Cloud service provider puts Seismic’s enablement platform into partner portal
Managed cloud service provider Rackspace is using gamification to engage with partners by leveraging Seismic’s sales and partner enablement platform.
The Lowdown: Through the platform, Rackspace will be able to give its partners access to the same training and marketing materials that its own salespeople use. For the company, that will mean a consistent message throughout its channel and direct-sales efforts.
The Details: The new features from Seismic are part of Rackspace’s updated partner portal. By giving the direct salesforce and channel partners the same content and training materials, Rackspace will be able to track which content is being used and which parts of the partner program are most effective in helping the company close deals.
The gamification comes from enabling partners to collect points based on each asset they download through the Seismic platform. Assets are rated by importance, and more points are given to partners for downloading high-priority assets and watching training videos. The points collected can be applied to certifications or used to get Rackspace swag.
Background: Professional IT service company CGS in a survey noted in a report that 54% of companies reported that such partner enablement efforts can increase sales, 72% said they increase market penetration, and 82% said they would drive geographic expansion over the following 12 months.
The Buzz: “Prior to using Seismic, our training, sales, and marketing content was delivered to our partner community through a myriad of different tools,” said Lisa McLin, vice president of alliances and channel chief at Rackspace. “The process of ensuring that everyone had the right assets was not easy. We would have to e-mail partners individually, which was laborious and prone to human error. Now, we upload all our assets directly into Seismic, which makes it easy for our direct-sales team and channel community to obtain the materials they need to engage with prospects, from one single source of truth. Adding gamification to the program has also motivated partners to engage with and use the content we’ve produced.”
“A strong channel enablement strategy is a critical component to any successful partner program,” said Doug Winter, CEO and co-founder of Seismic. “Customers like Rackspace are showing the industry that it’s time to flip traditional approaches to channel enablement on its head. New strategies like gamification provide organizations with a fun way to engage partners, and when it’s supported with intelligent sales enablement technology like Seismic’s, they can track the success of the program and determine whether they need to pivot their approach, produce new assets, or offer added support to particular partners. The partner community is a powerful extension of a company’s direct-sales team, and it’s exciting to see leaders like Rackspace adopt and set the tone for best practices in this area.”