Drive Your Channel Productivity Globally

Over the past few years there has been a lot of excitement about partner relationship management (PRM) process development and automation. However, this segment hasn’t really grown as fast as the marketing automation platform (MAP) or customer relationship management (CRM) segments. What is holding back the growth in deployment of partner relationship management (PRM) automation? Here are some key factors that present barriers to deployment and are frequent causes of failure: Short-term focus. Most channel organizations are busy managing activities by the quarter, and typically very few dollars are invested in mapping channel processes that require redesign and redevelopment to build out a state-of-the-art partner relationship management (PRM) infrastructure. The channel is a great way to go to market, but when the market changes (as it inevitably does) and organizations fail to remap their channel infrastructure accordingly, they struggle to stay relevant. We have seen this repeatedly over the years acros