CASE STUDY

Amplifying Apollo.io’s Revenue: A Journey with PartnerStack

Apollo.io’s Sales Intelligence Transformation: Introduction to Apollo.io

Apollo.io is an all-in-one sales intelligence platform designed to assist sales teams in prospecting, engaging, and driving revenue. This comprehensive platform supports sellers in building contact databases, engaging prospects, and closing sales through advanced features like segmentation and databasing. With seamless integrations, custom API workflows, robust security features, and tools like prospect job change alerts, Apollo.io ensures an efficient sales process.

The Challenge

Before Jennifer Rhima joined Apollo.io as the Director of Partnerships, the company’s partner program faced significant challenges. The initial attempt to launch the program was hindered by a lack of dedicated resources and a program manager. This resulted in suboptimal use of PartnerStack’s features and a slow growth in partnership revenue. Apollo.io even considered abandoning PartnerStack twice due to the absence of a dedicated person to manage the partnership program.

The Turning Point

The turning point came when Apollo.io decided to bring in Jennifer Rhima as the first dedicated partnerships hire. Rhima, an experienced professional familiar with PartnerStack’s potential, joined Apollo in April 2022. She immediately recognized the value of PartnerStack’s onboarding tools, lead attribution tracking, automated payouts, and Learning Management System (LMS). Her goal was to unlock the full potential of PartnerStack and drive significant growth in partnership revenue.

“I’ve taken the initiative to learn about what all PartnerStack has to offer. I’ll attend the webinars, I’ll read a lot of the resources PartnerStack has,”  Jennifer Rhima – Director of Partnerships

Implementation and Results

Upon joining Apollo, Rhima embarked on a reorganization and recruitment phase. Her focus was on partner recruitment and onboarding within Apollo’s affiliate program. She successfully onboarded 105 new affiliates within two months, leveraging PartnerStack’s all-in-one platform. The platform’s self-service resources allowed new partners to access onboarding materials, review reports, and check payout statuses independently.

Rhima also prioritized making the lead submission and tracking process seamless. PartnerStack’s lead submission form and tracking capabilities proved to be essential, allowing affiliates to submit qualified leads and receive automated rewards. This eliminated the need for manual tracking and payout processes, significantly enhancing efficiency.

The results were remarkable. In just a few months, Rhima’s efforts led to a 432% increase in average monthly partnership revenue. Comparing Apollo’s least lucrative month in October 2020 with August 2022, the partnership revenue saw an astonishing 48,925% increase. These figures underscore the dramatic impact of a dedicated partnerships hire and the effective use of PartnerStack’s capabilities.

The Power of a Dedicated Partnerships Hire

Rhima’s success highlights the power of a single dedicated partnerships hire. Her familiarity with PartnerStack and her strategic approach transformed Apollo’s partner program. The program, once struggling, was now on a steep upward trajectory, thanks to Rhima’s diligent efforts.

“I love to see our partners expand into new opportunities through our uniquely-crafted partnership program. Apollo partners consist of professionals and platforms who share our mission to help the business world go to market faster and easier.” Jennifer Rhima – Director of Partnerships

Looking Forward

Looking ahead, Rhima’s focus remains on enablement. She plans to bring in 200 new partners while also working to grow the revenue of existing partners. PartnerStack’s Learning Management Software (LMS) will play a crucial role in this effort, providing a platform for educational content, certifications, and courses for Apollo’s partners.

Rhima aims to gradually grow partnerships to account for 20% of Apollo’s revenue. Although this goal won’t be achieved overnight, her strategic planning and use of PartnerStack’s tools position Apollo for continued growth.

Conclusion

Apollo.io’s partnership program has been revolutionized under Jennifer Rhima’s leadership. The dramatic increase in partnership revenue and the efficient use of PartnerStack’s features demonstrate the value of a dedicated partnerships team. With the right person at the helm and the right tools, a partner program can exceed every goal set for it. Apollo.io’s success story with PartnerStack is a testament to this, showcasing how thoughtful implementation and dedicated effort can transform a struggling program into a thriving one.