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.