The Results:
"The results speak for themselves," said Kristian Vanberg, WebCruiter Business Development. He continued, “Our experience is that partners are truly blown away by a small software vendor like WebCruiter, both promising and delivering a more professional partnering experience than even the largest global ISVs they compare us with. This gives tremendous leverage throughout the partner planning cycle. Channeltivity has allowed us to build a truly replicable partner model, which can be scaled up both horizontally in new markets – or vertically – through deeper engagement with existing partners. Our partners are now recommending us to other channels, a true testament to the credibility Channeltivity has allowed us to establish as a true 'channel organization.'
About the Client:
WebCruiter is a web-based recruitment solution. With WebCruiter you will stand out as an attractive employer while ensuring quality of hire and increasing efficiency. WebCruiter has delivered online recruitment solutions since 2000. In 2009 WebCruiter was included in Gartner’s “Magic Quadrant for e-recruitment software.” and in 2010 on Deloitte’s Technology Fast 500 EMEA. The WebCruiter solution is used in more than 40 countries.
The Problem:
WebCruiter needed a solution that would help enable and engage their partners. More importantly, they needed an application to drive their company philosophy and core values of providing extraordinary service and surpassing customer expectations through their channel partners.
In order to accomplish this, Erik Spade, Director of Sales at WebCruiter said, “We would compete and win by establishing 'partnering excellence,’ to be the best partner choice for our target channels. We needed to make sure channel sales reps had support systems for training, accessing marketing collateral, deal collaboration, coaching and mentoring equal to or better than our internal reps. We needed to send a signal about our dedication to changing from a direct sales organization to a channel sales organization and to support the change process through structure and process support. We knew that in order to provide the basis for an agile and effective channel sales operation, we needed to put in place, early on, an 'ideal' architecture and build our business around this, rather than trying to retrofit technology around processes that evolved on disparate systems later on.
The Solution:
To accomplish these objectives, WebCruiter implemented Channeltivity Enterprise and implemented the Portal Content Management module. This module allows for highly personalized partner experience and segmentation of content across different partners with minimal administration. They also implemented the Resource Library module which also allows for segmentation of content for specific groups of partners and provides metrics on which resources are most utilized. They implemented both Lead Distribution and Deal Management & Collaboration enabling them to disseminate leads to partner, and to monitor deal flow from partners so they could better collaborate and coach to facilitate channel sales success.