With New Partner Portal, Dialpad’s Channel Driven Sales Soar

Dialpad Inc., a leader in AI-powered communication and collaboration, saw unparalleled channel growth in the second quarter of 2021, driven by demand for its cloud contact center. As Dialpad scales beyond $100M in annual recurring revenue (ARR), the company continues to leverage the channel as a leading revenue driver, accounting for more than half of overall revenue in the second quarter alone, up from 40% in the previous quarter.

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“We have had another great quarter in the channel demonstrated by the team’s incredible contribution to company revenue while simultaneously doubling the number of registered partners in our new Partner Portal,” said Mike Kane, Senior Vice President of Global Channel Sales, Dialpad. “We’re excited to see our pipeline and booking growth hit record-breaking numbers and to continue supporting our partners in the next half of the year.”

With its greatly expanded team, Dialpad saw a 151% increase in channel sales over Q2 2020 to account for 57% pf overall sales. “It’s been incredible to see our pipeline and booking growth hit record-breaking numbers quarter-over-quarter,” said Kane.

Engaging Partner Portal

All partners have had access to the new portal since early April 2021. The portal, build on the Allbound platform, is an all-in-one experience for partners supported by a dedicated, responsive team, Kane told CMR.  “Specifically, the capabilities within the portal we’ve found helpful in engaging partners are giving them access to visibility to their deals registered, product overviews and training, and easy to leverage marketing campaigns and materials. Partners are an extension of the Dialpad team, so we leverage the portal as a way to give them every tool possible to successfully sell Dialpad.”

The Dialpad Partner Success Portal has been instrumental in enabling easier deal registration, better tracking of opportunities and accrued revenue, and access to sales and marketing materials. It also offers partners the opportunity to dive deeper into Dialpad’s products and features with certifications and training.

Creating Marketing ‘Wow’

As the company and its partners adjusted their go-to-market activities in response to Covid-19, the new portal “gave partners that marketing “wow” factor to uplevel their own businesses,” said Faith Sizto, Senior Manager, Partner Marketing.  “We provide marketing playbooks that include turnkey campaigns they can plug-and-play to easily engage their customer base and build their pipeline. We also have visibility into what type of content and topics are of most interest and use to our channel partner community – this visibility helps us to continue tailoring our enablement strategy to best empower our partners. Within our portal we have Dialpad Campaigns in a box for our Partners to leverage,” she continued. “These campaigns are vertical specific and we have seen early success with partners who take these to market.”

In response to the COVID-19 pandemic, “we were really focused on adapting. My team and I were able to help position Dialpad’s offering with partners to address the new remote work environment and helped channel partners provide customers with a full-stack communications solution,” said Sizto. “We’ve also put a larger emphasis on specific vertical campaigns and full-funnel marketing recruitment. By bringing a vertical narrative that addresses our partners’ audience by territory and industry and providing them the materials they need to win and – we’ve seen a lot of success.”