Channel Readiness Blog

Using PRM to Resolve Channel Conflicts and Improve ROI

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Excessive tension with channel partners plagues enterprises and their partners. It’s an indication that the OEM is not making it easy for their partners to do business with them.  What happens then?  Mindshare suffers.  What could be a relationship based on aligned goals and a fluid exchange of information ends up as a situation which partners are frustrated because they perceive they’re not getting what they need to sell and service products effectively.  This results in missed opportunities, wasted time, and wasted money. One way to smooth over channel frustrations and gain mindshare is by using a technology-enabled partner relationship management (PRM) system.

Similar to a customer relationship management (CRM) system, a PRM consolidates partner support into a single database that lives in the cloud. In fact, most PRM systems are web-based, allowing for access by partners as well as the enterprise. This allows partners to collaborate with each other and with the enterprise to deliver the best products and services.

Effective PRM systems also allow for companies and their partners to share best practices.  Partners can share information with each other and end-user customers can be brought into the powerful on-line community as well. They can aggregate libraries of information, like sales tips, presentations, and images, and use this information to increase sales and ROI for the entire extended sales ecosystem.  All of the information is maintained in formats compliant with the corporate brand.

Finally, with a PRM system in place, companies can focus on supporting and enabling, not managing their partners. Instead of wasting time and resources being reactive, they can get back to what they do best. The top performing dealers will appreciate the support and excel while the laggards will embrace the support and begin selling more.  An ease of doing business benefits partners too. They're able to get your products to market faster, increasing their profitability and spend more time on their businesses as well. 

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.