Channel Mechanics

Partner Relationship Management (PRM)

Historically, Partner Relationship Management (PRM) traditionally just added a field in your CRM. So instead of just seeing customer information alongside the transaction, you also had a partner associated with the transaction.

But all that has changed. Partner Relationship Management (PRM) has come to mean all things that enable a vendor to build a more successful partnership. To clarify, you can achieve this through management of the partner relationship. In other words, now a PRM can mean any system or automation platform that facilitates the management of partners. Above all, this is achievable by creating a frictionless, world-class experience at every step of the partner experience.

  • The core of a PRM is the “Partner Portal”. A digital destination for partners to log-on and experience a one-stop customized experience, giving them access to collaterals, sales guides and demo’s, training materials, support and technical documentation. Along with all the content needed to enable partners to make sales.

    Next, as a vendor’s channel program grows, a PRM facilitates the transactional components of registering opportunities, winning new customers, and tracking sales, while applying any associated discounts, be it incentives, rebates or back-end credits. This can also take the form of non-transacting recommendations but includes all interactions that are helping to place the product with the customer. The right offer, at the right price, to the right customer, in the right place at the right time.

    And now to promotions which are used to gain partner mindshare, influence behavior, drive sales, or increase certifications and training. A PRM enables all promotions to be tracked so that the ROI on any discounts or incentives applied can be assessed and flexed in real time, depending on market conditions.

  • And don’t forget the “relationship” part of PRM which can extend portals, catalogues, deal registrations, incentives, and promotions, to incorporate interaction between partner and vendor.

    The key components of a world class PRM are accuracy, audit, and the ability to respond to changes and circumstances that arise. They are more than Deal Registrations and a partner field in a CRM – they enable a vendor to build a positive relationship with their partners as the business end is well managed, visible, and transparent.

  • With many companies providing PRM platforms, finding the right one for your growing channel is imperative. Channel Mechanics automates the business of working with partners so that vendors can focus on the relationships. We partner with you to ensure our PRM results in ease of doing business for your partner community and channel teams, drives competitive advantage, accelerates revenue, and builds partner loyalty.

    Talk to Channel Mechanics today and see how our channel program automation platform can transform your channel.

Talk to Channel Mechanics today and see how our channel program automation platform can transform your channel

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Have a Question?
Please get in touch with the Channel Mechanics team

Tel (US): +1 (408) 673 4008

Tel (UK): +44 (0) 20 8132 9860

Tel (IRE): +353 (0) 91 414070

Email: info@channelmechanics.com

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Have a Question?
Please get in touch with the Channel Mechanics team

Tel (US): +1 (408) 673 4008

Tel (UK): +44 (0) 20 8132 9860

Tel (IRE): +353 (0) 91 414070

Email: info@channelmechanics.com

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