Both programs will give the companies' partners a competitive advantage.

Edward Gately, Senior News Editor

July 19, 2021

4 Min Read
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Nitro Software, the global document productivity software company, and Infinicept, the provider of embedded payments, on Monday unveiled new or updated channel programs.

Nitro Software has updated its Partner Acceleration Program and launched its new partner portal. These changes allow the company to become a channel-first leader in PDF productivity and eSignature solutions.

The Partner Acceleration Program offers a discount and margin structure to channel partners. It also offers support from the Nitro team to help partners build their Nitro business.

As part of the program, resellers and distributors receive a range of benefits. Those include specific program and campaign incentives, sales and marketing support, partner enablement tools, and sales certifications.


Nitro’s Simon Taylor

Simon Taylor is Nitro Software’s vice president of global channel and alliances.

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Nitro has had a mature sales channel for many years,” he said. “However, with the growth we experienced through partners in 2020 during COVID-19, we realized it was time to invest in the structure, incentives and growth trajectory we want from a channel program that can take us as close to 100% partner-centric as possible. Additionally, we are bringing on new and different types of partners so we needed a program that would accommodate that.”

Input from Partners

Nitro Software worked with about a dozen resellers and distributors across three primary regions: Asia Pacific, the Americas and EMEA. The company wanted to understand how best to incentivize them, Taylor said. That includes for both land-and-expand deal opportunities and, more importantly, higher levels of growth and attainment relative to the Nitro product platform.

“On the partner portal, we looked at a few solutions and went with one that ultimately was simple and that integrated into our core sales pipeline management,” he said. “A few partners were also on the beta of the portal implementation to iron out any concerns.”

The updated program will give Nitro Software and its partners a competitive advantage, Taylor said.

“First, deeper pricing discounts relative to opportunity registration against deal values of 20 users or more by subscription,” he said. “Second, the same discounts to grow and expand their customer use of Nitro, which is a little unheard of in both our competitors and in many subscription/SaaS vendor organizations. So we do think in our industry we are unique at this point. Finally, longevity in the growth and adoption of a platform that is intrinsically tied to partner/customer success. Over time we plan to bring even more advantages to our partners, including professional service/integration opportunities, as well as referral and co-sell models.”

Infinicept Launches Partner Network

Meantime, Infinicept has launched its Partner Network. The program meets the evolving needs of companies as they embed payments into their digital experiences. It provides them with a curated set of providers so they have full control over their payments journey.

The new Partner Network includes dozens of prequalified solution providers and industry leaders. It delivers transparency and the choice to power embedded payments in a way that works for them.

Infinicept has established partnerships and/or integrations with Payroc, Handpoint Technologies, Mastercard, Discover, LexisNexis, Very Good Security and more.

Todd Ablowitz is Infinicept’s co-CEO and co-founder.


Infinicept’s Todd Ablowitz

“Our customers have been asking the industry to give them an open, flexible experience for years,” he said. ” We’ve been listening. As we have seen the embedded payments and payment facilitator markets explode over the last few years, and especially coming out of the pandemic, we observed an acute need for a best fit, agnostic approach to aligning payment processors and value add providers with the needs of software-led payments companies.”

Competitive Advantages

Infinicept’s platform helps software companies partner with providers best suited for their business, Ablowitz said.

The Partner Network doesn’t just give partners a competitive advantage, he said. It also gives customers a competitive advantage by having the visibility and transparency to match the right solution for their needs.

“For our partners, Infinicept’s business development team is actively sourcing opportunities from our proprietary database of many thousands of software companies and bringing our partners those opportunities on a silver platter,” Ablowitz said. “Our partners gain additional competitive advantage from working within the Infinicept ecosystem, which is built on trust through the industry’s leading experts on compliance and merchant risk management. The Infinicept ecosystem provides a new level of visibility and accountability into the embedded payments world, enabling scale and accelerated growth opportunities for our partners.”

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Edward Gately or connect with him on LinkedIn.

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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