Garland Technology Saw a 33% Increase in Partner Referral Revenue

ABOUT GARLAND TECHNOLOGY

Garland Technology is an industry leader delivering network products and solutions for enterprise, service providers, and government agencies worldwide. Since 2011, Garland Technology has developed the industry’s most reliable test access points (TAPs) and network packet brokers (NPB), enabling data centers to address IT challenges and gain complete network visibility.

Garland is 100% channel focused as their organization’s goals are to grow and nurture partnerships with Distributors, VARs, systems integrators, tech partners, and more. The channel provides a complementary piece to the overall business.

KPIs Improved:

  • Partner Referral Revenue
  • Partner Onboarding
  • Training

THE CHALLENGE

Managing Their Partner Program with Spreadsheets and Emails Proved to Be a Roadblock and Created Frustration

As a rapidly growing company, Garland’s partner team found it difficult to keep up with the demand of partners using spreadsheets and emails. In order to achieve partner revenue goals and keep up with partner requests, they needed a system which partners and Garland could call “home”.

“Things were getting messy. We needed a resource to manage our partners specifically training and deal registration,” said Katelyn Gillet, Channel Partner Manager, Garland Technology.

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THE SOLUTION

Choosing a PRM Tool That Automated Training, Deal Registration, and Marketing

After assessing different solutions on the market, Gillet’s team knew Allbound was the clear winner for the

following reasons:

  • A comprehensive platform, eliminating their need for multiple licenses and tools
  • 24/7 partner access to marketing collateral, training materials, and custom prospect pages
  • Partner-friendly interface to nurture efficiency and increased engagement

Gillet mentioned, “We did our research on different tools and we loved the simplicity and ease-of-use Allbound provided. It’s easy to manage, navigate, and we felt our partners would have no problem with adoption.”

 

IMPACT

33% Increase in Partner Referral Revenue

Since becoming an Allbound customer in 2018, Garland’s partner program reported 33% annual growth in revenue. Based on partner feedback and data, the team attributes this to the tool’s built-in deal registration features and increased training participation.

 

“Allbound’s analytics have allowed us to closely monitor which partners are consuming content and completing the training and onboarding we create.”

-Katelyn Gillet, Channel Partner Manager

 

She continued, “We’re also able to identify which content is most engaged with (battlecards, product catalog, etc), which helps us determine where we should spend our time creating partner collateral.”

While Garland’s partner team enjoys all of Allbound’s features and functionality, they reported using the below capabilities most frequently:

  • Deal registration – partners can automatically register deals on Garland Technology’s behalf
  • Lead sharing – Garland’s partner team uses lead sharing to share leads with partners forcinitiatives like white paper downloads andcevent registrations
  • Content library – unlimited content storage and organization functionality makes it easy for Gillet’s team to upload and manage partner collateral

As Garland Technology leverages Allbound’s powerful PRM tool, their partner program reaches new heights.