How Orion Security Cut Partner Onboarding Time in Half with Journeybee

At a Glance

About Orion Security

Orion Security is a cybersecurity company focused on Human Risk Management. Its solutions centre on employees and help organizations build resilient security cultures by addressing the human side of digital threats. To support its fast global expansion, Orion works through a growing network of channel partners and resellers.

The Challenge: A Labyrinth of Manual Work

Orion spent its days protecting customers from human error, but its own partner program was being held back by manual data entry.

Before Journeybee, the program ran on spreadsheets, disconnected tools and workarounds:

• Fragmented data: Partner information was spread across several spreadsheets and backend resources, so there was no single source of truth.
• The "information tax": The channel team spent much of its time on admin work, switching between systems to answer simple questions about partner status, deals and performance.
• No shared visibility: Partner activity was a black box to the direct sales team, which created silos between channel and sales.

As the partner network grew, the manual approach couldn't keep up.

Why Orion Chose Journeybee

Journeybee met a wide range of Orion's operational needs. The deciding factor was its native integration with Salesforce, including support for Orion's existing custom setup.

Many PRMs sit on top of the CRM as a separate system. Journeybee's PRM and CRM integration maps directly to Orion's custom Salesforce objects. As a result, the sales team can see which partners drive lead flow and pipeline without leaving the tool they already use every day.

"The Journeybee team went above and beyond to assist with our initial onboarding and implementation, even collaborating after hours without any hesitation."

— Zachary Bagliore, Director of Channel, Orion Security

The Implementation

The move from manual tracking to an automated platform was a close, hands-on collaboration:

• Hands-on support: Journeybee's team worked side by side with Orion, including after hours, to make the rollout smooth.
• Seamless integration: Syncing the PRM and CRM ended the constant switching between systems and lifted day-to-day productivity straight away.
• Better sales visibility: For the first time, the direct sales team could clearly see partner activity and partner-sourced pipeline.

"The team's response times have been exceptionally fast, and they always provided a proper solution to any questions that arose."

— Zachary Bagliore, Director of Channel, Orion Security

The Results: Onboarding Time Cut in Half

With Journeybee, Orion's partner operations went from manual data management to a connected, automated growth engine. The improvements reached every part of the channel: how partners are onboarded, how deals move, how sales and channel work together, and how leadership measures the program.

1. Onboarding Cut From Weeks to About Two Weeks

Onboarding used to mean weeks of manual work: chasing paperwork, sending resources one by one and checking whether each partner had finished the next step. Journeybee's automated onboarding journeys replaced that with a clear, structured path through the program.

• Tailored by partner type: Onboarding adapts to each partner's type and needs, so resellers and channel partners see only what is relevant to them.
• Resources released in stages: Training, sales materials and program resources unlock automatically as partners progress. Nobody has to send them by hand.
• Progress tracked automatically: The channel team can see where each partner is in onboarding without asking for status updates.

Outcome: Orion's onboarding timeline fell from 4–6 weeks to about 2 weeks, cutting the time roughly in half while the network kept growing.

2. Faster Time to First Deal

Faster onboarding only matters if partners start selling sooner, and Orion's partners do. Because training and enablement are delivered automatically and partners have everything they need in one branded portal, they are ready to sell much earlier.

• Self-serve enablement: Partners find training, product resources and sales collateral in their portal whenever they need it.
• Simple deal registration: Partners register opportunities in the portal, and each registration appears in Salesforce for the Orion team to act on.
• Protected opportunities: Deal-registration protection and attribution rules make sure partners get credit for the deals they bring in, which gives them confidence to bring more.

Outcome: New partners reach revenue-generating activity sooner, and they hit their milestone targets faster than partners did under the old process.

3. One Source of Truth in Salesforce

The biggest change behind the scenes was ending the "information tax." Journeybee's native, two-way Salesforce sync maps directly to Orion's custom Salesforce objects and fields. That means Orion's existing setup is supported as it is, without middleware or custom code.

• Real-time, two-way sync: Leads, deals, deal stages, partner records and certification status update instantly in both Journeybee and Salesforce.
• No duplicate records: Partner submissions are automatically matched against existing Salesforce Leads, Contacts and Accounts, which keeps the data clean.
• No more spreadsheets: Partner data that used to live across several spreadsheets and backend resources now sits in one place, with Salesforce as the system of record.

Outcome: The channel team stopped switching between systems to find answers and now spends that time building partner relationships.

4. Channel and Sales Finally Aligned

Before Journeybee, partner activity was a black box to Orion's direct sales team. Now partner data appears right where sales already works.

• Partner activity inside Salesforce: Account executives can see partner involvement, deal stages and notes in their Opportunity and Account views.
• Joint selling: Internal reps can assign leads to partners and work with them on shared deals without leaving Salesforce.
• Less channel conflict: Clear ownership and attribution rules protect both partner credit and direct-sales commissions.

Outcome: Channel and sales work from the same real-time pipeline, which ended the silos between the two teams.

5. Program ROI Leadership Can See

With all partner activity flowing into Salesforce, Orion's channel team can show leadership exactly what the partner program delivers.

• ROI at partner level: The team can show the pipeline and revenue each partner contributes.
• ROI at program level: Partner-sourced and partner-influenced revenue can be reported alongside direct revenue in one view.
• Better decisions: Leadership can see which partners and regions drive growth and invest accordingly.

Outcome: The partner program went from a cost centre that was hard to measure to a growth channel with proven returns.

6. A Partnership That Keeps Improving

Journeybee releases new features almost every week, and many of them are shaped directly by customer feedback, including Orion's. As Orion's partner network grows across regions, the platform keeps pace with its needs.

Outcome: Orion has a PRM partner that evolves with the business, not a static tool it will outgrow.

"Not only have we compressed our partner onboarding timeline by almost 50%, but those new partners are reaching milestone targets faster."

— Zachary Bagliore, Director of Channel, Orion Security

The Bottom Line

With the manual work automated, Orion's channel team shifted from admin gatekeepers to growth strategists. Partners onboard in about half the time, start selling sooner and reach their milestones faster. Sales and leadership can see exactly how the channel contributes to revenue.

Expert Advice for Modernizing Your PRM

Zachary's advice for other channel leaders:

"Ensure your PRM and CRM are perfectly synced. This allows you to focus your energy on high-impact outreach and strategy rather than losing time to administrative duties."

— Zachary Bagliore, Director of Channel, Orion Security

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