Partner Management

As with any sales effort, the better the management the greater the sales. Great CAM/PAMs truly help their partners manage their businesses better

When should you stop doing business with a channel partner?

It's more than likely they'll stop doing business with you long before you stop doing business with them.

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What should I ask when choosing a PRM?

You want your PRM to enable you to keep track of partners' efforts to sell your products and services as unobtrusively as possible.

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What is the difference between CRM and PRM?

CRM systems are designed to help manage every stage of the building and maintenance of relationships with customers.

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What if my partners refuse to upload contacts?

Ask yourself why you want those contacts. Do you plan to call on them yourself?

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What can I expect from a channel partner?

Effective channel partners become a proactive part of a vendor's "family."

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Should I invest my resources in already high-performing partners or high-potential partners?

Great performance is how your channel partners should be earning more attention and resources.

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Should I be giving my channel partners leads?

Demand generation is a major cost for channel partners. Defraying some of that cost by providing valid leads is a great way to help.

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How much does a PRM cost?

PRM pricing ranges widely with many charging between $5 to $50 or more per seat per month.

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How many of my channel partners should I expect to use the platform?

Anyone who is not using the platform is simply not fulfilling the definition of a channel partner.

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How do marketers use partner relationship management to their advantage?

The most important first action any marketer takes is targeting. They want to direct messages to those who will take best advantage of…

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How do I scale my partner program?

As with anything else there are two ways to scale; scale up or scale out.

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How do I make my partner portal sticky?

Value. People only return to resources that consistently deliver value.

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How do I identify high-performing vs. high-potential channel partners?

Those who put your resources to great use are showing you their potential.

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How do I get started with the channel?

Develop a program that will help your new channel partners understand why they would want to partner with you.

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