It's also time-consuming and expensive, Eastridge's Hargett said. "So we learned very quick that's not going to be a big seller for us, so we went searching for partners."
The advantage of Nintex's solution is that it's easy to deploy, easy to customize, and all part of a "well-known and well-loved ecosystem, which is SharePoint."
The visibility into customers through the portal has transformed the business.
"We can actually see exactly what they bought and when it expires," Hargett said. In the past, when a customer bought new software and needed to move licenses to another server or another tenant, it "was always a game of many emails."
Now Eastridge staff can just log in and see exactly what's been allocated, licensed, and what level of support exists, he said.
"We need it, because selling cloud Software-as-a-Service is different to selling workflow software that lives on a server," Hargett told CRN. "They clearly put a huge investment into their own technology to make it easier for us to sell."
The spin-up demo environment available through the portal also solves a problem that is "the bane of salesperson's existence in the software world," he said.
"Nintex has put a tremendous amount of energy into making it easier for us to provision an entire environment, giving us a script with data to light it up and show a customer," Hargett said.
As Nintex expands its channel, it's also becoming more strategic about its technology partners, linking platforms like Office 365 with Salesforce through its acquisition of Drawloop, a popular Salesforce document automation app Nintex bought a few months ago.
"Building the bridge to Salesforce puts us in a unique situation as far as ISVs, and you can see that's the company's direction," Nintex's Waldo said.
As Nintex continues to grow its channel, it will employ "sophisticated capacity planning" techniques learned from Microsoft, making sure it doesn't add too much capacity in individual markets so as to protect regional partners that have already established practices, Waldo said.
PUBLISHED OCT. 20, 2015