VAST Data Case Study

VAST Data Uses PartnerTap to Accelerate Growth with an Ecosystem-wide View of Target Accounts Right Inside Salesforce CRM

VAST Data Logo

VAST Data is on a mission to democratize fast access to all data with innovative storage technology. Selling their products through a 100% indirect model, VAST Data works closely with technology companies and resellers around the world. As the fastest-growing storage company in history, VAST Data is doing a great job delivering a best-in-class product, building trusted partner relationships and empowering resellers to sell.

Like most companies that sell through the channel, VAST Data has a growing team of Channel Managers that own the relationships with resellers, and a team of Field Sales Reps who engage with partner sellers to support and accelerate deals. VAST Data also works closely with alliance partners with complementary technologies. Growing 5x in the past year, the channel and alliance teams are clearly doing something right.

Michael Cullen, Channel Manager at VAST Data, first heard of PartnerTap when he was invited by his peer at Stratascale. Within five minutes he had signed up for PartnerTap, mapped accounts, and was identifying specific target accounts for introductions. Phil Manez, Director of Channel Sales at VAST Data, agreed it was a top priority to get an ecosystem-wide view of their target accounts, and PartnerTap was rolled out to a crowd of cheers at VAST’s sales kickoff in NYC just two months later.

“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

VAST Data Channel Manager

“We set out to understand the entire ecosystem around our target accounts. PartnerTap is now the single source of truth for the entire partner ecosystem around our target accounts.”

Phil Manez

Director Channel Sales, VAST Data

“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

VAST Data 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

VAST Data Channel Manager

Before using PartnerTap, the VAST Data field sales reps would regularly receive account lists from partners, but had no way to mine the valuable information from them. They would typically upload these lists into a Google Drive folder where they would sit untouched.  Katy Collins, Global Channel Programs Manager at VAST Data, leads operations and programs for their reseller channel. Katy has embraced PartnerTap and immediately put in place a new process whereby field reps can now send any list they receive to their channel manager who uploads it into PartnerTap. This process gives everyone visibility into which partners are engaged at each account, while building up a rich ecosystem-view of their accounts and opportunities.

In addition, the VAST Data teams are inviting partners to connect with them on PartnerTap and share real-time account owner information on shared accounts. All this valuable partner data is then pushed back into their Salesforce account using PartnerTap’s Salesforce managed package. This means sales reps can see every partner relationship on their target accounts right inside Salesforce – no need to login or look anywhere else.

“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

“The data we get from PartnerTap helps us drive conversations with partners that are more tangible and generate more results.”

Michael Cullen

VAST Data Channel Manager

PartnerTap impact and best practices at VAST Data:

 

  • Top-level executives support PartnerTap as a strategic channel program
  • Connected PartnerTap directly with their Salesforce CRM for real-time data mapping
  • Push all partner data back into Salesforce CRM so Sales Reps can see which partners have relationship at each target account – without having to login or look anywhere else.
  • Every single partner spreadsheet that is ever received is quickly uploaded by channel managers and instantly mapped against all VAST Data accounts in Salesforce – enriching the multi-partner view of accounts.
  • Use PartnerTap reports to identify top “Bounty Accounts” for each reseller to focus on
  • Channel Managers use data from PartnerTap to drive actionable conversations that drive more results with each partner
  • Partner operations actively promotes PartnerTap to all partners in monthly channel webinar and channel newsletter.

“I use PartnerTap for our Bounty Program, which incentivizes partners to make introductions into a defined list of target accounts based on vertical and size. It’s now very easy for our field reps to instantly see which bounty accounts each partner is already engaged with or focus a reseller on specific bounty accounts for the next year.”

Katy Collins

VAST Data Global Channel Programs Manager

“PartnerTap is a top-priority channel program for us and powering our next phase of growth through resellers.”

Phil Manez

Director Channel Sales, VAST Data

Drive more revenue with each partner

Unlock the opportunities buried within your partner ecosystem to accelerate sales and customer success, request a demo today!

PartnerTap Ecosystem Sales Platform

Secure partner platform helps channel and sales teams drive more revenue from each partnership

Account Mapping

Instantly map millions of accounts to identify your mutual overlap with each partner

Sharing Controls

Control what data you share on a partner-by-partner basis

Channel Pipeline

Empower channel teams with the data and reports they need to identify new sales opportunities

Co-Selling

The real-time data and tools sellers need to sell more with ISV, reseller, and marketplace partners

Ecosystem Analytics

Track all the sales opportunities sourced and accelerated with partners

CRM Integration

PartnerTap is pre-integrated with all the popular CRM applications

Industry Overview

Every B2B products and services company works with partners. PartnerTap helps you grow revenue with your partners.

Financial Services

Extend your reach as a trusted adviser and win more clients

Insurance

Grow insurance sales with partners

Software

Sell more software with partner insights

Hardware

Expand your distribution with smarter partnering

Private Equity

Build an acquisition revenue machine

Telecommunications

Accelerate co-selling with agents, brokers and sales reps

HR Tech

Co-sell with the leading HR technology sales teams

Professional Services

Extend your sales reach with partners

Travel

Win more corporate travel business with partners

Company Overview

We built PartnerTap to help companies drive more revenue with partners. Learn about our story and background.

Leadership

Learn about our executives and company leaders helping customers drive more revenue

Partners

Learn more about our technology and consulting partners

Blog

Read our latest blog post or browse the archives for partnering best practices

Contact Info

Need to speak with someone at Partnertap or reach support?

Pricing

Explore our different editions and options for your teams

Support

Submit a ticket, browse our FAQs, or chat with a support rep

Careers

View a list of career paths with PartnerTap