The partner acceleration program built by our cloud service provider customer was created to accelerate growth and adoption of their priority cloud services by activating its partner ecosystem with tailored enablement, support, and outcome-based incentives. Valorem Reply played a pivotal role in bringing this program to life, designing and operating the integrated business platform that underpins the program’s global success.
With a deep understanding of our customer’s business, Valorem Reply delivered a purpose-built, closed-loop business operations platform that scales incentive and partner management. Through this platform, partners gain self-service access to workshop content and real-time incentive tracking, while also benefiting from personalized concierge onboarding and responsive partner support. This holistic approach has helped this well-known cloud service provider drive measurable increases in cloud usage, billed revenue, and active user engagement across participating partners—consistently outperforming the broader ecosystem. Demonstrating Valorem Reply’s long-term value as both a partner and trusted vendor with proven ability to incubate and scale complex partner incentive management programs.
Thank you to the entire Valorem team for the tireless dedication and focus on being a true partner in building what started as a proof of concept that became a program that now drives [our company’s] primary partner enablement and investment engine. Valorem was instrumental in helping to create the initial proof of concept website, [starting at] manual eligibility validation with only 5% approval rates, [accelerating to] a process that would automate the eligibility aspects of the program. [Once deployed, that] eligibility automation was the key that unlocked the beginning of the vision of what we could build. Together we constantly improved the partner experience and made it more scalable. A proud moment for all of us is when our design and idea was shared with [our CEO who] then greenlighted our program for mainstream and the rest is history. Along this journey, together we worked through countless engineering, operations, compliance and security challenges, at each stage of the program Valorem was critical to meeting and overcoming these challenges. I know that the only way we could have had the level of success that we had was because the can-do spirit that Valorem embodies and the personal relationships that we have built along the way.”
Director Partner Marketing
CHALLENGES & OPPORTUNITIES
- Client needed to accelerate cloud service adoption by empowering partners with scalable tools, training, and financial incentives.
- The program required a unified, agile system to manage partner onboarding, support, and incentive fulfillment at scale.
- Success depended on delivering both high-touch and automated support experiences tailored to partner maturity and needs.
SOLUTIONS
-
Self-Service Web Platform: Secure, partner-authenticated portal for accessing content, nominating customers, and tracking incentive status.
-
Partner Concierge Services: White-glove onboarding and proactive outreach to ensure partner adoption and success.
-
Support Contact Center: Inbound and outbound assistance for operational checkpoints, customer nominations, and POE (proof of execution) fulfillment.
-
Integrated Ops + Engineering Model: Closed-loop feedback system between Valorem’s business operations and application development teams, enabling rapid iteration.
- Certified Team: Deep domain expertise, with specialized staff embedded in program and content creation.
RESULTS
- Program enrolled partners showed higher activation rates, billed revenue, and monthly active users compared to non-participants.
- Increased efficiency and partner satisfaction by transforming a manual incentive validation process with a 5% approval rating to a fully automated program that now drives the customer’s primary partner enablement and investment engine.
- Scalable platform adaptable to evolving the customer’s sales and marketing priorities.
Over 300,000 incentive claims and $230M in partner incentive payouts processed driving over $10 Billion in influenced revenue for the customer in a single year alone.
