Channel Technology

As with any modern operation there is great technology available to automate many of the processes that help make your channel more productive

Why shouldn’t I consider a low cost provider?

"Free advice is usually worth the price." Remember that everything is always based on value.

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Which organization should own partner portal and marketing tools?

Marketing, so long as your marketing organization clearly recognizes that Sales is their customer.

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When is it time to change my PRM?

As with many things, the time to make a change comes when you determine that you aren't getting what you need from your current platform.

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What pricing considerations should I take into account when selecting a PRM?

Channel programs come in all sizes, so your approach to managing your partner community may be different from another supplier’s……

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What is an all in one PRM solution?

A comprehensive all in one platform will generally cover the entire journey your program will take.

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What is a pure play or best of breed PRM solution?

These solutions generally address your needs for launching a partner portal and many of administrative requirements.

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What are the different types of PRMs?

You may have heard of different systems. Ultimately, there is a wide range of product capabilities to consider.

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There is a ton of investment in technology on the direct sales side. What technology do you need to manage your channel program?

You have an opportunity to leverage systems to consolidate partner data in your Partner Relationship Management (PRM) system.

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Should I use my CRM or SFDC to manage my partners?

It's possible to assemble workarounds to use CRM or SFDC as a base, but they will result in higher expense and lower effectiveness.

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Should I integrate other systems with my PRM?

Ultimately, every company should integrate as many of their systems as possible no matter what they are.

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Should I implement a PRM before I launch my new partner program?

It's always best to prepare the platform before you launch the program.

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How long does it take to implement a PRM?

Time must be allocated for data normalization and transfer from a variety of sources. Users must be trained.

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How do I integrate my channel with other systems?

Quality PRM systems offer application programming interfaces (API) which enable you to interface them with other systems.

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How do I convince IT to help me deploy PRM?

PRM is a strategic platform and the decision to deploy is usually a C-level responsibility.

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Can I integrate other systems with my PRM?

As long as your PRM offers available APIs, you can integrate with any system that surfaces similar APIs to enable connectivity.

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Can I build my own PRM system?

There is always a tendency to consider “build it yourself” or building a solution inside an existing enterprise CRM

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Can I build my own PRM system?

This approach can result in the exact system you want with practically no compromises for vendor limitations.

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At what point do I need a PRM?

No matter what size or shape of program you have, you will need a platform to manage your partners.

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Are PRM systems secure?

Effective security is achieved through a chain of systems protecting a chain of events. The software application is only one.

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