How Keepit noved from Channeltivity to Salesforce + DealHub in Just 9 Weeks

The Context

Keepit is scaling fast in the cloud backup space, with partners driving a large share of new business. But its partner processes hadn’t kept up.

• Partners registered deals in Channeltivity, quoted via DealHub, and tracked opportunities in Salesforce—fragmented systems without clear handoffs.
• MDF (Marketing Development Funds) requests lived in spreadsheets and side conversations.
• Partner managers juggled approvals manually across email, Slack, and spreadsheets.

This created friction for partners and internal teams, delaying deals and making it harder to track partner-driven pipeline.

The Problem & Its Impact

The disconnected partner experience caused tangible business pain:

• Deal registration was bottlenecked, delaying partner engagement in key accounts.
• Quote approvals were manual, slowing partner sales cycles and risking pricing errors.
• Pipeline tracking lacked visibility, making it hard to forecast partner impact.
• Failed prior attempts: Off-the-shelf partner portals couldn’t support Keepit’s nuanced sales motions. Customizations in Channeltivity didn’t scale and failed to integrate deeply with Salesforce CPQ and Sales Cloud.

The Opportunity & Potential

Keepit’s vision was clear: a single Salesforce Experience Cloud portal where partners could:

• Register deals and get real-time visibility on approval status.
• Generate quotes through DealHub CPQ without waiting for internal teams.
• Track their opportunities all the way to closed-won.

Beyond MVP, the same foundation could power future needs: distributors, alliances, partner enablement, and automated reporting.

Harrier’s Role

Harrier led shaping workshops with Keepit’s Partner Ops, Marketing, and RevOps teams to design the to-be partner journey. We replaced Channeltivity and manual processes with a scalable Salesforce-first architecture:

✔️ Reseller-led deal registration automated from submission to opportunity creation.

✔️ Real-time quoting via DealHub, fully integrated into the portal.

✔️ MDF request flows with automated approvals and budget tracking.

✔️ A robust partner hierarchy and permissions model, ready for future distributor and alliance partners.

The Results

"Working with Harrier was a huge step towards a Faster, Frictionless Partner Experience & Sales Motion. We're now getting closer – one weekly release at a time." –  VP of Channel EMEA, Cyril VanAgt

→ Cut partner deal registration and approval times by 50%.

→ Automated quoting gave partners faster access to pricing and deals.

→ Improved pipeline visibility, linking partner registrations directly to opportunities.

→ Built a scalable foundation to add new partner types and sales motions in future iterations.

Harrier’s Difference

Where others deliver portals, we delivered a scalable partner growth engine—deeply integrated with Salesforce, designed for fast partner-led deals, and extensible for Keepit’s global channel ambitions.