What You Should Consider When Evaluating PRM Providers

Posted by Seth Jacobsen on Feb 16, 2017 9:40:00 AM

While the market for Partner Relationship Management (PRM) software is relatively new, it’s an area that’s attracting plenty of attention for its ability to impact change.  There are already several PRM choices which are considered mature, robust, and are being widely deployed.  And as indirect sales channels continue to become more important, it seems inevitable that more names will be added to that list in the days to come.

Of course, it’s not enough for a software solution to merely be well known. It still needs to fit your particular organizational goals as well.  In many cases, the best solution includes a combination of technology and services. This is where selecting the right PRM provider can become tricky.  A successful PRM implementation requires understanding your needs along with the capabilities of the software you’re considering, to ensure the two are in alignment. 

So today, we wanted to present a general step-by-step guide for the process of selecting a PRM provider.  

Topics: Scale Your Channel, prm strategy

Fine-Tuning Data for a Sales-Focused PRM Program

Posted by Seth Jacobsen on Oct 18, 2016 10:10:00 AM

For a company selling through an indirect sales channel, a Partner Relationship Management (PRM) platform can be one of the most valuable tools for channel success. However, like any technology, it's only useful when setup and managed properly.  

When we're helping our customers with their PRM implementation, the initial setup is usually based on a few near-term priorities.  As we've discussed before, getting started with PRM is easy.  Often, it's the mid-long term objectives that require more in-depth planning and an understanding of channel strategy that impacts both the vendor and its selling partners. This is where the importance of data management comes to the surface: gaining an understanding of what's working and what's not in order to make informed decisions for moving forward.

Today, we wanted to talk about a few data-driven issues that crop up later on, and defining a path to continuously improve data management within your PRM program.

Topics: channel sales, prm strategy

Challenges and Solutions In Today's Indirect Sales Environment

Posted by Seth Jacobsen on Oct 11, 2016 8:35:00 AM

If you haven't seen it already, the latest edition of HubSpot's seminal State Of Inbound Marketing Report has been released, and - as always - it's packed full of fascinating facts and insights into both inbound marketing and the overall state of B2B sales and marketing today.  We've been going over the report, and in the weeks to come, we'll be talking about some of its findings while discussing solutions to a number of the challenges it highlights.

One of the key sections of the report covers the most common challenges facing today's sales and marketing executives. As we review several of the key findings from this report, we'll relate some of the best practices we've learned through our years of channel strategy and ways that a PRM-driven technology approach can address these issues.

Topics: prm, Inbound Marketing, prm systems, prm strategy

Where To Begin With PRM in 4 Easy Steps

Posted by Seth Jacobsen on Oct 6, 2016 10:35:00 AM

So, you've invested - or are about to invest - in a new Partner Relationship Management platform. A good PRM system will provide a lot of functionality to support your channel program, which means there are some complicated decisions to be made about implementation.

Trying to start using PRM without a plan for how you're going to use it will end up creating a lot of unnecessary challenges down the road. Likewise, simply throwing open the floodgates and trying to implement everything at once will almost inevitably lead to confusion.

While every business's needs will be different, we have some suggestions for how to get started, and which aspects of a PRM solution to focus on early.

Topics: Build Your Channel, prm implementation, prm strategy

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