Developed a 3-point solution that optimized critical channel partner deal-making functions, provided a segmented partner experiences and surfaced timely enablement.
CHALLENGE
Qlik had recently restructured its channel partner programs and migrated to a new instance of Salesforce Lightning. This transformation, although necessary, left channel partners disoriented and frustrated as they struggled to navigate the changes. A key stumbling block was the quote approval process, which had become a bottleneck. Partners, paralyzed by the complexity and delays in this process, found themselves unable to manage even the simplest of deals effectively. This inefficiency had a ripple effect: deal flow slowed significantly, and solution provider partners began seeking business opportunities elsewhere. The shift was not just technical—it was deeply disruptive to the partner ecosystem, and Qlik needed to act quickly to regain the trust and momentum of its partners.
APPROACH
In response, I recognized the urgency of re-engaging partners and understanding their pain points within the new environment. I proactively proposed a Partner Experience Workshop—a collaborative, executive-level session aimed at uncovering the real-world journey partners were facing. This workshop became a critical touchstone for understanding the experience from the partner's perspective.
Through this session, we mapped out key user flow touchpoints, identifying areas where partners were experiencing friction. The workshop also highlighted immediate, high-priority issues that were clearly inhibiting success. The result was a clear-eyed view of the current landscape and a shared understanding of the actions needed to restore confidence and performance.
I recommended taking a parallel agile approach: address quick wins to provide immediate relief, while also laying the groundwork for a more extensive transformation that would better align with the newly introduced business model. This dual approach would allow us to demonstrate progress quickly while ensuring long-term success.
SOLUTION
I developed a 3-point plan to immediately address the most pressing needs:
Provide a detailed map of the iCRM quoting approval process.
Optimize partner deal-making experience with redesigned partner portal.
Redesign the partner portal UI and surface relevant, timely, enablement information.
I led the planning, management, and execution for the above "quick wins," resulting in a smoother, more productive partner experience within months. These initial improvements set the stage for a more comprehensive digital transformation, not only improving operational efficiency but also reigniting partner trust and engagement. By addressing immediate needs while building a foundation for the future, we transformed the partner experience and positioned Qlik for long-term success in the new business landscape.
OUTCOMES
The improvements had immediate and measurable impact. Within 3 months, the redesigned user interface and optimized quote approval process reduced deal cycle time by 25%, accelerating time-to-deal and empowering partners to close more opportunities faster. The streamlined system also increased partner satisfaction by 40%, as reported in partner feedback surveys.
With the segmented partner portal providing timely resources, partner engagement saw a 30% increase, leading to more informed, productive partners. This was coupled with a 15% lift in sales velocity as partners could now quickly access the critical information needed to move deals forward.
These quick wins set the foundation for Qlik’s broader digital transformation. By resolving key pain points, we not only improved deal flow and partner retention but also positioned Qlik for scalable growth, ensuring it could adapt and thrive in a dynamic marketplace.
The complex quoting approval process was a major barrier to smooth deal flow. I suggested mapping out this process in its entirety, identifying key touchpoints where delays or confusion were occurring. The contrast between the percieved process and the actual process were stark. We uncovered a process of 7 approval streams with a potential for up to 30 different touch points for one deal. This mapping excercise allowed us to evaluate the process step-by-step, identify areas for improvements, and streamline approvals to ensure a faster, more seamless transactions.
Original Process Documentation Provided
Evaluation of Quoting Process UI
Redesign Partner Portal UI for an Optimized Deal-Making Experience.
Recognizing that user experience directly impacts productivity, I proposed a redesign of the functional pages to create personalized, intuitive spaces for partners to navigate deals more effectively. This streamlined workflows and empowered partners with the insights needed to make timely decisions.
Deal management links are one-click away embedded with critical, contextual enablement and tools using a custom ZiftONE Page.
Revised Deals Dashboard
Revised Quote View
There was plenty of existing enablement on the partner portal but it was underutilized. Information was cloaked, or placed in random areas throughout the portal as a result of rapid growth. I proposed segmenting the portal to surface key resources—training materials, updates on new programs, and tools—directly aligned with partner needs at a specific. Relevancy is key. It is also timely. This would ensure that partners had the right resources at the right time, helping them stay informed and engaged.
Old Login Page
Old Home Page
New Portal Design
