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Location software vendor revamps channel program

Location software vendor revamps channel program

Pitney Bowes Business Insight adds Web-based Partner Portal to enhance communication with channel partners.

Pitney Bowes Business Insight (PBBI) has refreshed its partner program and introduced a Web-based Partner Portal.

The Pitney Bowes’ software subsidiary specialises in location and communication intelligence software. It recently streamlined its program globally in an effort to provide consistency for partners looking to establish a multination presence.

The Web portal includes information on PBBI solutions as well as sales leads. Order forms, contract template, sales collateral are also available online. The vendor plans to rollout direct order logging capabilities later next year.

“The portal is linked with our internal customer relationship manager [CRM] to provide a separate sub-view of that system,” PBBI channel sales manager, Nigel Lester, said. “We put all our leads into the CRM and through that we are able to allocate leads to specific partners through the portal.”

In the past, PBBI had to disseminate sales lead resources through a lengthy process of downloading data from its old CRM, collate it on a spreadsheet and sending it via email.

“This new component allows us to tackle the issues of making sure our affiliates have information in a timely manner as our sales team has as well,” Lester said.

He saw potential growth for channel partners in a number of verticals and cited demand for its technology in state, federal and local government, telecommunications, finance and insurance.

“As we see these industries starting to rebound, our existing channel partners are growing quite well but we see further opportunity for us to expand through the channel,” Lester said. “We are a very channel friendly organisation and we see it as a key part of our business.”


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