Channel Marketer Report


TeamViewer Demonstrates Commitment to Channel with New Partner Program, Portal

TeamViewer, a global software provider for IoT, connectivity, monitoring, support and team collaboration, transformed its global channel partner program earlier this year. Among the significant investments the company made to attract and retain a core team of customer-centric partners was the launch of a new partner portal.

Modern, easy-to-use portals that enable partners to register deals, check on the status of their customers, and access training information and marketing materials are “table stakes,” said Finn Faldi, president of TeamViewer Americas in a call with CMR. To recruit and retain the kind of partners TeamViewer wants to represent it products, the company understood that it needed to support a comprehensive channel program with an engaging user-experience.

Deal registration was high on the list of must-have features, explained Tom Mayhew, Enterprise & Channel Marketing Manager. “We identified early on that small and medium level partner as well as larger partners wanted to register opportunities,” he said. “With the new portal, partner can easily register opportunities and track and view the status of them all within one pane of glass at any time of the day.”

Collateral Library Expanded

The new portal has also been configured to provide partners with easy access to marketing materials ranging from white papers to how-to videos. Co-branded collateral is also available, allowing resellers to go into the market without a large investment.

With its new portal in place, TeamViewer is investing in new content to share with partners. “We are creating new content and editing existing materials on a regular basis, said Mayhew, “to reflect changes in the competitive landscape, or to adjust product positioning for a target market.”

Roughly once a quarter, TeamViewer introduces new product features that are a direct result of customer requests, Mayhew added. “So based on that feedback, we create new how-to videos, new tools and hints that our partners can use for self-learning, or to co-brand for their own marketing campaigns.”

The new portal, which was built by Impartner, replaced a home-grown solution which was primarily a repository for marketing assets. TeamViewer requested a customized interface to provide account managers with visibility into multiple aspects of the business.

“Our commitment to our channel partners is centered on delivering superior services to strengthen their reputation and trust with customers,” said Konstantin Ebert, Vice President Sales EMEA, APAC & Global Channels at TeamViewer in a press release. “We’ve carefully designed a program that gives our partners the market advantage to increase their competitiveness, accelerate growth and improve profitability with access to the latest TeamViewer information and assets. This approach will ensure they can sell and inform potential customers on the benefits they need, whenever and wherever they need them.”