Build vs. Buy
Assessing the Gaps, Risks & Opportunities of PRM

Companies have taken a variety of approaches to establishing their partner facing systems, ranging from custom IT development of portals to purchasing out of the box commercial software. This white paper outlines the risks, benefits and critical business issues that drive build vs. buy decisions, while exploring the range of approaches that are succeeding for companies and technology providers.

End-to-End Partner Relationship Management
Why You Shouldn't Manage Your Indirect Channel with CRM and Spreadsheets

Enterprises that rely on their channel partners to drive revenue must have complete, real-time visibility into all facets of their indirect channel. To achieve this, they need to look beyond CRM and spreadsheets - focusing on five key principles that only a true, end-to-end PRM solution can provide.

Marketing Funds
Ensuring Channel Marketing ROI

Through the re-engineering and automation of the funds management process, enterprises can gain insight into how funds are being utilized and how spending is impacting partner sales performance.

Channel Salesforce Automation
Making the Most of Every Opportunity

By streamlining every facet of the lead management process - including capture, qualification, scoring, distribution, forecasting and tracking - organizations can improve lead-to-win ratios and increase efficiencies.

Training and Certification
Train Partners to Drive Revenue

By reengineering, streamlining, and automating their partner training programs, organizations can measurably improve partner performance, loyalty, and lead-to-win ratios while lowering overall training costs.

Partner Adoption
Seven Ways to Ensure PRM System Adoption

After PRM implementation, user adoption is a difficult obstacle to overcome. To meet this challenge, companies should consider the following seven steps to ensure strong adoption of PRM systems - both internally and with customers and partners.

Renewals
Retain More Customers

Automating the entire renewals process - from identification to notification to closure - can lead to an increase in high quality leads based on expiring renewal opportunities, improved channel visibility based on renewals tracking and identification, and improved outbound communications.

Deal Registration
Motivate Partners to Create Pipeline

The more reasons a partner has to do business with an enterprise, the more willing they will be to generate revenue for them. An automated deal registration solution allows enterprises to motivate their channel partners to improve their pipeline.

Master Data Management
Driving Cost Savings through Spend Data Visibility

Highly accurate and collaborative product information is the fuel that drives large-scale business processes across the entire enterprise. Often, the lack of a single, accurate, and consistent source for all information creates individual, disparate data sources - leading to duplicate purchases, multiple vendors for the same part, and inaccurate or incomplete orders.

Master Data Management
The Five Master Data Management Challenges ERP Systems Can't solve

When it comes to ERP's, while most can support a wide range of enterprise functions, their inability to address the requirements needed to maintain accurate part master data lists, or facilitate an intricate part ordering process, often results in entry errors, duplicate parts, incomplete or unnecessary part orders, and ultimately higher inventory and operating costs.