Channel conflict emerges when there is no process in place for channel partners to claim ownership of leads or from inconsistency in manufacturers distributing and approving leads through their partner network. Channel conflict leads to price erosion, jeopardizes brand image, and adversely impacts the motivation and morale of your sales partners and their sales teams.
The Performance Center™ Partner Relationship Management (PRM) system offers the ability to manage leads by partner or territory. The Performance Center™’s signature “audience-smart” technology allows channel managers to maintain insight into the growing complexity of the sales channel’s organizational structure over time by assigning specific roles to each active user in the system. By doing so, information can be granularly permissioned so that the right people see the right content. This granular ability to manage the environment of information in the Performance Center™ allows manufactrers to understand critical sales relationships all the way through to the customer level and helps reduce channel conflict inherent in the partner ecosystem.