The Problem: Suppliers pass quality leads to partners only to see them disappear into the channel sales black hole without a trace. With limited or no visibility into partner lead activities, qualified leads are lost, opportunities vanish, partners disengage and frustration erodes what should be collaborative channel relationships. Together, these factors quickly undermine and can potentially destroy effective channel programs.
The Solution: With automated Lead Distribution Management, Zift Solutions delivers unmatched visibility into the partner pipeline and across the sales process. The channel marketing automation company is bringing partner lead activity into sharp focus by enabling visibility and tracking across the entire lead lifecycle and delivering leads via intelligent email workflows or directly into key CRM systems such as Salesforce, Microsoft Dynamics, Oracle, SugarCRM and Sage.
“With Zift we are finally able to see into the ‘black hole’ after we pass leads to our partners,” said Mike Gallagher, Senior Director at HP Software. “We know exactly what happens to the leads, where they are in the sales process and can easily measure our channel marketing ROI.”
The Perks: Suppliers can finally see exactly what’s happening with the leads they provide to partners — and partners get the leads, data and insight they need, when and where they need it. Reliably delivered leads are accompanied with relevant details regarding lead background and activity, including profile data and lead history needed to nurture prospects through to close. Plus, closed-loop analytics and automatic reporting foster collaboration by making it easy to see and share feedback, track lead activities and measure results.
Zift’s ability to close the loop and provide suppliers with a complete view of the lead lifecycle and pipeline has not gone unnoticed. Zift was recently identified as the top overall rated Channel Marketing and Management solution according to SiriusDecisions based on the company’s ability to provide suppliers performance data that helps track partner pipeline, drive program adoption and increase marketing effectiveness.