Drive Your Channel Productivity Globally

Organizations selling via networks of channel partners (resellers, VARs, distributors, wholesales, agents, or other third party arrangement need to have a systematic approach towards partner relationship management (PRM) if they are to achieve long term success. This starts with the three primary stages of partner recruitment, partner enablement and partner management, all of which require a set of internal processes, structure and tools. Today, almost all organizations selling through the channel have deployed Customer Relationship Management (CRM) automation platforms for both direct and indirect sales teams. If you are in an organization that hasn’t yet deployed a purpose-built PRM software platform, and do not have a budget to do so in the near term, then you may want to consider configuring your existing CRM platform to support your PRM efforts in the following way. Partner Recruitment – The first step in deploying PRM is to employ a step-by-step approach to partner recruitment and onboarding. Partne