InsideSales overhauls partner programme

New three-part partner scheme focuses on solution integrators, ISVs and academic bodies

Sales acceleration vendor InsideSales is encouraging its solutions integrators to venture into reselling with the launch of its new channel programme.

The Utah-based vendor's predictive platform integrates with Salesforce and Microsoft's CRM software.

Martin Moran, EMEA general manager and senior vice president, said: "If you think about a classic sales funnel, at the top you have marketing input and demand generation, and at the bottom is the CRM, which is the depository of sales processes. We sit in the middle of the funnel, and we enable sales acceleration through the use of predictive analytics."

The new three-part partner programme - which launched last week - focuses on the vendor's SIs, ISV partners and academic bodies, with which InsideSales will be working to further develop research on sales acceleration.

Moran explained: "[Product integration] is really where we are effectively enabling selected ISVs to have access to our APIs. This allows those ISVs access to the data and the science of sales acceleration that we use, enabling them to integrate other solutions with our products."

There is also an enablement programme, which will take partners through the customer life cycle, aimed at helping SIs to move into reselling.

"We've been looking at how we can effectively enable partners to become resellers," Moran added. "The relationship in terms of enablement is much deeper [with resellers], in terms of enabling them to be able to market, sell, implement and support. Whereas an SI relationship is slightly more truncated."

The vendor currently has 30 to 35 channel partners globally, and Moran said the figure is increasing every month.

InsideSales has strategic partnerships with Salesforce and Microsoft, and most of its channel partners are from the two vendors' ecosystems.

However, part of the reason for the new programme is to build on its partner base from independent partners.

"My focus is really on world-class partner enablement capabilities that allow us to find the right partners and enable them to go and market, sell, implement and support the InsideSales technology," said Moran.

Implementation and consultancy firm CRM Manager has been an InsideSales partner for a year, and it was the vendor's first implementation partner.

CRM Manager's founder and CEO, Andy Atkins, said: "Because we have a lot of clients with Salesforce, our goal is to help those clients utilise InsideSales.

"We've done close to 15 implementations with the new programme already. This was a natural fit for us. With their connection to Salesforce, I think this is a winning programme."