most important business objectives.

Tools like Introw give you full visibility into your partner ecosystem — from onboarding to enablement to deal tracking. By reducing knowledge gaps and increasing accountability, you empower partners to succeed and scale faster.

So how do you move from reactive to strategic?

You start by optimizing every stage of the channel management process — from recruitment to retention.

In the next section, we’ll break down the 10 best practices that define a high-performance channel management strategy.

Optimize Every Stage of Channel Management with Modern PRM Tools

Mastering channel management means taking a lifecycle approach to your partner program — from recruitment and onboarding to co-selling and expansion. Each phase plays a critical role in achieving alignment, improving partner performance, and scaling revenue.

Modern channel management software like Introw enables this end-to-end orchestration. With seamless CRM integration, real-time deal tracking, and partner-friendly collaboration tools, you can support your entire partner network without friction.

Unlike outdated tools or spreadsheets, Introw aligns your channel managers, direct sales team, and indirect sales channels under one unified platform — so you can analyze channel performance, manage distribution partners, and grow revenue faster.

Let’s walk through the 10 key practices that define a high-performing channel management strategy, and how tools like Introw help you implement them across multiple sales channels:

1. Define Clear Channel Goals

If you want your channel programs to thrive, clarity is non-negotiable. Your channel partners need to understand exactly what you aim to achieve from the collaboration — and you should be clear on the value you’re delivering in return.

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To execute a successful channel, start with measurable objectives tied to your business goals — such as growing a specific customer segment, launching in a new market, or improving customer satisfaction.

That’s where PRM platforms like Introw come in.

Introw transforms SMART goals into trackable metrics — like referral rates, sales process efficiency, and campaign impact — and visualizes them in real-time dashboards. This makes it easy for channel managers to track progress and optimize faster.

With automated KPIs and clear visibility, your channel strategy stays aligned across teams and partners.

2. Choose the Right Partners

When it comes to building a high-performance partner network, quality always beats quantity.

Too many companies take a "more is better" approach, signing dozens of channel partners without clear alignment. The result? Mixed priorities, missed revenue, and constant channel conflict.

Instead, focus your channel management efforts on a select group of high-impact partners:

• Partners who align with your business objectives and target customers
• Organizations that bring complementary reach, technology, or expertise
• Teams that can scale alongside your growth in multiple channels

Introw helps channel managers identify these high-potential fits through partner profiling, CRM overlap analysis, and visibility into historical engagement.

Pro tip: Use Introw’s native Crossbeam integration to discover partner overlaps, shared accounts, and warm intro paths — so you invest in partners that can actually move the needle.

And don’t forget to evaluate:

• Willingness to Invest: Are they engaged in joint planning, marketing strategy, or co-selling?
• Ability to Scale: Can they grow with you across new markets and distribution channels?
• Complementary Strengths: Do they unlock access to underserved customer segments or fill a technical gap?

A partner with a proven track record, strong internal enablement, and enthusiasm for collaboration is more valuable than ten who just want portal access.

3. Invest in Partner Onboarding

Initial onboarding isn’t just a checklist — it’s the foundation for long-term partner relationships and sales growth.

When channel management involves proper onboarding, partners:

• Understand your product positioning
• Get trained on your sales tools and ICP
• Learn how to represent your brand effectively in-market

Introw’s partner onboarding tools eliminate manual overhead with:

• Streamlined approval flows and digital agreements
• Auto-triggered welcome sequences and training checklists
• CRM-integrated training progress tracking

Your channel management software should reduce time-to-productivity and drive early wins.

With Introw, you can:

• Deliver custom content per partner tier or type

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• Issue certifications for completed courses

• Track onboarding completion right from your CRM system

Because effective channel management ensures every partner gets the support they need — without overloading your internal teams.

4. Master Channel Management with a PRM Tool

Once your onboarding foundation is in place, the next step is to unify your ecosystem. That’s where a purpose-built PRM tool becomes essential to every aspect of your channel management strategy.

While traditional systems struggle to connect your sales channels, partner relationships, and real-time metrics, a modern solution like Introw brings them all together in one interface.

With Introw, you:

• Eliminate data silos across CRM systems, spreadsheets, and email threads
• Track deals, accounts, and partner activity in one place
• Enable cross-functional visibility between your direct sales channels and indirect sales teams

Introw’s CRM-native approach means you don’t have to switch tabs or train partners on new software. Instead, you get a lightweight experience that works through tools your teams already use — like Slack, Gmail, Salesforce, and HubSpot.

This integration enables:

• Real-time alerts when a deal is touched
• Shared dashboards to monitor channel performance
• Actionable insights for analyzing channel performance and resolving gaps

By giving both internal teams and channel partners access to centralized, real-time data, you reduce friction, improve accountability, and enable a more consistent customer experience.

Introw isn’t just the right tool — it’s the right channel management software for modern B2B teams who want faster execution, smarter collaboration, and measurable sales growth.

Let’s now explore how automation helps scale those results even further — while eliminating one of the biggest pain points: channel conflict.

5. Automate Manual Processes to Prevent Channel Conflict

Even the most aligned partner ecosystems face operational friction. Manual processes — like deal registration, email follow-ups, or lead assignment — often lead to miscommunication, duplication, and channel conflict.

Without automation, channel managers waste hours chasing updates or resolving disputes between distribution partners. And worse — deals fall through the cracks.

Introw automates the complexity so your team can stay focused on driving results. Here’s how:

• Deal Registration Automation: Prevent duplicate entries by flagging overlaps in real time across your CRM systems.
• Auto-Synced Workflows: Trigger follow-ups, assign tasks, or escalate conflicts automatically — no manual coordination required.
• Real-Time Notifications: Notify sales reps or channel partners immediately when a deal progresses or a task is completed.

By streamlining these core workflows, you reduce errors, improve sales performance, and maintain trust across your partner network.

6. Enhance Partner Communication

Strong partner relationships are built on clear, consistent communication. But too often, partner comms are scattered across emails, Slack messages, and outdated dashboards.

A unified system — like Introw — brings it all together.

With Introw, you can:

• Sync messaging across your CRM system, Slack, and email
• Share updates on campaigns, product changes, or marketing materials in real time
• Create account-specific channels for seamless collaboration between internal and external teams

This centralized visibility keeps your sales channels aligned and your channel strategy moving forward.

Plus, with integrated customer data and deal timelines, your channel partners never miss a beat — and your end customers get a smoother, more informed buying experience.

7. Create Regular Training Programs

Great partners aren’t found — they’re developed. Ongoing enablement is a critical pillar of effective channel management.

Whether you’re onboarding new MSPs, resellers, or VARs, your training should cover:

• Product updates and positioning
• Competitive landscape and market trends
• Use cases by customer segment and industry
• Sales tactics, pricing strategies, and objection handling

With Introw:

• Launch and manage certification programs by partner tier
• Track completion through embedded quizzes and progress dashboards
• Deliver content in multiple formats — PDFs, videos, Google Docs — all within one branded partner portal

This keeps your channel programs scalable and your partner performance consistent across various sales channels.

8. Incentivize and Reward High Performance

Nothing accelerates channel sales like the right incentives. And nothing derails it faster than unclear or delayed payouts.

High-performing channel partners want transparency and trust — and channel managers need a scalable system to track it all.

With Introw:

• Set up tiered commission structures or SPIFs
• Track revenue attribution by partner, territory, or campaign
• Automate payout reporting and eligibility reminders

You can even integrate partner performance data with your CRM system or finance tool to eliminate manual calculations and ensure every reward is backed by real-time numbers.

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This keeps motivation high, reduces disputes, and turns your partner program into a powerful sales engine.

9. Monitor Performance and Deliver Feedback

To continuously improve your channel management strategy, you need visibility. Not just into revenue — but into deal velocity, campaign engagement, and partner health.

Introw’s reporting engine makes it easy to:

• Set key performance indicators (KPIs) by partner type
• Analyze contribution to pipeline and close rate
• Identify underperforming regions or partners at risk

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More importantly, it enables ongoing support — through automated feedback loops, QBRs, and personalized coaching plans.

Because channel management involves more than just metrics — it’s about managing relationships that fuel long-term business growth.

10. Amplify Success Through Channel Marketing and Co-Marketing

Finally, even the best partnerships can stall without marketing support. Your partners need assets, guidance, and budget to drive demand — and you need visibility into what’s working.

A modern channel campaign management approach includes:

• Co-branded email and ad templates
• Social content tailored to customer preferences
• Campaign tracking tied to lead generation or revenue

With Introw:

• Share approved messaging and assets in your partner portal
• Track campaign adoption and outcomes by region or partner
• Collect insights that help you optimize your marketing strategy across the ecosystem

Co-marketing isn’t a nice-to-have — it’s a growth multiplier. With Introw, you can turn co-marketing from ad hoc to always-on.

Conclusion

Without effective channel management, even the best partner programs stall. If your strategy isn’t aligned, automated, and data-driven — you’re leaving revenue on the table.

A modern channel management strategy requires clear goals, the right partners, a frictionless onboarding experience, and consistent training and communication. But most importantly, it needs a system that scales.

That’s where Introw comes in.

With Introw, channel managers can:

• Eliminate manual workflows and reduce channel conflict
• Improve visibility across multiple sales channels and partner types
• Automate onboarding, training, deal tracking, and performance reporting
• Support better partner relationships with real-time CRM insights
• Track and analyze channel performance and drive revenue growth

Whether you’re running a mature channel sales strategy or just starting to scale with indirect sales channels, Introw gives you the right channel management software to move faster, stay aligned, and grow with confidence.

Ready to turn your partner ecosystem into a high-performing revenue machine?

Book your Introw demo today.

FAQs

1. Why is channel management important for SaaS companies?

Channel management ensures your partner ecosystem aligns with your business goals. It helps you scale beyond direct sales by leveraging indirect sales channels to reach new customer segments and increase revenue with less overhead.

2. How does channel management software support partner relationships?

Channel management software, like Introw, automates and centralizes key tasks such as onboarding, deal tracking, and co-marketing. This improves transparency, streamlines collaboration, and strengthens partner engagement across your network.

3. What metrics are used to analyze channel performance?

You should track KPIs such as deal velocity, revenue contribution by partner, training completion, and campaign engagement. Analyzing channel performance helps you identify high-impact partners and optimize your channel strategy.

4. How do I choose the right channel management software?

The best channel management tools integrate seamlessly with your CRM systems, support customizable workflows, and offer real-time visibility into sales activities, partner performance, and customer feedback — all of which Introw delivers out of the box.

5. How can channel managers align partners with the company’s target market?

Start by clearly defining your ideal customer profile and target market. Then, use tools like Introw to map your partners’ capabilities, customer base, and vertical expertise. This ensures every partner effort is directed at the right audience for maximum impact.

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Looking to integrate account mapping data into your PRM?
Introw leverages Crossbeam's overlap data to identify opportunities and share them with your partners instantly.

What is Crossbeam?

Crossbeam is a Partner Ecosystem Platform (PEP) that empowers SaaS companies to replace cumbersome spreadsheets with a streamlined system to identify overlapping customers and prospects in their partner networks. This approach is commonly known as "account mapping."

In simple: You connect your CRM, your partner connects their CRM. Crossbeam identifies overlapping data. Example: Your company has Acme Corp as a prospect, your integration partner has Acme Corp as a customer. Crossbeam will uncover this for you allowing you to ask for an introduction or intell about Acme Corp.

In 2024, Reveal and Crossbeam merged, creating a network that now connects over 30,000 companies, including Stripe, Intercom, HubSpot, and many others.

What is Introw?

Introw is an innovative Partner Relationship Management (PRM) platform designed to make managing partnerships easy, efficient, and impactful. It allows businesses to create and manage a partner portal in just minutes, with features like:

• Automated Deal and Lead Registration: Streamline workflows for registering and tracking deals all integrated with your CRM.
• Tiering and Commission Management: Automate partner tiers and commission payouts to encourage better engagement.
• Partner Enablement: Keep partners up to date and top of mind by giving them access to the right sales material and sending them announcements on autopilot.
• CRM Integration: Introw integrates seamlessly with platforms like Salesforce and HubSpot, keeping your CRM as the single source of truth.
• Real-Time Alerts and Nudges: Introw enables instant partner engagement via email and Slack, ensuring partners stay informed and motivated.

Unlike traditional PRMs, Introw starts from CRM data, and is set-up in literally minutes instead of months.

Why and How Does Introw Integrate with Crossbeam?

The integration between Introw and Crossbeam brings the best of both platforms together to enhance partnership collaboration and revenue potential. Here’s how it works:

1. Seamless Connection: With just one click, Introw connects to Crossbeam, automatically matching your partners from both platforms.
2. Streamlined Opportunity Sharing: Use Crossbeam's overlap data to identify opportunities and share them with your partners instantly through Introw.
3. Automated Deal Attribution: Deals sourced through Crossbeam's overlap data are automatically attributed to the appropriate partner in your CRM.
4. Real-Time Partner Engagement: Introw uses Slack and email to send timely updates on deal status or CRM changes, ensuring partners are always in the loop and engaged.

By combining Introw’s advanced partner management tools with Crossbeam’s powerful data-sharing capabilities, this integration creates a highly efficient system for driving partnership revenue and fostering collaboration.

Learn more and get started with the integration by creating an here.

Alternatively, schedule a 1:1 call to learn more through a personalized demo.

This milestone reinforces our mission: leveraging CRM-data as the single source of truth for partner collaboration.

Introw is helping over 1000 HubSpot users to launch a partner portal in minutes, all integrated with their CRM. This has resulted in an increased partner revenue & engagement for HubSpot customers (see Sandsiv case study).

Benefits of the HubSpot Integration

Certified integrations reflect a strong investment in product quality and customer experience, ensuring users can unlock greater value from their HubSpot workflows. Partners can collaborate in real-time on deals and get real-time updates, while resellers can even manage their own deals without needing a HubSpot account.

🪄By connecting HubSpot to Introw, all partner data sitting in HubSpot will come to life in no-time:

• You'll be aligned with your partners by collaborating on deals in your partner portal. Comments are being pushed as notes in your HubSpot.
• You'l be able to sync partners from HubSpot directly to Introw
• You'll be able to push form submissions (become a partner, support request, lead form & deal form) directly to HubSpot.
• Add other dynamic CRM-views based on HubSpot objects to your shared space (contacts, companies, leads or tickets)

Next to this, Introw integrates with contacts, product, quotes and more in order to keep HubSpot as the single source of truth for data management.

Introw Copilot in HubSpot

The HubSpot Copilot enables the partnership, sales, and marketing teams to seamlessly collaborate with their B2B partners directly within their CRM. Watch this short video to see how the Copilot workflow operates.

Laurens Lavaert, CTO at Introw, adds, “HubSpot has been an exceptional partner. Achieving certification on their marketplace reinforces our dedication to helping businesses streamline partner collaboration. With Introw, nearly 1000 HubSpot users are already simplifying their partner collaboration, and we’re excited to help thousands more maximize their success.”

HubSpot’s App Partner Program continues to grow its ecosystem of top-tier integrations, offering users powerful tools to expand their reach and streamline their operations.

Connect HubSpot to Introw now

1. Create an account via: https://rooms.introw.io/signup
2. Connect your CRM
3. See the magic in action 🪄

About Introw

Introw is a partner relationship platform (PRM) that lets you launch a personalized partner portal in minutes—fully integrated with HubSpot (& Salesforce). Whether you work with resellers, referral partners, distributors, or implementation partners, Introw streamlines collaboration and boosts engagement without the hassle of traditional portals.

The world of partnerships is evolving—and for the better! Data has become the cornerstone of modern partnership management, transforming how partner managers make decisions, build relationships, and drive growth. Today’s partner managers don’t just maintain connections—they leverage data to uncover insights, optimise processes, and unlock new opportunities. When I started, I was navigating spreadsheets and tracking relationships through CRMs like Pipedrive and HubSpot. Today, the focus is on integrating those systems into a single source of truth, creating transparent, frictionless experiences for partners that foster long-term success.

This shift is a game-changer for managing and scaling partnerships. I’m Eva Fayemi, Co-Founder & CEO of Bond Agency, and I’m excited to share how data is reshaping partnership management.

1. Companies start with CRM Data

For most companies, CRM systems are the starting point for managing partnerships. These systems provide key data on sales interactions and performance, but integrating partner-sourced data can be a challenge. While it's better than nothing, simply tracking data isn't enough—it's crucial to define a partnership strategy first.

At Bond Agency, we help clients identify their partnership goals and align them with broader business objectives before optimising their CRM or introducing tools like Introw. A common challenge we see is companies not tracking which partnerships contribute most to the bottom line. We guide them in mapping partner journeys, attributing engagement, and tracking conversions in the CRM. This clarity leads to improved decision-making, better tracking, and growth.

Protip: Ensure your sales team is aligned on reporting partner-sourced leads. Create internal documentation and calls to keep everyone on the same page for seamless reporting across teams.

2. Increasing Revenue and Engagement

Growing revenue and boosting partner engagement are top priorities, but these goals can be time-consuming and difficult to track. Modern partner managers balance engagement and tracking more efficiently through technology, automating key processes and logging communication touchpoints with partners.

For example, one of our clients used to spend hours tracking partner engagement manually. After integrating their CRM with automation tools, they gained a dynamic, real-time view of partner contributions. Automated alerts and insights allowed their team to respond quickly, increasing partner engagement and revenue from key accounts.

Protip: Track whether partners open onboarding materials like sales brochures or marketing resources. This helps identify where additional support is needed for smoother, more effective onboarding.

3. More Transparency Through Data Means Better Collaboration

A common issue partners face is a lack of transparency. Without it, trust erodes, and partnerships can’t thrive. Tools like Introw are changing this dynamic by providing greater transparency. It connects CRM data with partnership management, offering a platform that tracks key metrics, aligns partners on pipeline progress, provides content, and monitors engagement.

This transparency empowers partner managers to track the entire partnership ecosystem while giving partners visibility into their performance. When everyone is aligned with clear data, collaboration becomes more efficient and impactful.

The future of partnership management is data-driven. With tools like Introw, partner managers can unlock new insights, improve collaboration, and drive faster, more efficient growth. Companies that embrace this will lead the next era of partnership management.

About Bond Agency: Since 2020, Bond Agency has been helping B2B tech and SaaS startups accelerate growth through strategic partnerships. We specialise in strategy development, execution, and providing fractional partner teams, focusing on scaling businesses in the EMEA and USA. With a diverse network of affiliates, tech integrations, and B2B influencers, we’ve delivered impactful results across industries including hospitality tech (e.g., Unicorn Mews), MarTech (e.g., Hotjar), and SaaS (e.g., Revenue Hero).

Join the conversation in our Slack community, The Nearbound Club, where tech founders and partnership leaders drive innovation in the partnerships space.

Visit: www.bond-agency.io

SANDSIV, an AI-driven leader in Customer Experience Management (CXM), faced challenges with partner communication and collaboration. Referral partners were frustrated by the lack of updates on their leads, while reselling partners struggled with pipeline alignment and deal collaboration. By implementing Introw’s personalized partner portal integrated with their CRM (HubSpot), SANDSIV achieved a 30% increase in partner adoption and improved collaboration within weeks.

What were their challenges?

To keep referral partners informed about the status of leads, SANDSIV relied on manual updates & outdated spreadsheets, causing significant time loss. For solution partners and resellers, there was a lack of alignment on the sales pipeline and no opportunities for collaboration on deals.

In general, partners did not have a central place to collaborate on deals, pipeline & strategy.

How did Introw help overcome these challenges?

SANDSIV evaluated numerous PRM solutions and chose Introw for its emphasis on partner experience. Within a single day, SANDSIV set up a personalized partner portal. This provided their partners with instant access to the deals they had influenced or sourced.

Introw's partner portal transformed the experience for referral partners, providing real-time updates on deal statuses. This inspired partners to send more leads, knowing they were always in the loop. For solution partners, Introw brought pipeline alignment and the ability to collaborate on deals. With Introw’s 1-click HubSpot integration, Sandsiv is able to keep HubSpot as their single source of truth, while improving the partner collaboration.

How to become a SANDSIV partner?

SANDSIV is an innovation leader in Customer Experience Management (CXM) enterprise solutions. With its cutting-edge end-to-end CXM software solution, SANDSIV empowers businesses worldwide to deliver differentiated customer experiences and foster long-lasting customer loyalty. The company’s commitment to excellence and innovation has enabled it to expand its partner program and establish a world presence that is constantly growing.

Go to https://sandsiv.com/partner-program/flex-partnership/ or send an e-mail to partner@sandsiv.com to join their partner program.

About Introw

Introw enables companies to launch a personalized partner portal in minutes, fully integrated with your CRM. This ensures alignment on pipeline, content, and strategy. Key features include deal collaboration, deal and lead registration workflows, asset sharing, mutual action plan creation, automatic deal updates, and more.

We’ve seen that there are 3 potential ways to manage your partners within HubSpot: custom properties, company association & custom object association. Before implementing a partner portal like Introw we advise to map your partners in your HubSpot. 

In this blogpost we’re going to focus on revenue attribution so we’re looking at the object “Deal” in HubSpot. If you also want to attribute contacts, leads, companies,… to partners, you can use the same approach.

Custom properties

How does it work?

1. Create a custom deal property
   • Step 1: Go to settings —> data management —> properties
   • Step 2: Create property:
     • Object type: Deal
     • Group: Deal information
     • Label: This is up to you to decide, we've gone for "Partner". Click "Next"
     • Field type: If you’re sometimes working with multiple partners on a deal, we advise going for “Multiple checkboxes.” If there is always a maximum of one partner per deal, go for “Dropdown select.”
2. Add your custom property to your view or your teams view (this will allow you to easily select the right partners from the left side panel)
3. Attribute the right partner(s) to the right deals

‍What are the pros?

✅ Easy and fast set-up

✅ Possible with all HubSpot plans

✅ Easy to create revenue reports

What are the cons?

❌ Every sales person should have this custom property in their view

❌ Not possible to navigate directly to the partner company

Company association (with association label)

How does it work?

1. Create a custom association label between deal and company
   • Step 1: Go to settings —> data management —> objects —> deals —> associations
   • Step 2: Create association label:
     • Objects you’re associating: Deals-to-companies
     • How many labels do you need? A single label
     • Create one called: partner sourced (for deals that partners have sourced)
     • 💡 Optional: You can create another label called: partner influenced (for deals that partners have influenced)
2. Associate the partner company to a deal and select the label “partner sourced” (or partner influenced)
3. You can do this by associating an (additional) company to the deal; add company

What are the pros?

✅ Easy and fast set-up

✅ Scalable

What are the cons?

❌ Not possible with all HubSpot plans

❌ Not easy to report on in HubSpot

Custom object association

How does it work?

1. Create a custom object
   • Step 1: Go to settings —> data management —> objects —> custom objects
   • Step 2: Create custom object:
     • Object name - singular: “Partner”
     • Object name - plural: “Partner”
     • Primary display property: “Partner Name”
     • Property type: Single-line text
2. Associate the right company object to the partner object in order to have all the right data connected
3. Associate the partner object to a deal

💡 Optional: Create association labels on this custom object to differentiate between for example partner influenced and partner sourced

What are the pros?

✅ Good for organisations with larger amounts of partners

✅ Scalable

What are the cons?

❌ Not possible with all HubSpot plans

❌ Not so easy

‍‍

Conclusion

To wrap up, there are 3 ways to manage your partners in HubSpot: via custom properties, via company association and via a custom object. 

Introw supports all methods :).

‍

What is Introw?

Working with resellers, referral partners, distributors,...? Keep on reading! Introw is a partner relationship management (PRM) platform allowing you to collaborate with your B2B partners in shared spaces integrated with HubSpot. 

One space to be aligned on pipeline, enable partners with content and track engagement.

Partnership data lives in the CRM, so we’re leveraging that to the fullest with our native and 1-click HubSpot and Salesforce integration.

With that, we’re not only elevating your B2B partnership experience, we’re elevating the experience of your entire partnership team.

Request a demo now.

‍
Install the HubSpot connection here.

The Ghent-based tech start-up Introw, already helping dozens of companies to unlock partnership sales, raises €1M to create "Digital Partnership Rooms"

Early-stage fund Pitchdrive leads the €1 million round in Introw, joined by vetted angels such as Pieterjan Bouten (Showpad), Ewout Meyns (Hubspot) & Dieter De Mesmaeker (DataCamp).

Young entrepreneurs Andreas Geamanu (CEO), Laurens Lavaert (CTO) and Simon Van Den Hende (AI Engineer) founded the company in early 2023 together with “Netlog-maffia” serial entrepreneurs Lorenz Bogaert, Toon Coppens, Nicolas Van Eenaeme and Vincent Verlee.

They are on a mission to make partnership collaboration easy by allowing partners to collaborate in shared spaces. 

"There is only 25% adoption on current partner relationship management (PRM) solutions. With Introw partners don't need an account which results in up to 80% partner adoption," says co-founder Andreas Geamanu.

The founders saw the challenges sales teams faced when trying to collaborate with B2B partners.  Driven by these challenges, the founders set out to bridge the gap and forge a new path for B2B ecosystem sales.

”We saw a huge drive in the founders to solve a pain they had experienced personally. Combining the technical (AI) expertise with B2B sales expertise will be a magical potion that can lead to a huge shift in the way companies work with partners today” Wim Derkinderen at Pitchdrive.

With the help and expertise of these experienced angel investors and Pitchdrive, Introw will use this funding to convert warm leads into deals worldwide. Introw is onboarding new users every day.

Sign ups are open at introw.io

Introw conducted a research on 2024 comparing the partner-attributed deals with non partner attributed deals.

In today's hyper-competitive business landscape, partnerships are becoming increasingly vital for driving revenue growth and scaling operations. Recent research on 2024 deals reveals compelling insights into the impact of partner-attributed deals compared to non-partner deals, shedding light on why partnerships are more crucial than ever.

Key Findings from Our Research

Introw detected that partner-attributed deals significantly outperform direct sales (non-partner) deals in two critical areas:

1. Higher Deal Size: Partner-attributed deals boast an average deal size that is 32% higher compared to non-partner deals.
2. Higher Win Rate: The win rate for partner-attributed deals is 2.8 times higher than for non-partner deals.

Interestingly, our research showed no significant difference in the sales cycle length between partner and non-partner deals.

What These Numbers Mean for Your Business

These findings underline a fundamental truth: partner ecosystems are revenue multipliers. Here's why:

• Increased Credibility: Partners bring an added layer of trust and credibility to the sales process, which can be crucial in closing larger deals. Customers are more likely to trust recommendations from partners they already have a relationship with.
• Access to New Markets: Partners can open doors to new opportunities and markets that may have been difficult to penetrate independently.
• Improved Win Rates: With a win rate that is nearly three times higher for partner-attributed deals, it's clear that partnerships are a critical factor in improving sales outcomes.

How to Leverage Partners for Maximum Impact

Based on our findings, here are three actionable steps your business can take to maximize the impact of partner-attributed deals:

1. Invest in Partner Enablement: Equip your partners with the right tools and resources to succeed. This includes training, co-marketing initiatives, and providing them with access to your sales collateral.
2. Leverage Partner Relationship Management (PRM) Software: Platforms like Introw can help streamline partner collaboration, track deal attribution, and measure partner performance.
3. Align Incentives: Ensure your partners are motivated to bring deals to the table by offering competitive incentives and fostering a mutually beneficial relationship.

Conclusion

The numbers don’t lie: Partner-attributed deals are larger, more successful, and just as fast to close. Companies that prioritize building and nurturing their partner ecosystems stand to gain a significant competitive advantage.

If you want to see similar results in 2025, now is the time to invest in your partner strategy. Platforms like Introw can help you get there by simplifying the way you collaborate with partners and driving better outcomes. Schedule a demo here or get started for free. 

What is Introw?

Introw unlocks partner revenue by eliminating the friction of partner collaboration. Companies working with resellers, referral partners, distributors, or implementation partners use Introw to seamlessly share sales materials, collaborate on customer data, and drive partner engagement—all integrated with their CRM.