Case Study: Ciena enhances partner program velocity with Impartner PRM

Ciena powers 30% of revenue through partners with Impartner PRM

Ciena, a global network strategy and technology company, needed a next-generation partner relationship management (PRM) solution to scale its program. Their existing systems were not integrated, lacked performance metrics, and failed to provide a one-stop-shop for partners. A top priority was finding a PRM that could integrate with their Salesforce CRM system. They chose to implement Impartner PRM to address these challenges.

Impartner provided a turnkey solution that integrated with Ciena's CRM. Key features implemented included deal registration to protect partners and win deals, a self-service content portal for partners to access materials 24/7, and an MDF module to manage marketing funds. The solution automated processes, gave partners a 360-degree view, and provided Ciena with the metrics needed to track performance. As a result, 30% of Ciena's billion-dollar-plus annual revenue is now handled through its partners using the Impartner system.

Ciena