New Partner Portal Ignites Massive Channel Growth For Nintex


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About a decade ago, Nintex had just spun off as a business division of an Australian systems integrator with a successful Microsoft SharePoint practice.

Today, the company is one of the fastest-growing Microsoft technology partners, with headquarters near Microsoft's Redmond, Wash., sprawling campus and selling workflow automation software to global enterprise customers.

And now the online customer management tools Nintex made available to its channel at Microsoft's Worldwide Partner Conference -- when "we really doubled down on our channel investments" -- are paying off with a surge in partner enrollment, Josh Waldo, vice president of partner strategy and programs at Nintex, told CRN.

[Related: 13 Companies Every Microsoft Cloud Partner Should Consider]

At WPC in July, Nintex unveiled a portal offering a number of capabilities to make it easier for partners to manage their relationships with customers and the vendor. Since then, some 165 solution providers have joined the ecosystem of more than 1,000 total partners.

For a company with 350 employees worldwide, that level of partner influx in less than three months demonstrates the scalability of the partner program, Waldo said.

Some 2,700 employees of channel partners have already started accounts through the portal, enabling them to "register deals, leads, get training, be able to co-sell with us in a more efficient manner, and get sales resources like a demo environment," Waldo said.

And about 40 new users per week are taking advantage of the self-help capabilities offered through the portal's learning center, "which really helps us create this army of people that are knowledgeable on Nintex solutions," Waldo said.

The capabilities of the new portal are necessary to keep pace with the company's recent growth, he said.

It all began in 2005 when OBS, a systems integrator based in Melbourne, Australia, recognized a need in the market for a tool that didn't exist, Waldo said, a tool that would allow nondeveloper customers -- systems administrators, business analysts, workflow specialists -- to build robust workflows.

Sensing an opportunity, OBS poured some money into R&D and built the first workflow automation software with drag-and-drop capability.

The resulting business, Nintex, made the decision before even leaving the shores of Australia that it would scale globally by pursuing a channel model, giving the startup reach into different markets and verticals.

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