Ecosystem-wide view of accounts
VAST Data accelerates growth with an ecosystem-wide view of target accounts inside Salesforce
VAST Data is on a mission to democratize fast access to all data with innovative storage technology. Selling through a 100% indirect model, VAST Data works closely with technology companies and resellers around the world — and as the fastest-growing storage company in history, they are delivering a best-in-class product while empowering resellers to sell.
Michael Cullen, Channel Manager at VAST Data, first heard of PartnerTap when a peer at Stratascale invited him. Within five minutes he had signed up, mapped accounts, and was identifying specific targets for introductions. Phil Manez, Director of Channel Sales, agreed an ecosystem-wide view of target accounts was a top priority — and PartnerTap was rolled out to a crowd of cheers at VAST’s sales kickoff in NYC two months later.
Five minutes to value
“My Stratascale Channel Manager invited me to PartnerTap, and in less than 5 minutes we had mapped accounts and were identifying companies to target.”
Michael Cullen, Channel Manager
From untouched spreadsheets to a growth driver
Before PartnerTap, VAST Data field reps regularly received account lists from partners with no way to mine them — the lists went into a Google Drive folder and sat untouched. Katy Collins, Global Channel Programs Manager, put a new process in place: field reps send every list they receive to their channel manager, who uploads it into PartnerTap. Everyone now sees which partners are engaged at each account, building a rich ecosystem view of accounts and opportunities.
VAST Data teams also invite partners to connect and share real-time account owner information on shared accounts. That data is pushed back into Salesforce with PartnerTap’s managed package, so sales reps see every partner relationship on their target accounts without logging in anywhere else.
“PartnerTap has turned all those partner account spreadsheets into a powerful growth driver for us. Instead of sitting in a silo, they now enrich our view of every customer and prospect.”
Katy Collins, Global Channel Programs Manager
“When I show PartnerTap to our other partners they agree it’s a no brainer and are ready to get started.”
Michael Cullen, Channel Manager
“The data we get from PartnerTap helps us drive conversations with partners that are more tangible and generate more results.”
Michael Cullen, Channel Manager
PartnerTap impact and best practices at VAST Data
Executive sponsorship.
Top-level executives support PartnerTap as a strategic channel program.
Connected to Salesforce.
PartnerTap is wired directly into their CRM for real-time data mapping.
Partner data in CRM.
All partner data is pushed back into Salesforce so reps see which partners have a relationship at each target account.
Bounty Accounts.
PartnerTap reports identify the top accounts for each reseller to focus on.
Every spreadsheet mapped.
Channel managers upload every partner list received and map it instantly against all VAST Data accounts.
Actionable partner conversations.
Channel managers use PartnerTap data to drive conversations that generate more results with each partner.
Promoted to partners.
Partner operations promotes PartnerTap in the monthly channel webinar and channel newsletter.
There was a legit round of applause for PartnerTap when I introduced it at SKO this year. What really got our reps excited was seeing all their partner data on each account right inside Salesforce.”
Phil Manez
Director Channel Sales, VAST Data
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