Case studies
How SANDSIV increased partner adoption by 30% with Introw
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To keep referral partners informed about the status of leads, SANDSIV relied on manual updates & outdated spreadsheets, causing significant time loss.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.
The 3 ways to manage your partners in HubSpot and attribute revenue
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?
- 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.”
- 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)
- 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?
- 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)
- Associate the partner company to a deal and select the label “partner sourced” (or partner influenced)
- 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?
- 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
- Associate the right company object to the partner object in order to have all the right data connected
- 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.
✅ Partners don't need to login to a portal
✅ Simplifying B2B partnership collaborations
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.
Introw raises €1M to launch Digital Partnership Rooms
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