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Ask the Expert: Yan Anderson, Project Implementation Consultant Part 1

I’ve been with Relayware so long that I know the product inside and out. As a result, I’m able to identify what’s really, deeply necessary, and I was able to benefit the Relayware product roadmap with changes that our customers really need.

Relayware Partner Relationship Management

Ask the Expert: Yan Anderson, Project Implementation Consultant (Part 1)

On Relayware's Evolution

Question: You’ve been with Relayware a long time. Tell us about your history with Relayware.

Anderson: I have been with Relayware for a long time – 9 years! First, I started in a role where I was doing web content management and multi-geography language email blasts. After that I took a configuration role where I set up new customers’ partner portals and related channel partner applications. In this position, I had a lot of customer interaction and got a very deep understanding of our customers’ needs and requirements.

I moved into product development, and today I’m a project implementation consultant.

Question: How did your unique background benefit product development?

Anderson: Many professionals who are in product development have not worked directly with customers like I have. Additionally, I’ve been with Relayware so long that I know the product inside and out. As a result, I’m able to identify what’s really, deeply necessary, and I was able to benefit the Relayware product roadmap with changes that our customers really need.

Question: Can you give some examples of your contributions to the Relayware solution?

Anderson: I created the ability within Relayware to extend the database to incorporate a user-defined custom object and associated data fields. What I built results in greater flexibility for customers.

Another example is our approvals engine, which is also very flexible. I created the functionality to methodically add an approval process behind any system object. This also allows a customer to assign multiple approvers and multiple levels of approvers. A specific example if this is an approval process for new channel partner contacts with approvals for the U.S. West Coast going to one approver at the vendor (our customer) and partner contacts on the U.S. East Coast going to another approver. The rules would be built by specifying a list of countries and states.

And one final example of what I’ve done here is co-branding. A graphical click-and-drag interface allows a vendor to create customizable marketing literature out of their existing collateral, such as whitepapers, etc. It’s an easy-to-use tool, and I’m proud to say that very often our great co-branding tool helps win new deals!

Question: Tell me about some of the key modules you’ve put into place for our customers.

Anderson: For most customers, one of the first things they want is a two-way integration into their CRM system, which I deliver with our CRM Connector.

Single-sign-on is also really important to customers today, so I make sure that it’s easy for partners to log into their partner portal and get everything they need right there, instead of logging into multiple applications, such as one for training, another for incentives and a third place for partner news.

Also, most of customers want their partners to add value to their opportunity pipeline, and our deal registration and lead management capabilities enable partners to push their leads directly to the vendor and into the vendors’ CRM solution to collaborate.

Another hot item for our customers is our Training Partner Pack. eLearning and certification helps our customers educate their partners. One customer I recently deployed incentivized their partners to get certified by increasing the partners’ visibility in the partner locator when they are certified. That was smart, and it worked!

Question: What are your proudest achievements?

Anderson: Getting Relayware customers live!

For example, recently I got Cyberark off and running as well as Adaptive Insights.

 

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