The Changing Scenario in Channel Partnership• The channel partnership domain is currently plagued by outdated, homegrown applications and rigid legacy systems leading to loss in productivity. This dynamic is changing world-wide and the transformation has already begun. The market is seeing remarkablechanges in the following areas: Expectations from partners has increased in delivering personalized support to end customers.• Sales enablement touchpoints that can aid higher revenue generation, including but not exclusive to product/ service launches, trainings, sales plays, collaborations, certifications have dramatically increased globally.• Partner segmentation with right content delivered to the right partner has helped identify increased eligibility of the channel partners for lead distribution and incentive management.• A holistic solution is formed by integrating channel partner data with dedicated channel partner training and certification capabilities, marketing automation, Learning Management Systems (LMS), and Customer Relationship Management (CRM).

Hexaware’s Partner Relationship Management SolutionHexaware provide a comprehensive and customised PRM solution to help organizations streamline and leverage channel partnership efficiently and meet business goals.

Explore how Hexaware’s PRM makes a difference:A Central Hub for Partner Engagement and Management• Portal aligned to your brand and configured to include partner branding. • Personalized and seamless partner experience. • Easy-to-use ability to business users for better portal management and partner guidance. Partners Discussion & Collaboration: A platform with community experience for partners to share their knowledge, ideas, experience, expertise with other partners. Objective-based Partner Recruitment Process: Ensure success through a solid objective-based partner on-boarding process. Build partner profiles with key attributes required for your organization’s partner program. Manage it like a CRM service and Sales process with an eye on each stage of the partner recruitment process. Create and manage partner contracts and integrate with real-time pricing for consistency. Evaluate pipeline and utilize forecasting to measure the success of the partner programs. Get insights into the Sales territories with Partner programs to identify the gaps. Partner Training & Certification: Create and manage media rich training and certifications through the portal. Setup guided help for trainings and courses. Deliver bespoke training based on partner segmentation. Include videos, text, downloads and gamification to make trainings interesting.

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DRIVING EFFICIENT PARTNER RELATIONSHIP FOR BUSINESS SUCCESS

Collaborate on Business Planning: Build detailed business plans with partners and track progress. Ideate business plans for key accounts with joint accountability - build measurable objectives, execution strategies, go-to market plans, SWOT analysis etc. Simplify the end-to-end marketing development fund process from allocation to tracking of the funds. Approve marketing development fund requests, assign them, issue the funds and track the same. Track measurement of partner contribution and performance by linking marketing funds with the deal registration. Based on customers’ feedback, rectify course of action.

A Case Example: Hexaware implemented Partner Relationship Management solution on Salesforce platform to help a global Airline Alliance excel in Channel Sales Management.The ClientThe client is a global airline alliance based out of United States with 2000+ partner agencies and corporates and 730 million passengers travelling annually. The ChallengeBeing an airline alliance with 2000+ partner agencies and corporates, maintenance of partner relationships and active collaboration is a must. However, the client faced several problems for building strong interactions with partners. There was no platform to show interactions with partners or map and analyse their performance. All the information exchange in terms of Agency contracts, Accounts were also done manually resulting in delays and errors. The client wanted to have an innovative and comprehensive solution to transform partner engagement by giving them the platform to show and track performances, thus driving productivity.

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Faster Time to MarketPre-built accelerators make it easy and faster to build and

deploy partner community portal.

PersonalizationPersonalized partner communities

with branding, workflows, User experience and feature from marketing, Sales,

Pricing and Quotes to service.

Best Practices Best Practices based on

our rich and hands on experience of more than a decade in

CRM and portals.

Contextual ContentRight content to the right

partner through the right channel with content life cycle management and insights-driven content delivery.

Customized to client’s needsCustomization for effective partner experience, loyalty,

and increased partner productivity.

Excel in your channel sales management with Hexaware’s PRM solution!

The SolutionHexaware leveraged Salesforce’s cloud-based Customer Relationship Management platform to build Partner Relationship management solution. Some key developments for better partner engagement were:• Portals with intuitive user Interface for Agencies and Corporate partners. • App to automate corporate and agency programs.• 360-degree view for member organizations, agencies along with performance measurement.• Automation of contract life cycle management for agencies.The ResultHexaware’s partner engagement solution unravelled innovative transformation and growth opportunities for the client. The approach helped the business to align with key partners and agencies, resulting in the following benefits:• 100% visibility in to opportunities and programs across the globe• 30% increase in partner satisfaction due to optimized incentive management through performance measurement• Real-time account information to field sales through mobile application• Enhanced partner experience with streamlined user-first UI/UX resulting in higher user adoption

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About HexawareHexaware is the fastest growing next-generation provider of IT, BPO and consulting services. Our focus lies on taking a leadership position in helping our clients attain customer intimacy as their competitive advantage. Our digital offerings have helped our clients achieve operational excellence and customer delight. We are now on a journey of metamorphosing the experiences of our customer’s customers by leveraging our industry-leading delivery and execution model, built around the strategy— ‘Automate Everything, Cloudify Everything, Transform Customer Experiences.’ We serve customers in Banking, Financial Services, Capital Markets, Healthcare, Insurance, Manufacturing, Retail, Education, Telecom, Travel, Transportation and Logistics. We deliver highly evolved services in Rapid Application prototyping, development and deployment; Build, Migrate and Run cloud solutions; Automation-based Application support; Enterprise Solutions for digitizing the back-office; Customer Experience Transformation; Business Intelligence & Analytics; Digital Assurance (Testing); Infrastructure Management Services; and Business Process Services. Hexaware services customers in over two dozen languages, from every major time zone and every major regulatory zone. Our goal is to be the first IT services company in the world to have a 50% digital workforce. Learn more about Hexaware at http://www.hexaware.com

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