Channel Readiness Blog

Marketing and Communication Management using PRM

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Your company's strategy is to sell and service your product through independent dealers, distributors, franchisees, or other independently owned businesses.  Every CRM you've looked at doesn't meet your needs.  Worse, you have dozens of different programs, systems, and people out there reaching out to "support" your selling partners - and none of them talk to each other.  You're frustrated at how hard it seems to help your selling partners ramp up their new sales and service people they hire.  It just seems like it's getting harder and harder to get them ready to sell the next new product your rolling out.  You just get the feeling that frustration levels are rising - your own and that of your resellers.  Well - you're not alone!  

Partner Relationship Management (PRM) systems are specifically designed for this kind of environment.  Check out this short video to see what we're talking about. 

Channel marketing and communications is a critical activity to successfully synchronize business activity within a channel and increase partner loyalty. In a captive channel, where your partners exclusively represent your brand, using an efficient platform for communications is essential to making course corrections as new products are rolled-out, to announce enhancements to existing products, and to ensure you are keeping the channel partners informed. In a non-captive channel, where channel partners represent competing brands as well as your brand, it is important to differentiate your product.

LogicBay’s Performance Center™ channel management technology manages news and announcements, alerts, and newsletters, and includes an enterprise social networking capability that facilitates cross-talk and two-way communications between channel partners. Each of these components is also linked to an email notification engine to reduce the likelihood of missed messages. Additionally, Performance Center™ channel management technology provides a marketing and communications capability that makes it easier for your channel partners to do business with you versus another brand that they may represent.

Oftentimes, channel partners are not just partners. In many ways they are also your customer. This reality requires companies to use a solid communications channel that brings together channel partners in a private communications network that can be used on a daily basis. Performance Center™ channel management technology is designed to maintain the alignment of both your organizational strategies and business goals as well as  your channel partners’ organizational strategies and business goals in a way that is easy and intuitive for channel partners to use  -- and is easy for you to administer. Performance Center™ channel management technology also provides the platform for collaboration with your channel partners on a shared vision of the business drivers, while delivering the marketing collateral and sales and service support resources that help drive the results you both seek.

LogicBay’s Partner Relationship Management (PRM) Technology is rich with best practice workflows making it easier for organizations to do business with channel partner re-sellers. The result: More engagement and Mindshare. Greater Efficiency and Cost Savings. Alignment with Channel Partners. And, Performance Improvement for the Entire Sales Enterprise.

	Download this premium white paper to learn Channel Management Best Practices – Make it easy for dealers to do business with you, Heighten dealer engagement, Gain mindshare and maximize financial returns. Learn about LogicBay’s 4Core Best Practice Framework including methods for more effectively training and monitoring dealer employee certifications.
	Link to LogicBay’s Library of Partner Relationship Management White Papers. These white papers provide best practice ideas on a Channel Readiness and Performance Improvement strategies. Topics include subjects such as: Effectively launching a LMS for the Channel, Applying Lean Principles to Channel Management, Channel Life-cycle Management, Partner Portal Technology Unification, and much more.
	Link to LogicBay’s Library of Client Case Studies. Learn how LogicBay’s PRM Solutions and Technology have created significant performance gains for clients such as Caterpillar, HP, Daimler Trucks and Outdoor Living Brands.