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We're thrilled to welcome Factorial as an Introw customer!

Factorial is one of the fastest-growing tech companies in the world, helping SMBs simplify people and business management, so they can focus on what really matters. Their global partner network plays a key role in expanding their reach and delivering top-notch business solutions across industries. Over 50 partnership managers worldwide will leverage the power of Introw.

The Challenge: Managing a hyper-scaling Partner Network

With the rapid growth of Factorial’s partner ecosystem, including resellers, referral partners, and system integrators, they faced challenges in maintaining seamless communication, tracking deal progress, and ensuring an efficient and consistent engagement with all partners. Traditional methods were becoming inefficient and unscalable, limiting their ability to maximize the potential business outcome of these partnerships.

The Solution: Partner collaboration on autopilot powered by Introw

Introw offered a comprehensive PRM tailored to Factorial’s needs:

• Rapid Deployment: We were able to launch a customized partner portal in minutes, eliminating the lengthy setup times associated with traditional PRM systems.

• Seamless CRM Integration: Introw's native integration with our HubSpot, ensures that all partner interactions and deal registrations are synchronized, maintaining a single source of truth. Clara Arnaud, Partner Revenue Operations at Factorial adds: “Great user experience, amazing support and flawless HubSpot integration”,

• Automated Deal and Lead Management: Partners can easily register deals and leads through the portal, with automated tracking and attribution, streamlining the sales process.

• Enhanced Partner Engagement: Features like automated updates, announcements, and content sharing keep our partners informed and engaged without the need for constant manual communication & updates (data below is dummy data). “Introw takes our partner experience to the next level. Putting partner engagement on autopilot, says Sergi Mollins, Head of Partnerships at Factorial.

The Impact: Strengthened Partnerships and Increased Efficiency

Since implementing Introw, we've observed:

• Improved Partner Satisfaction: Partners appreciate the ease of accessing resources, having live and clear data visibility, registering deals, and receiving timely updates, leading to stronger relationships.
• Increased Operational Efficiency: Our internal teams spend less time on admin tasks, allowing them to focus on strategic initiatives and partner development.
• Enhanced Revenue Tracking: With real-time insights into partner-driven deals, we can better forecast and strategize for growth.

Join the Factorial partner program

Joining Factorial's Partner Program means teaming up with one of the fastest-growing tech companies in the world, trusted by thousands of SMBs across 65+ countries. As a partner, you’ll gain access to exclusive resources, co-marketing opportunities, and a powerful suite of Products designed to help clients digitize and optimize their business and people operations. Whether you're a consultant, agency, or tech provider, partnering with Factorial enables you to deliver more value, grow your revenue, and make a real impact in the future of work. Read more.

Conclusion

Implementing Introw has been a transformative step in optimizing Factorial’s partner management processes. By providing a centralized, efficient, and user-friendly platform, we've enhanced collaboration with our partners, leading to mutual growth and success.

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.

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.

About SANDSIV

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.

Introw raises €1M

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.

About the Challenge

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

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If you want your partnership program to succeed, you must build a strong partner enablement strategy. Doing so will ensure your channel partners have the knowledge, resources, and support they need to close deals.

But what is partner enablement? How is it different from partner onboarding? And most importantly, how do you build a partner enablement plan that scales?

We'll answer these questions (and many more) in this article to help you build a better partner sales process for your SaaS company. Let's get started!

What Is Partner Enablement?

Partner enablement is the act of enabling partners to sell on your behalf.

It's done by giving channel partners access to product details, marketing materials, and sales training to improve partner performance and ensure revenue growth.

Think about the sales enablement process you put your sales reps through. An effective partner enablement strategy is similar, but designed for external partners (like resellers, distributors, and affiliates) instead of internal teams.

It's important to note, partner enablement is different from partner onboarding. 

Partner enablement is an ongoing process. You must continually train and support your channel partners for them to be effective. Partner onboarding is a one-time event that introduces new partners to your company so they can start selling.

One more thing: There are different types of partner enablement.

There's product enablement, which teaches partners about the products and services you sell. There's marketing enablement, which teaches partners the best ways to promote your products and services. And there's sales enablement, which teaches partners specific sales techniques to close deals.

Successful partner enablement strategies include elements of all enablement types.

Why Partner Enablement Is Critical in 2025

Now that we know what partner enablement is, let's talk about why it's essential.

There are many reasons to invest in a channel partner enablement strategy. The most important ones are brand identity, customer satisfaction, and revenue growth.

• Brand Identity: Your partners are brand ambassadors. If you don't enable them to market and sell your products effectively, they might misrepresent your brand. This could have a negative impact on your company's reputation.
• Customer Satisfaction: Your partners interact with customers on your behalf. Effective partner training and sales resources - the things a strong partner enablement plan provides - will help your partners deliver better customer support that increases customer satisfaction and retention.
• Revenue Growth: Your partners will sell more products and services when they're properly trained and supported. They'll retain existing customers for longer periods of time as well. These two things will lead to more revenue and success for your company - both now and in the future.

A large partner network isn't enough. You need to provide said partners with ongoing support if you want them to close deals and drive revenue. Fortunately, a proper channel partner program will enable partners to succeed.

Core Elements of a Scalable Partner Enablement Strategy

What does an effective, scalable partner enablement strategy look like? Let's dive into four core elements so you can build more successful partnerships in 2025:

1. Onboarding That Activates (Not Overwhelms)

As we alluded to, onboarding is a partner enablement best practice. 

The key is to welcome resellers, distributors, and affiliates into your partner ecosystem in a way that inspires them to take action - not overwhelms them. Progressive learning paths, tailored to specific partner types and available in your partner portal, let partners get up to speed at their own pace.

With Introw, building these onboarding flows is simple and requires zero code. And with our soon-to-launch LMS, you can go a step further by embedding short quizzes and enabling partner certification right in the portal. 

For many programs, certification is the final step - partners must complete it before they’re fully enabled and able to sell your solution. It’s a win-win: you know your partners are truly prepared, and they gain the confidence to succeed from day one.

2. Centralized, Always-On Content Access

Your partners should have 24/7 access to channel partner sales enablement content. This will help them learn about products or study sales techniques in their own time. 

If possible, co-brand all sales enablement content. Or better yet, work with each partner to create unique materials they can use to close deals.

When partners have exactly what they need to make sales, and customers trust said partners like they would your internal sales team, they'll generate more revenue.

We also suggest syncing content into partner workflows. That way your partners always have access to proper sales collateral. This is often the difference between a sale and a missed opportunity. Support your partners and they'll support you!

With Introw, your partners can always get the content they need via email or Slack. Off-portal access makes it incredibly easy to facilitate deals in real time. And with the Introw AI Agent, partners can interact with enablement materials and ask questions about your product or sales process - getting instant, AI-powered answers 24/7, right when they need them.

3. Real-Time Collaboration

The best partner enablement strategies account for co-selling workflows.

If you're unfamiliar with the term, co-selling is when two companies work together to position, promote, and sell complimentary solutions to the same target market.

Co-selling can be incredibly effective for SaaS companies - if it's done right. To make it work for your brand, design mutual action plans (MAPs) that outline responsibilities. Then give partners access to deal threads to track potential sales.

Also, asynchronous workflows are critical. Partners should be able to communicate with each other conveniently. This will reduce friction and increase sales.

Introw facilitates co-selling in multiple ways.

First, the platform lets you build structured co-sell motions and track them by CRM stage, partner type, and target account segment. Then, channel partners are easily onboarded and given off-portal access to the platform.

Once a partner is working on a deal, they can easily register it using simple forms in the partner portal. The deal is created automatically in your CRM and attributed to the right partner, so nothing slips through the cracks. From there, you can co-sell in real-time, collaborating on deals and moving faster together.

Finally, Introw provides you and your partners with shared dashboards to track partner enablement metrics like win rate, sales velocity, and total revenue.

4. Embedded Performance Insights

Last but not least, commit to tracking partner performance.

Which partners generate the most leads? Which close the most deals? Which drive the most revenue? Create scorecards for every partner and grade them regularly.

Why is this important? Because you can't improve what you don't measure.

When you know what your partners excel at, you can put them in positions to succeed. When you know what they struggle with, you can suggest training materials or sales techniques to increase success.

You're probably wondering, "Which metrics should I track?" We have a few ideas:

• Activation Rate: The percentage of partners who reach a specific milestone in your partner onboarding process. Ideally, this number will be close to 100%.
• Time-to-First-Deal: The time it takes a new partner to close their first deal. 
• Content Engagement: The percentage of partners who use your sales collateral in the sales process. (Can also refer to the percentage of customers that consume sales content throughout the sales process.)
• Partner-Sourced Revenue: The amount of revenue your partners generate for your company. Try to measure this on a partner-to-partner basis.

These metrics should be easily accessible in your partner relationship management (PRM) tool. And, if you use an app like Introw, automatically synced with your CRM.

Step-by-Step Framework to Launch a Partner Enablement Program

It doesn't matter if  your title is "partner sales manager," "partner development manager," or something else. You can use this simple, step-by-step partner enablement framework for your SaaS company. Here's how to do it:

Step 1: Define Your Partner Personas

Start by categorizing your partner types. Said types might include resellers, referral partners, managed service providers (MSPs), and tech alliances - or all of the above.

Every partner type has different needs, goals, and enablement touch points. By separating them, you'll be able to customize your onboarding flows, content, and metrics. The result? More prepared partners who drive more revenue.

For example, Introw users often build partner-type-specific experiences to boost sales. When this happens, their partners tend to close more deals in less time.

With other tools, this would be almost impossible. Our users would have to hire a team of developers to make it happen. Thanks to Intro's no-code flow builder, partner managers can quickly build individualized flows for every partner type.

Step 2: Align Enablement Goals With Revenue KPIs

If you judge partner success by "activity" you'll be disappointed in the outcome.

Your partner enablement strategy should map to specific pipeline, activation, and revenue goals. Think: time-to-first-deal, partner-sourced pipeline, or deal velocity.

• Time-to-First-Deal: The time it takes a new partner to close their first deal
• Partner-Sourced Pipeline: Leads and sales a partner generates for your brand
• Deal Velocity: The speed at which a partner negotiates and finalizes a sale

Introw integrates seamlessly with Salesforce and HubSpot. As a result, the mutual action plans (MAPs) you create inside Introw, as well as the deal tracking tools you use to monitor partner performance, appear directly inside your CRM account. No manual data entry is needed, which saves time and reduces errors.

Step 3: Build an Always-On Enablement Hub

Next, create a centralized resource hub that partners can access at any time.

Your resource hub should include product details and training, sales playbooks and guides, deal registration links, and anything else your partners need to make sales.

This is important: Allow partners to view, download, and use resources without a login. The best partner enablement strategies meet partners where they work. Forcing them to remember another password creates unnecessary friction.

This is easy to do with Introw. Our platform standardizes off-portal access, which means users can speak, teach, and otherwise engage with their partners via email or Slack. These conversations are then synced to their CRM for future reference.

Step 4: Operationalize Key Workflows

Now you need to create and implement partner-oriented workflows.

What does this look like? It depends on your unique business and the objectives you want to achieve with your partner program. But here are a few ideas:

• Automate lead and deal registration
• Automatically send MAPs for timely review
• Setup notifications to streamline co-selling activities
• Receive notifications when partners contact your team

These things will help you and your partners stay aligned on goals. And because so much of it will be automated, the potential for human error is almost zero.

Take Introw, for example. Once you're set up with our platform, deal registrations, MAP approvals, and partner communication will happen natively inside your CRM, not in a disconnected portal. This will streamline your workflows and boost sales.

Step 5: Track Partner Engagement and Optimize

Remember, enablement doesn’t stop after onboarding.

Measure content engagement, response times, deal progression, and follow-up activity. Then use these insights to improve your materials and workflows.

Also, we suggest asking for partner feedback to learn what works and what doesn't. You can then use their advice to optimize processes and ensure mutual growth.

Introw simplifies performance tracking via built-in engagement metrics, Slack nudges, and CRM-linked reporting. In other words, Introw gives you the data you need, inside the platforms you already use. This makes it much easier to optimize partner enablement strategies and processes in real time.

Avoid These Partner Enablement Mistakes

We won't lie to you, implementing strong partner enablement tactics takes time and effort. But you can streamline the process by avoiding common mistakes.

• Portal-Only Access: Partners should be able to access enablement content in multiple ways. Restricting them to a password-protected portal is not wise.
• Generic Content: While you can't create custom content for every partner, you can tailor content to specific partner types. This is a realistic way to ensure partners have the knowledge and resources to close deals. 
• Misalignment: Your partner enablement strategy should align with your SaaS company's overarching pipeline and revenue goals. Track metrics that support your objectives. Popular examples include time-to-first deal, partner-sourced revenue, and deal velocity.
• No CRM Visibility: The data inside your partner portal, from simple conversations to deal registrations, should be visible in your CRM. That's why you should use a partner enablement tool with seamless integration options.

Final Thoughts: Partner Enablement Is a Revenue Lever, Not a “Nice to Have”

Partner enablement is essential in 2025 - and will continue to be for years to come.

If you support your partners via proper onboarding processes, relevant content, real-time collaboration, and consistent tracking, they'll drive more revenue.

Introw simplifies partner enablement. With our platform, you can build fresh experiences for every partner type, integrate with Salesforce or HubSpot to align on goals, create off-portal content hubs, and track essential metrics.

Sign up for a demo to see how Introw can improve your partner enablement efforts.

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Are you disappointed in your SaaS company's partner program?

You’re not alone. Most companies have confusing onboarding flows, scattered resources, and no clear path to a partner’s first deal. The result? Partners feel lost, engagement drops, and it takes far too long to see any real revenue from your partner program.

Good news: you can fix these problems with a channel partner onboarding process.

Keep reading to learn why B2B partner onboarding matters, how to onboard new partners successfully, and tools to dramatically improve partner performance.

Why B2B Partner Onboarding Matters More Than Ever

First impressions define relationships.

If a partner thinks your SaaS company is unorganized or unsupportive at the beginning of your partnership, they'll keep thinking it until the partnership ends.

An effective onboarding process will improve the partner journey from day one. How so? By ensuring each partner has the training, tools, and support they need.

Put simply, a strong onboarding process will increase partner engagement, boost deal velocity, and reduce churn—all of which will lead to higher revenue numbers.

A 10-Step Channel Partner Onboarding Checklist for 2025

How do you build a partner onboarding program that works?

While we can't make guarantees, the 10-step partner onboarding template below will give the best chance to succeed in this area. Let's dive in…

Step 1: Define Partner Types and Journeys

Every partner is different. This is especially true in regard to partner types.

Referral partners are not the same as reseller partners, who are not the same as tech partners. Each has different goals, and thus, needs different onboarding workflows.

Before you do anything else, understand the partner types your SaaS company works with. Then map out an effective, repeatable journey for each.

Tools like Introw make this easy. Our platform has a no-code flow builder that will help you quickly customize onboarding workflows based on partner types. Just as important, Introw includes automation features to streamline engagement.

Step 2: Share Clear Role Expectations & GTM Alignment

What do you want your partners to actually do?

Should they generate leads for your company's sales team? Should they work with your sales reps to walk prospects through the entire sales process? Should they sell independently via affiliate links? There are plenty of options.

Once you define partner roles, set timelines and key milestones. This will help you monitor partner progress and evaluate partner performance in an objective way.

Note: you don't have to set roles, timelines, and milestones for individual partners in your partner program. Instead, aim to define these things for each partner type.

Step 3: Provide Fast, Flexible Training Access

The best partner onboarding programs include effective training materials.

This begs the question, "What does effective partner training look like?" Simple: effective partner training is bite-sized, asynchronous, and easily trackable. 

• Bite-Sized: Your partners don't have time for manuals or lengthy videos. Your training materials need to deliver quality information fast.
• Asynchronous: Your partners have busy schedules. Asking them to attend training at specific times is unrealistic. Your training materials should be asynchronous so partners can consume content when they have time.
• Trackable: Your partners are easily distracted. Your training materials should be trackable. That way you always know where they are in the training process and can keep them on track. This will ensure mutual success.

You might be wondering, "How do I deliver all these training materials?" There are multiple ways, but tools like Introw allow you to store and deliver content at scale. You can also invest in a full-fledged learning management system (LMS) if needed.

One more thing: Avoid gated content at all costs. Your partners aren't leads. Asking them for contact details in exchange for content will only lead to frustration.

Step 4: Set Up Deal Registration and Lead Sharing

Your partners are trained and ready to make sales. Now what?

Now you need to set up deal registration and lead sharing processes. If you don't, your partners won't be able to fill your pipeline with prospects or generate sales.

Every partner that goes through your SaaS company's onboarding process should know exactly how to submit leads, register deals, and receive feedback quickly.

With Introw, users can connect deal registration procedures directly with their Salesforce or HubSpot accounts, which will then provide them with real-time alerts. Introw is also equipped with AI to handle conflict resolution quickly and effectively.

Step 5: Assign Internal Partner Owners

Quick suggestion: take partner relationship management seriously.

How does this apply to the partner onboarding process? Ensure partners have clear points of contact within your SaaS company. Someone they can easily reach out to for advice, product information, and the occasional bit of encouragement

This will lead to better outcomes. Your partners will get the data they need to close deals. And your company will benefit from the revenue said partners generate.

Step 6: Establish Communication Channels

How will you communicate with your partners?

You could handle all partner questions via email. Or create a dedicated Slack channel to share updates. Or invest in some kind of company intranet tool.

As long as your chosen channel is easy for partners and channel managers to use - and allows for asynchronous communication—you should be good to go.

Introw was built with effective communication in mind. Our platform integrates with Slack and replies are auto-synced with Salesforce or HubSpot - no login required.

Step 7: Share Enablement Content

Make sure every partner has access to enablement content within their dedicated partner portal. We're talking about product docs, pitch decks, and case studies.

These materials will help your partners educate customers, make sales, and drive revenue for your SaaS company. As such, they're essential to partner performance.

In an ideal world, your enablement content will be tailored to specific use cases, regions, and/or products. This will make it easier for partners to use the right materials at the right times. The result? Greater business growth. Win!

Step 8: Introduce Mutual Action Plans (MAPs)

We asked you to consider goals and timelines in "Step 2" of this partner onboarding checklist. Now it's time to pursue those goals via mutual action plans.

A mutual action plan, sometimes referred to as a MAP, is a document that describes how you and your partners will achieve specific objectives in a systematic way.

Work with partners to determine goals, steps to accomplish them, and expected timelines. That way you're all on the same page and can pursue objectives together.

Introw users can access MAPS directly inside their Salesforce or HubSpot accounts, which ensures visibility for all parties and promotes strong collaboration.

Step 9: Track Activation & Engagement Metrics

You have to track metrics to build an effective partner onboarding program. The question is, which metrics should you track. Here are the most important ones:

• Content Engagement: Has the partner completed the necessary training courses? Have they viewed your enablement content? Top performing partners know these things lead to more sales and success.
• Deal Registration: How many deals has the partner registered? At the end of the day, partner success is determined by revenue generated. The more each partner drives, the better—for them and your SaaS company.
• Co-Selling Behavior: Are your partners open to co-selling opportunities? Co-selling is a proven way to close deals at a consistent clip. The best partners take advantage to hit their sales targets on a regular basis.

Also worth mentioning, logins do NOT equal success.

You want partners to consume training programs, engage with your enablement content, and register new deals. Simply logging in to your partner portal doesn't drive revenue. As such, the metric doesn't signal a successful partner.

Step 10: Schedule Checkins and Optimize

Finally, schedule ongoing meetings with every partner.

These regular checkins will give you the chance to evaluate partner pipeline, assess partner progress toward goals, and educate partners to ensure future success.

We suggest 30, 60, and 90 day checkins with new partners. That way you can address questions, offer advice, and otherwise make sure your partners have a solid foundation. After 90 days, schedule quarterly business reviews (QBRs) instead.

You should consider incentive programs as well. This will encourage partners to work harder, which will only help to improve your partner program.

The Tech Stack You Need to Automate and Scale Partner Onboarding

As you might expect, the right tech stack can make all the difference when building a strong partner onboarding process. But which platform should you choose for your SaaS company? Look for a tech stack that offers:

• A CRM-Native Setup: Make sure your tech stack connects seamlessly to your CRM. That way you don't have to manually transfer data between systems.
• Off-Portal Collaboration: Make sure your platform allows you to interact with partners outside of the portal. This will reduce frustration for partners.
• No-Code Workflows: Make sure your tool is no-code. That way your team can build new partner workflows in a flash, even if they can't write code.
• Partner Engagement Tracking: Make sure your tech stack allows you to track partner engagement metrics. This will help you evaluate and optimize performance.
• Modular Partner Flows: Make sure your platform lets you easily customize partner workflows. That way you can tailor each one to a different partner type.

Introw was purpose-built for partner onboarding in 2025.

Our platform integrates perfectly with Salesforce and HubSpot, allows for off-portal collaboration, and includes important partner engagement metrics.

It's also no-code, so you can design custom workflows for every partner type. And you can do it in minutes, even if you've never coded before.

Sign up for a free demo today to see if Introw is right for your SaaS company.

Final Thoughts: Your Onboarding Checklist = Your Partner’s Launchpad

An effective channel partner onboarding process is essential in 2025.

Without one, your partners won't have the information and support they need to generate leads and close deals. This is why so many partner programs fail.

After reading this article, you know exactly how to build an effective partner onboarding process. Just as important, you know what to look for in a partner onboarding tool. Combined, this knowledge will help you grow profits via partners.

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Kiflo is a popular partner relationship management (PRM) tool. But if you're reading this article, you've probably realized it's not the best option for every SaaS team.

This is especially true for scaling startups with growing partner programs.

Sure, Kiflo is easy to use, has valuable features, and is reasonably priced. But it does NOT include important RevOps features or allow users to create off-portal user experiences. It's not CRM-native either. These limitations make it a subpar option for scaling SaaS businesses.

Not to fear! In this article, we analyze nine Kiflo alternatives to help you choose the right PRM for your SaaS and grow partnership revenue ASAP. Let's dive in…

Why SaaS Teams Look for a Kiflo Alternative

Interested in a Kiflo alternative?

It's probably because Kiflo doesn't offer CRM-native integrations, has limited forecasting and reporting capabilities, and/or lacks important user experience features.

Let's explore each of these limitations in greater detail:

No Native Native CRM Integrations

Kiflo doesn't integrate directly with CRM platforms like Salesforce and HubSpot.

To make these connections happen, users have to invest in a tool like Zapier. But this solution falls short, as it often causes duplicated work and fragmented data, while preventing deal sync. 

Not to mention, it costs more money to implement and creates an extra level of complexity. As such, scaling SaaS brands should choose a PRM with native CRM integrations.

No Customizable Partner Portal

Kiflo doesn’t let you fully customize the partner portal experience. As your program grows, you’ll need to tailor onboarding, branding, and workflows to fit different partner types and tiers. 

With Kiflo’s one-size-fits-all approach, you can’t create a unique experience for your resellers, referral partners, or MSPs — which means less engagement and more friction for your partners.

No Off-Portal Collaboration

Kiflo requires partners to log in to the portal for every interaction - whether it’s registering a deal, accessing resources, or providing updates. 

There’s no support for frictionless, off-portal collaboration (like replying via email or Slack with automatic sync to your CRM). This creates extra steps, slows down partner engagement, and can result in missed updates or delayed deals. 

9 Best Kiflo Alternatives in 2025

Kiflo helped you build a new partner program.

Now that said program is up and running, you want to enhance productivity, facilitate seamless collaboration, and drive more sales. You know you need a new PRM to achieve these things.

Which PRM should you choose? One of the nine Kiflo alternatives below will fit the bill:

1. Introw — Best CRM-Native PRM for SaaS Teams

Introw is one of the few PRMs that was built with CRM integration in mind.

It connects seamlessly to Salesforce and HubSpot and allows SaaS companies to collaborate off-portal. Just as important, the platform is no-code, so integrations and other features can be set up in minutes.

In addition, Introw helps simplify partner onboarding and deal flows, automates engagement tracking for hundreds of partners at once, and powers co-selling - all directly inside your CRM.

Key Features:

• CRM-first, so all data stays inside your CRM
• Real-time deal registration, forecasting, and MAPs
• Slack and email sync for timely notifications and reminders
• Modular workflows for referral, co-sell, and reseller partners
• No-code setup, so anyone can customize their PRM software

Request a demo to see if Introw is right for your SaaS brand!

2. PartnerStack — Best PRM for Growing Affiliate Sales

PartnerStack connects users to affiliates, resellers, and referral partners through a user-friendly interface. This simplifies the management process and leads to more sales.

The tool also includes advanced features and automation capabilities that can be used to improve marketing efforts and better recruit new partners.

Unfortunately, PartnerStack has limited CRM visibility, which creates friction for users.

Key Features:

• Recruit new partners
• Train partners effectively
• Track every partner sourced lead
• Issue partner commissions automatically

3. Partnero — Best for Influencer-Focused Growth Strategies

Partnero was specifically designed to help companies create affiliate and referral programs.

It enables users to track links and coupon codes, offer goal-based rewards, and use sophisticated commission structures. It also integrates seamlessly with popular tools.

It should be noted, however, Partnero was not designed for co-sell SaaS motions. If that's an important aspect of your company's sales approach, consider a different Kiflo alternative.

Key Features:

• Create affiliate, loyalty, and email newsletter referral programs
• Offer a variety of dynamic rewards and keep partners engaged
• Track partner performance and make data-driven decisions
• Integrate with popular tools like PayPal and WooCommerce

4. Channelscaler — Best for Large Enterprises

Channelscaler is the combination of two leading PRM tools: Allbound and Channel Mechanics. Together, the two tools create a capable solution for large companies.

Use Channelscaler to create partner portals, host content libraries, train new partners, offer a variety of incentives, close and track sales, integrate with other apps, and more.

As you can see, Channelscaler has a lot to offer, but you'll pay to use it. The platform is more expensive than other solutions. Sadly, you'll also have to deal with a rigid user experience.

Key Features:

• Build and manage a content library
• Develop learning tracks and certifications
• Manage market development funds (MDF)
• Easily distribute leads and register new deals
• Access detailed channel insights and reports

5. Tolt — Best for New Affiliate Programs

Tolt is all about affiliate marketing for SaaS companies.

After registration, customers can use Tolt to create branded portals for their affiliates, analyze important metrics related to their affiliate programs, and streamline affiliate payments.

While Tolt is a strong option for new affiliate programs, it lacks advanced PRM features. For example, Tolt doesn't offer deal registration tools. Its forecasting features are also weak.

Key Features:

• Easy setup
• Quick affiliate onboarding
• Intuitive interface and reporting tools
• Integrations with multiple payment apps

6. Impartner — Best for Global Organizations

Impartner is an extremely robust platform for global enterprises.

Does that sound like your company? Then you'll likely enjoy Impartner's many features, from personalized partner onboarding to advanced performance tracking and incentive management.

Just know that these features are often difficult to implement. If you're looking for an intuitive, user-friendly solution to manage your partner program, look elsewhere.

Key Features:

• Personalized partner onboarding
• Partner training and certification
• Advanced performance tracking
• Incentives and rewards management
• Integrations with other top tools

7. Impact.com — Best for Influencer-Focused Growth Strategies

Impact.com was made to accelerate growth via affiliates, social media influencers, media publishers, and pretty much every other partner type. (Though, it really shines with influencers.)

Use the platform to recruit partners, encourage engagement, track performance, automate payouts, and optimize results. In other words, manage partnerships through the entire lifecycle.

Impact.com is a strong PRM software, but it wasn't built specifically for SaaS brands. Software companies that want to drive results via partnerships might want a more tailor-made tool.

Key Features:

• Discover and recruit potential partners
• Track partner engagement and performance
• Create contracts and pay partners automatically
• Optimize partner programs based on in-depth analytics

8. Rewardful — Best for Small, Bootstrapped Teams

Rewardful offers "All-in-One Affiliate Management Software for SaaS".

Once users are set up with the platform, they can build custom affiliate portals, set different commission structures for different partners, track and settle payments, and more.

While not as fully featured as other PRMs, Rewardful is easy to use and affordable, which makes it a solid option for small, bootstrapped teams in the SaaS space.

Key Features:

• Build a user-friendly portal for affiliates
• Track performance via links or coupon codes
• Set up mass affiliate payouts through PayPal or Wise
• Build no-code integrations with Stripe, Paddle, and more

9. Partnerize — Best for Enterprise Direct to Consumer Sales

Finally, Partnerize connects brands with retailers, influencers, affiliate marketers, and more. The goal? To build complete partner programs that increase sales and drive revenue.

Partnerize gives users the ability to find potential partners, collaborate with them on sales, track their performance with real-time analytics, and send commission payments at scale.

Partnerize can be used by any SaaS company with the means to pay for it. But it's best suited to large organizations that focus on ecommerce and/or direct to consumer sales strategies.

Key Features:

• Tap into Partnerize's database of 1M+ potential partners
• Analyze metrics to see which partner strategies work best
• Build custom commission structures based on desired outcomes
• Issue prompt payments to partners in their preferred currencies
• Integrate with top commerce, content, and influencer solutions

How to Choose the Right Kiflo Alternative

We know what you're thinking, "All of the PRMs above sound great! How do I choose the best Kiflo alternative for my company?" We're glad you asked. Here are three suggestions:

Prioritize CRM Compatibility

A PRM will not replace your CRM. The tools should work together to boost revenue for your company. Look for Kiflo alternatives that prioritize CRM compatibility and connect to the CRM you already use. This will help you avoid information silos and make more sales.

Focus on Channel Revenue, Not Just Signups

Partner signups are great - but only if they produce revenue. Choose a Kiflo alternative that will support your company's specific partner journey, from onboarding to closed deals. Doing so will help you create better partner experiences that lead to more sales, revenue, and success.

Evaluate UX for Partners

Speaking of partner experiences, the best Kiflo alternatives support off-portal collaboration, so partners can close deals without logging in to a PRM. They also offer real-time visibility, so partners always know how many sales they've made and how much money they'll earn within a given time period. These things may sound simple, but they keep partners engaged. And engaged partners drive more revenue. As such, they're essential to a strong partner program.

Introw: The Best Partner Relationship Management Tool for SaaS Companies in 2025

There are plenty of good PRMs on the market. But Introw leads the pack because it's CRM-native, built for RevOps alignment, and helps users to create better partner experiences.

Put simply, Introw integrates directly with powerful CRMs like HubSpot and Salesforce, which means partners can use CRM data to increase sales. Just as important, the sales partners make via Introw portals are automatically logged in your CRM - no more manual data entry!

Introw also allows users to work off-portal, supports asynchronous workflows via Slack and/or email, enables modular and scalable partner flows, and includes real-time forecasting.

Plus, Introw offers transparent pricing that almost every scaling SaaS company can afford. Request a demo of Introw today to see if it's right for your company's partnership program.