Drive Your Channel Productivity Globally

The purpose of a channel is to drive sales, and this is where multi-partner prospecting programs can enable an organization selling through the channel globally to scale quickly. Your partner relationship management (PRM) tool can play a very important role in this effort. In this article, we will explore briefly how a PRM tool can help you recruit partners into a prospecting program, train them with the right tools and approaches, enable them with demand generation kits and then reward them for building your sales pipeline. Your PRM tool should have distinct process automation capabilities that allow you to recruit and onboard partners, and then train them on various aspects of your channel programs, particularly prospecting programs. Once you have recruited and trained them, the next focus needs to be on making sure they are capable of driving leads and closing sales. This is another area where your PRM tool needs to be very robust. Most PRM tools in the marketplace tend to focus only one or two aspects of