Performance. Security. Platform.

Equinix, the world’s largest IBX data center and colocation provider, connects the leading businesses to their customers, employees, and partners inside the world’s most connected data centers in 40 markets across five continents.

LACKING A DATA CENTER FOR COLLABORATION

Equinix needed a more agile and dynamic solution that would consolidate partner collaboration, minimize third-party integrations with Salesforce, and allow the channel team to effectively manage its global business.

The existing partner portal, utilizing the Relayware partner relationship management (PRM) software platform, needed to be manually synchronized with Salesforce. As a result, Equinix lacked a single view of the partner ecosystem, experienced significant data loss, and suffered inaccuracies hampering its ability to effectively manage the channel business.

Equinix wanted a scalable solution that provided added flexibility, could easily be maintained by the business moving forward, and offered a more modern and engaging partner experience. The Relayware user interface was not optimized to integrate with the company’s website – nor did it leverage the significant investment in Salesforce - and required IT involvement to make updates and enhancements to the portal.

Capturing Lightning in a Bottle

We were engaged to develop a fully branded, mobile-responsive partner community using the Napili Community Builder Template, as part of Salesforce’s new Lightning Partner Communities product. In addition to our partner program expertise, we provided Salesforce-specific experience design capabilities as well as migration, implementation, and configuration services to enhance the new Partner Central community.

MULTILINGUAL SUPPORT

Partner Central was translated to support six different languages, including English, for partners located in Japan, China, Germany, France, and Brazil using the Translation Workbench, customizing content labels and making direct changes to the community template.

Using Salesforce, we were able to accelerate time-to-market and deliver a more cost-effective and scalable cloud solution for Equinix. The end result is a more dynamic partner experience with significant improvements in usability by providing the tools partners need to achieve sales success.

CUSTOMIZATION & PERSONALIZATION

We built two custom Lightning Components for the application page that allow partners to self-select the partner program they wish to join and the corresponding self-registration form to complete. A three-stage partner approval process was set up in Salesforce to support initial approvals of an application, followed by the acceptance of terms and conditions, and internal approvals by Equinix’s channel team.

In addition to configuring lead referral and deal registration processes, partners now get a more personalized experience with relevant content being displayed to specific users in the community based on location, tier, and type. Partner Central also gives them access to custom content libraries for marketing, sales, and training resources – with content all translated in their native languages.

Everything to Succeed is Now in Partner Central

Using Salesforce, we were able to accelerate time-to-market and deliver a more cost-effective and scalable cloud solution for Equinix. The end result is a more dynamic partner experience with significant improvements in usability by providing the tools partners need to achieve sales success.

  • Eliminate data integrity issues with direct Salesforce integration to manage leads, opportunities, accounts, and contacts
  • Provide a scalable and flexible solution that can be easily maintained by the business moving forward, saving time creating and adding new community users
  • Offer multilingual support for global users to enable more self-service access to partner-related materials
  • Maintain a flexible knowledge base overseen by the business
  • Increase partner engagement with a more modern user experience and personalized experience based on their profile or role

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