About Pentera’s Channel Partner Program
Pentera knew early on that channel would be the best way to scale the company. Initially, their partner program was designed only for US partners, but in the last two years, they began recruiting channel-focused employees in the EMEA and APAC regions.
Today, Pentera has a two-pronged channel team, one in the Americas, where all the Channel Account Managers (CAM) report to the Head of Channel. Additionally, Pentera has seven CAMs in the EMEA and APAC regions.
Roadblocks to Scaling
The initial Pentera partner onboarding process was basic, but very manual, including securing signatures on multiple contracts and training a few times a year. Pentera was using Google Drive and traditional email to share collateral with partners. Additionally, they wanted partners to access pipeline-related information without accessing their CRM.
As Pentera looked ahead to the future of their partner program, they knew they needed to drive efficiency to scale. Pentera wanted to provide partners with a better experience, access to training and continuous enablement, a simplified way to share information, and the ability to collaborate on a shared pipeline.
Allbound PRM to Enable Global Scalability
Pentera leverages the Growth subscription of Allbound, including features like training certification, playbooks, channel insights, and gamification, which help them scale partner activities by automating channel operations.
Stronger Partner Relationships with Allbound PRM
Since implementing Allbound, the first benefit Pentera has realized is the ability to train partners at scale — the team no longer needs to train individuals at every partner. For example, Pentera recently created a new technical learning track for certification, so they sent out the notification through Allbound and could monitor partner progress.
Pentera has found that when they launch new content, interaction on Allbound increases, helping to build stronger relationships with partners through multiple touchpoints. Looking to the future of Pentera’s partner program, they plan to expand their use of Allbound further to automate the partner journey, integrate with Salesforce, and create additional touchpoints with partners.
“Since Pentera started using Allbound two years ago, there has been an increase in engagement. The partners’ onboarding is much faster, and should improve further in the coming months with the CRM integration,” explained Retzkin. “We’re also working on implementing the Allbound-SFDC integration, which will allow the team to track time from certification to the first demo and first deal to see where we can provide more value to our partners and help them succeed.”