Drive Your Channel Productivity Globally

Partner Relationship Management (PRM) software has been around for about a decade or so, but only a handful of organizations selling through the channel have actually deployed PRM software. The primary reason behind this is that neither the use cases nor the business benefits from such automation are clear to most channel professionals. In this article we will try to provide that missing information and discuss how PRM software can drive partner performance. There are basically four primary phases that matter when it comes to channel partner lifecycle management: recruitment, engagement, enablement and management. Most organizations selling through the channel today work through all of these phases. Now, each of these phases may vary considerably for different organizations, depending on the countries and regions represented in their channel. Use cases will also vary according to the different products and solutions that they sell. In general, the larger the organization selling through the channel, the more