CHALLENGE

Building an Attribution Foundation for a Scalable Partner Program

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As OpenSesame’s partner ecosystem grew, referral volume, commission complexity, and partner expectations all increased. Accurate attribution became the foundation for reliable commission payments, real-time goal tracking, and clear program ROI reporting.To keep pace, the lean partnerships team turned to third‑party PRMs. When Samantha Emerson, now Team Lead, Senior Sales Operations Analyst, joined OpenSesame, the company was midway through a migration designed to close its referral attribution gap.

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But getting partner-level lead attribution in that system meant bolting on custom workflows that the product wasn’t designed to handle. And when the vendor finally added that functionality and OpenSesame migrated, every historical record was stamped with an incorrect date that couldn’t be fixed.The second PRM compounded the damage.

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OpenSesame attempted to launch a reseller module that would give partners and internal teams a single place to submit and process deals. But the rollout failed: error messages offered no actionable guidance and support was slow to respond.Because partners lacked self-serve visibility into deal pipeline, deals won, and referral submission status, Samantha’s team had to manually assemble 2-3 opportunity reports a month.

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It took partner managers an hour to assemble each report, time they could have spent on relationship-building and opportunity development.Lead quality was also an issue. Without a validation layer at submission, low-quality or incomplete leads entered the pipeline and were routed through Ringlead into sales queues, only to be automatically disqualified after 45 days of inactivity.

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This skewed partner performance data and wasted downstream sales effort.With a contract renewal deadline looming, Samantha began looking for a better solution - but knew the stakes were high. After two painful PRM migrations, every additional change carried churn risk: repeated portal moves made it easier for partners to opt out.After OpenSesame’s former Director of Partnerships introduced Samantha to EULER, she kicked off a structured vendor evaluation built around four non‑negotiables:

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• Accurate Salesforce attribution
  
• Low‑friction partner onboarding
  
• Partner‑specific resource management
  
• Support responses within 24 hours
  

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EULER met every requirement without exception.

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“Without a tool that can handle attribution, getting accurate visibility would come down to manually tracking every lead and every opportunity. That wasn’t possible at our scale.”

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SOLUTION

A Partner Revenue Growth Platform for Attribution Accuracy and Pipeline Visibility

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EULER’s team hit the ground running, enabling OpenSesame to live on the platform within six weeks of signing. EULER started by creating a clear implementation guide that mapped every data field and integration requirement upfront, keeping OpenSesame’s internal lift to just a few hours. From there, Samantha easily brought existing partners onto the new portal through bulk uploads, streamlined invites, and clear visibility into signup and adoption.

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Now, when a partner submits a referral, EULER captures and routes the lead form data to a partner manager for a quick review, sharply reducing auto‑disqualified partner leads. After approval, the record syncs with Salesforce, carrying proper partner attribution, and Ringlead alerts the assigned account executive, giving sales a cleaner, more actionable pipeline.

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That accuracy pays off downstream: Samantha’s team now calculates commissions, performance, and ROI directly from verified Salesforce data, eliminating reconciliation disputes and giving leadership the confidence to keep investing in the channel.Externally, partners get real-time pipeline visibility without waiting for manual reports thanks to EULER's bidirectional CRM sync.

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On top of that, EULER's PAM AI Agent, trained on OpenSesame’s enablement content, handles everyday program questions directly and surfaces partner‑specific resources on demand.With those pieces in place, Samantha and her team are spending more time engaging partners and proactively driving new referral submissions, instead of responding to one-off support requests.

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Underpinning those outcomes is a responsive support model that keeps the teams closely aligned. Between a joint Slack channel and meetings with a dedicated CSM, Samantha gets the fast answers and strategic guidance she needs to keep the program thriving.

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"The EULER team has been responsive, hands-on through every stage of implementation, and is genuinely invested in how our program operates. They’ve helped us get attribution right from day one and continually give our partners the pipeline visibility they need."

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RESULTS

From Manual Attribution to 20% Partner Revenue Growth

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Within six months of going live on EULER, OpenSesame had its partner program on a single, trusted view of performance. Accurate attribution and real-time visibility are now the foundation, shaping how they compensate partners, set goals, and decide where to invest further in the channel. Results:

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• 94% YoY growth in new bookings from partner customers
  
• 56% reduction in disqualified partner leads
  
• 10% growth in indirect business
  
• 60% increase in partner NPS
  

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EULER's upgraded incentive-management is next on Samantha’s roadmap. The functionality will provide partners with a clear, real-time view of their tier-attainment progress, so they can avoid piecing it together from deal reports or PAM queries. The communications hub is also on Samantha's radar, with the team actively exploring its ability to keep partners engaged at scale.

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“EULER’s team is super responsive and engaged. They’re willing to take our feedback and put it directly into the roadmap - that kind of partnership changes everything.”