What Does It Really Mean to Be “Easy to Do Business With?”

Posted by Paul Tobin on Dec 2, 2015 3:30:00 PM


You hear it everywhere these days. Companies proclaiming that they want to be “easy to do business" with their channel partners. Who can blame them? There’s not much future for a company that’s difficult to do business with. Yet, most companies are. Especially when supporting their indirect sales channel.

Topics: prm, PRM Best Practices, channel partner collaboration, Partner Portal, channel management software, PRM Best Practice, Lead Registration, lead management, Channel Software, channel management, Channel Partner Onboarding, Channel Conflict, Channel Marketing Strategy, New Product Introductions, Channel Sales Productivity, channel manager, channel partners, channel partner engagement, indirect sales, Channel Partner Certification, Increase Channel Sales

Partner Relationship Management Playbook [Infographic]

Posted by Seth Jacobsen on Sep 15, 2015 7:30:00 AM

For many best-in-class manufacturers, a sales channel “playbook” consists of a Partner Relationship Management (PRM) system that allows the “coaches” (CMOs & Channel Managers), and “players” (channel partners and dealers’ salespeople, service techs, parts experts and others) to perform at their very best. With the right blend of smart coaching, great players and a strong playbook, your channel team will be set up to make a title run of its own.

Topics: prm, channel partner collaboration, partner relationship management, Partner Portal, Channel Partner Training, Sales Productivity, channel management software, best practices, PRM Best Practice

Dealer Portal vs. Partner Relationship Management (PRM) System

Posted by Seth Jacobsen on Aug 24, 2015 7:30:00 AM

It's not uncommon to think a dealer portal is how you should interface with your distribution channel.  After all, it will give your dealers, distributors and franchises a single landing page for most, if not all, of their interaction with you.  But life isn't that simple.  A typical dealer portal simply provides a landing site that's nothing more than a thin veneer of usability.  Underneath that veneer is a rabbit’s warren of 3rd party and home grown tools, comprising layers of diverse information architectures, unstructured navigation, and worse. 

Topics: channel partner collaboration, partner relationship management, Partner Portal, Sales Productivity, channel management software, PRM Best Practice, Partner Collaboration, Channel Sales Productivity, channel partner engagement

How Uber Uses their Cloud Based Partner Portal to Onboard New Drivers

Posted by John Panaccione on Aug 5, 2015 7:30:00 AM

Partners can come in many shapes and sizes. Your company’s partners might consist of independent dealers and resellers, some that sell your brand exclusively and some for which your brand is one among many. That’s a typical partner strategy, but the San Francisco-based taxi startup Uber faces a different challenge.

Topics: Build Your Channel, Partner Portal, best practices, PRM in the cloud, Channel Partner Onboarding

Mindshare and Your Channel Partners – Are You Getting Their Attention?

Posted by Seth Jacobsen on Dec 16, 2014 3:11:00 PM

We hear a lot of questions related to channel partner relationship management, and invariably the term “mindshare” seems to pop up.  It is an easy concept to grasp but, in practice, is very difficult to obtain. If you are a manufacturer selling through an indirect channel, you know the importance of mindshare. In many cases, your partners are selling your products and services right alongside those of your competitors. In order to gain a leg of up on the competition, you need your partners focused on your products first. That's mindshare. But...how to achieve it?

Topics: prm, partner relationship management, Partner Portal, Channel Partner Training, Partner Collaboration, Channel Partner Certification, Marketing Materials, Performance, prm systems, marketing, communication, channel partner management, PRM solutions, channel partner relationship, mindshare

5 Best Practice Ideas for Launching a PRM Solution

Posted by Seth Jacobsen on Dec 11, 2014 2:45:00 PM

We are often contacted by organizations asking us about the best approach they should pursue as they consider a Partner Relationship Management (PRM) solution for their company and their dealer channel. As we reflect on these questions, we have come up with five best practice strategies we think are important for any company considering a PRM solution.


Topics: prm, Build Your Channel, partner relationship management, Partner Portal, best practices, channel management, emerging growth companies, marketing, prm technology, think big, dealer training, PRM solutions

Building a Partner Relationship Management Culture

Posted by Seth Jacobsen on Dec 9, 2014 1:39:00 PM

You are the VP of Sales and Channel Support for a rapidly growing high tech company.  It has become clear that you need to re-evaluate your channel sales strategy and begin to consider what technology options are available to help you better support your sales partners.  In many ways this is a cultural shift. You have consulted your existing channel partners to evaluate their needs, and based on past experiences, you know that some of the keys to a successful channel partner strategy involve the following components:

  • Recruit and retain the right channel partners
  • Onboard and educate new channel partners quickly and efficiently
  • Provide ongoing support through training and certification, marketing collateral, marketing strategies, etc.
  • Monitor their progress and deliver the right incentives to promote future success
  • Deploy a system that allows for bi-directional lead management and pipeline visibility
  • Provide a forum for customer feedback and allowing your partners to share best practices

 

Now that you have identified your most pressing needs and developed the plans and documents - on your side and at the partner level - the hard part remains to find a technology solution that can help.

Topics: prm, Build Your Channel, partner relationship management, Partner Portal, Partner Collaboration, PRM in the cloud, channel management, Understanding PRM, Channel Marketing Strategy, Channel Sales Productivity, channel partner management, channel support

Unlocking Channel Value with Partner Relationship Management

Posted by Seth Jacobsen on Dec 4, 2014 9:59:00 AM

If you're an executive with sales or marketing oversight you understand that your channel partners play an invaluable role in the sales process by representing your brand and acting on your behalf (often as the voice and face of your company). Under your sales direction, your channel partners establish strong customer relationships by listening to customer needs, offering personalized support and ultimately providing products essential to customer success. All too frequently however, channel partners are neglected and a lack of support in the tools, material, and communication they need prohibits their ability to service the customer as effectively as possible. Your business suffers along with theirs. Making matters worse, a variety of point solutions are often put in place to help meet a specific need, with the end result being too many disparate systems that only make doing business more difficult.


Topics: prm, partner relationship management, Partner Portal, PRM Best Practice, PRM in the cloud, channel management, emerging growth companies, emerging growth sales, Increase Channel Sales

PRM Partner Portals: Achieve Visibility Into Channel Performance

Posted by Seth Jacobsen on Nov 18, 2014 10:30:00 AM

Listening to the needs of your channel partners provides your business - and theirs - tremendous benefits.  The channel will realize improved efficiencies and greater productivity as well as a distinct competitive advantage in the marketplace.  Partner relationship management (PRM) is a strategy to help you get the most out of your channel partnerships by achieving the business outcomes you both need to be successful.

Topics: prm, Optimize Your Channel, partner relationship management, Partner Portal, Partner Collaboration, channel management, channel partners, channel partner engagement, Performance, prm systems

Whose Decision Is It, Anyway?

Posted by Paul Tobin on Jun 20, 2014 2:00:00 PM

 

Sorting through the Cloud solution purchasing process 


The “Cloud” has changed everything for purchasing, yet few companies have responded accordingly.  In this blog, I’ll outline some best practices for purchasing cloud-based solutions for dealer engagement, management and development. 

In the world of the Cloud and SaaS based solutions you’re not actually purchasing anything.  You are leasing it.  And secondly, unlike IT purchases of the past, you are not installing it behind your firewall and your IT department will not be the only ones using it…or managing it.  In fact, they may have very little involvement after the lease is completed. 

Topics: prm, partner relationship management, Partner Portal, channel management software, PRM Best Practice, Channel Software, Partner Collaboration, PRM in the cloud, channel management, PRM v. CRM

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