What prompted this project?
As Keka planned to double its partner base, the manual processes involved in managing partner data, referrals, and billing created scalability issues. If unresolved, this would lead to delays in payouts, poor partner experience, and internal team burnout.
Core Problems Identified
No unified system to track partner-referred tenants.
Disconnected systems (Hubspot, OS, Rocketlane) leading to data silos.
Partner billing & attribution done manually via Excel.
Single billing wallets used by multiple tenants made reconciliation hard.
Time-to-pay partners stretched up to 45 days.
What we did
Conducted 1:1 calls with sales SPOCs, partner managers, onboarding team members, and finance to trace the partner experience lifecycle.
Key Insights
Identifying Gaps
Manual tagging of PMA(Partner managed accounts) in OS
No automatic data sync from Hubspot
Lack of billing visibility per tenant
Delayed partner payouts
One billing wallet across tenants → confusion
Automation Features
Manual tagging of PMA(Partner managed accounts) in OS
No automatic data sync from Hubspot
Lack of billing visibility per tenant
Delayed partner payouts
One billing wallet across tenants → confusion
Reseller Billing Fixes
Separate billing accounts and wallets for each tenant.
Show usage + wallet data per customer in partner portal.
Split invoice payments per customer, even when done in bulk.
✅ Referral payout cycle reduced from 45 days → 15 days.
✅ Manual reconciliation time cut by 60%.
✅ Improved partner satisfaction based on internal NPS survey.
✅ Partner data now synced and traceable in real time.