Realigning entire business model with an acute focus on Customer Experience. Should partner users be able to do deal registrations? View in article, 2112 Group, 2019 ease of doing business report. to gain insights on individual sales activities as well as data to create predictive forecasts and performance trends so your partners become a fully supported branch of your companys sales team. Cristina Stefanita is a senior manager in Monitor Deloittes Technology, Media & Telecommunications practice with more than a dozen years of experience in go-to-market strategy and operations, specializing in advising technology and telecom clients. Agility is the key to success of your digital transformation strategy. An efficient onboarding process is a table-stakes requirement for more than a third of partners.7 Best practices involve conducting a comprehensive evaluation/study of your partner needs, using customized and targeted training, leveraging a learning management system to streamline training delivery, and providing tools to measure onboarding success. A PRM portal solution will connect your internal team with your partners - value added resellers (VARs), technology integrators or other developers/manufacturers etc. He also is the senior advisory partner for multiple global client relationships as well as for Deloittes Strategic Growth Transformation practice. According to Accenture, for most technology companies, the indirect channel has been and remains a vital part of their business. However, the prevailing reality today is that each of these zones are supported by different systems that are poorly integrated, and so they repeatedly encounter different user interfaces and different workflows. Hence, there are several components which you must attend to while formulating the strategy. Explore Deloitte University like never before through a cinematic movie trailer and films of popular locations throughout Deloitte University. All rights are reserved. How does it integrate with your existing technology? - Helen Keller. ZINFI provides a SaaS Unified Channel Management automation platform that streamlines and manages the entire partner lifecycle through three core SaaS applicationspartner relationship management, partner marketing management and partner sales management. Building relationships is important in all aspects of life, both personally and professionally. Before you invest in a PRM solution - make a checklist of requirements your channel program needs to be successful. Hence, it is critical to align business goals, which can be achieved by developing a joint business plan that clearly outlines objectives and expectations from partners and provides quantifiable and relevant measures of success. All your research, planning and implementing will go to waste if you don't make it attractive for your channels sales partners to use your partner relationship management solution. The company is also rewarding true solution-selling: Sales coverage in the field has been doubled, giving channel partners more feet on the street to support the development of customer projects. This is a long list, I know, but the reality is that only a fraction of partner portals today are able to fulfill these requirements. For example, Salesforce has a vast catalog of certification programs covering different job roles such as developers, administrators, and architects.14. Learn more Data has taken center-stage of any Digital Transformation Strategy as it helps us in eliminating assumptions and deal with facts. Our research suggests that companies need first to evolve the definition and role of partners in their value chain and consider expanding the ecosystems value. Qentelli (KwenTelLEE) is a Digital and Cloud Technology Company. For example, partners may have to enter the same information multiple times as they move from zone to zone within the portal, despite the fact that the information is already in the system. Hence, it will be helpful if you prepare your employees for it in advance. Being clear about your technology implementation in the digital transformation strategy will help you to: Digital Transformation is not about tools, is about people says Harvard Business Review. Do You Trust Your Channel Partners? Schneider also made changes to its deal registration program and molded it to improve partners profitability in selling its solutions. As leaders look to scale and enter new markets in Industry 4.0, partners are a critical consideration for the go-to-market. Augment financial metrics with leading customer and enablement metrics. How can a unified experience make your life, as a vendor managing a partner portal, easier? It enables better decision making by offering detailed insights across your value stream. ensure that you invest within your constraints. Included in this years Emerging Technologies and Trends Impact Radar are 23 emerging trends and technologies with the most potential to disrupt and transform markets. A public user that is a potential new partner visiting your website and filling out a partner application form. A technology partner is crucial for many tech implementations. They can get immediate sales assistance by registering leads or deals. Webinfinity is a SaaS portal that weaves existing systems and content together to drive greater revenue, increase productivity, maximize deal flow, and enhance partner/channel satisfaction. A PRM system enables suppliers to exchange information and transact with their partners, as well as assist them in activities such as training, providing technical support and after-sales service to end customers (Varadarajan & Yadav, 2002). If you dont analyze data, you may know what loopholes to cover at your internal teams end, but you may still miss out on the loopholes that your customers have to deal with regularly. The only question here is, how? The goal of the unified partner experience is to eliminate all of these issues. Close to 40% wish for consistent rules of engagement, improved training programs, and simplified incentive management. Set basic usage regimens in place before layering more advanced ones on top. Consequently, when evaluating PRM solutions, it is important to balance out-of-the-box features with the flexibility to configure or customize the solution to adapt to the companys processes. Results will always differ according to the practices you choose and the technologies you implement. The Company's line of business includes manufacturing power, distribution and specialty transfomers. To build such capabilities, companies must invest heavily across the entire partner journey, via tools and programs for not just one but various factors such as Announce the launch and your plans so users know what to expect. To get there, your partner portal needs to address seven key requirements: Now that we have explored the essential parts of a unified user experience, lets spend at least a few minutes thinking about a unified vendor experience. WebDell EMC Partner Program: The Dell EMC Partner Program is an international channel partner program that provides partners with business development, sales and marketing resources. overcome flawed processes and build a future-ready business. Then repeat training with a focus on advanced topics. Conduct training sessions with your employees to prepare them beforehand. For example, Google Cloud incorporated feedback from almost 150 partners, ensuring transparency and increasing partner adoption, to create a new information portal.12. Use their feedback to make data on the portal flow smoothly from your CRM and easily on to any device for seamless consumption. PRM software combines many channel management best practices for sales enablement, sales process management and partner performance management to automate an end-to-end business process. Who are the stakeholders? For many industries that rely on indirect sales channels, managing their partners effectively is a frustrating challenge. The majority of organizations manage their various channel activities with a mixture of outdated and homegrown processes (driven primarily by spreadsheets) and customized legacy systems (Gartner, 2016). View in article. Be ready for a massive culture shift. Since end-user data is submitted by channel sales partners as well as direct sales teams, integration between PRM and CRM solutions will be increasingly important as manufacturers seek to manage indirect sales channel end-users and maintain a single source of record. PRM applications help channel management strategize and support a healthy channel sales environment. The results of your companys digital transformation will be strongly influenced by the way you outline your digital transformation strategy. I will expand substantially on capability development in another post. About Us | Careers | Contact US | Privacy Policy, Talk to our experts about Digital transformation strategy, Digital Transformation Strategy : 8 Key Components, Digital Maturity: Definition, Benefits, And How to Get There, 6 cloud cost management tips to stay on budget, Data-driven Decision Making: Essential Five-step Guide For Any Business. As part of the alliance, Deloitte and HPE are codeveloping offerings across SAP, hybrid IT, edge computing, and the Industrial Internet of Things. Most of these organizations develop partner programs to structure policies and procedures that enable them to scale revenues through these partners more rapidly and cost-effectively than building a direct sales operation. Enablement should happen in conjunction with established and comprehensive incentive programs. Lets take a look at them. Do partner users need to agree with terms and conditions the first time they access the portal? Vendors could leverage partner portals for data-sharing, management dashboards to measure the visibility of partners, integration with CRM, and partner relationship management data for success measurement while providing partners direct access to sales-related insights and performance. You must ensure that you form a team from within your existing talent pool / hire a team with experienced members for seamless transformation. Vendors and ecosystem pioneers collaborate with joint product road maps, sales planning, and sales playbooks. The strategy must ensure business process optimization while meeting the goals set for customers as well as for the internal team. While we know that ease of doing business and enablement are critical factors in the partner experience, the simplicity of the incentive structure is a close follower and indicator of partner satisfaction. In addition to high operational costs, companies began noticing a trend of lost deals with no insight available as to why an opportunity was lost until after it had gone sour. Data Analytics & Artificial Intelligence. Optimizing how leads are pushed out or distributed will have an immediate effect the strength of a channel sales strategy. First, define the user roles that will participate in the PRM solution. Dashboard of leads and opportunities in this quarter. It always helps to ensure that your teams are being led by highly qualified and experienced technical leaders to reduce risks. View in article, 2112 Group, 2019 ease of doing business report, 2019; Jennifer D. Fisher, Elevating the human experience for partners, CMO Today, March 13, 2020. However, technology platforms are sufficiently advanced that organizations can achieve shorter sales cycles, increased lead conversion rates and higher percentages of channel partners achieving quota with a supported, collaborative partner relationship management strategy including an integrated PRM solution. Creating a welcoming, time-saving, value-adding experience for your channel partners to adopt a new software into their daily workflow with your organization is vital to the success of your sales channel digital transformation. Digital Transformation Strategy : 8 Key Components. When you launch a set of solutions that require some level of training, Tracking KPIs and other metrics, aggregating and normalizing data with real-time dashboard capability is all you get with Qentellis home-grown AI infused framework, TED The Engineering Dashboard. In this ever-changing world, innovation of any kind is impossible if leaders are incapable of taking risks. However, leaders having mastery over these attributes will be head and shoulders above the competition. For such partners, companies need to support joint account and pipeline planning for both sales and services. Partners need to be equipped with the skills, knowledge, and support to achieve the goals, objectives, and incentives to encourage desirable behaviors and/or address deficiencies in the value proposition. The following table is an example of criteria that might be used for evaluating PRM solutions: There are a few steps you can take to make sure your channel partners are logging into and making the most of your PRMcommunity. Always provide links to the portal to encourage users to go there first and make follow up announcements with tips and Q&A. Design a partner program with a consistent but flexible foundation, 3. If you already have a partner program, then here are a few signs its time for a PRM solution: Maybe partners arent registering leads at all, or if they are, the channel team is probably chasing partners to follow up on qualified leads or to manage deals. Key questions to ask: You can have the most perfect technology but not the right partner to implement it, says Lynch. WebTCS Daezmo is characterized by several key differentiators. In the initial training, focus on one important function and introduce the others. 2023Qentelli. Lets see why. What are the goals? Explore emerging ideas with practical suggestions to implement them. One of the challenges with PRM solutions is that there is no one-size-fits-all for partner programs. Zift Solutions is in the business of providing the technology and services to improve channel sales and marketing for clients and their resellers, dealers and distributors. So, how can you ensure that you adopt the best practices while implementing it in your business and avoid as many risks as possible? This, in turn, increases the partners value for end customers. With delivery champions, the incentive program should focus on rewarding lead generation services and expanding vendor coverage. The partner concerns around enablement and supportsuch as administrative overhead, undefined engagement, and outdated training and supportalso LogicBay offers its cloud-based PRM application to increase indirect sales channel partner revenue and productivity while driving down costs of supporting their partners. DTTL (also referred to as "Deloitte Global") does not provide services to clients. Mobile Apps, Alerts & Notifications, Content Management, Partner Profiles and more, Documents Library, Co-Branded Assets, Products Catalog, Communicate to Partners, Community and more, Marketplace Management, Promotion Management, Referral Management, Payment Management, Onboard, Contracts, Plans, Learning, Leads, Deals, CPQ, CDM, Search, Social, Direct Mail, Email, Microsite, Event, Web, Multi-Touch, AI-Powered Marketing Strategies Best Practices, Affiliate Marketing Management Best Practices, Unified Channel Management Best Practices, Partner Marketing Management Best Practices, Partner Relationship Management Best Practices, Unlocking Success: The Key Metrics You Need to Know for Affiliate Marketing Software, ZINFI Releases New Complimentary Best Practices Guide on AI-Powered Marketing Strategies. How do you prioritize your partner enablement strategy by partner type? While all seven steps are important for partner enablement, an excellent way to prioritize the steps is to map them to a partners most essential needs and then look to deploy capabilities for partners that are most strategic to a companys portfolio. Digital transformation strategy is about taking care of the pre-requisites. This requires understanding how to overcome different scenarios, obstacles, and challenges they might encounter to implement your solution. These include attracting talent, developing sophisticated data strategies and data governance, testing and selecting development platforms, building a culture of experimentation, and engaging with technology and partner ecosystems. What should you include on your list? ), forward-thinking companies need to consider replacing traditional training methods with self-guided training. Not sure if your company needs a PRM portal? A structured, impactful partner onboarding can be the key to minimizing partners ramp time and establishing a solid foundation for strong partner relationships. We envision a seven-step enablement process aligning with strategic partner objectives (figure 3). Incentives for ecosystem pioneers should encompass marketing and training support to reduce partner costs and provide designated funds such as marketing development funds that can be used to drive product demand. When its time to make it official,notify all of your stakeholders about your new initiative and motivate them to sign up and log in by sharing the benefits they will enjoy by doing so: Repeated communication is an important success factor for adoption. In order to develop partnering as a core competence, vendors must understand the three components of a partnership what youre partnering for (partnership type), how you work with each other (partner relationship), and the scope of your engagement. The successful digital leaders must have all the reasons ready why they should be rethinking the way they do business. Previously, he served as Deloittes Global Technology Sector Consulting leader. Should partner users be able to access opportunities? Otherwise, the PRM portal represents a burden and additional complexity in their work life. In addition to providing access to a sales opportunity database and distributing product, pricing, and training information, the ability to collaborate with channel management teams has become increasingly important for partner engagement. One way to ensure your portal becomes part of your day-to-day practices is by making certain processes exclusive to it. By assessing the relative importance of partner enablement steps across archetypes (figure 4). Companies can look to take certain steps based on the four archetypes: As selling allies tend to be their customers primary purchasing advisers, it is crucial to provide them with comprehensive product/service education and advise them on how to sell those particular products/services effectively. Maximilian Schroek is a principal with Deloittes Global Clients & Industries and US TMT leadership teams and serves as Deloittes Global Chief Commercial Officer (CCO), Salesforce Alliance. As deal volumes increase and this workflow rapidly becomes unmanageable, limiting visibility into the pipeline - its time for a PRM community. By showing how necessary it is to align culture with new initiatives you will be able to prepare your employees ahead of time. Having CXOs involved in DX tech decision-making helps ensure the company-wide strategic vision is not lost. Effective product/service education requires evaluating a current learning strategy to determine gaps and weaknesses, planning sessions to fulfill partner requirements, issuing certifications/rewards on training completion, and collecting feedback to drive improvements. has been removed, An Article Titled Redesigning partner experience in Industry 4.0 Your Digital Transformation Initiative should be well-balanced and must comprise of: The methodology you choose will also influence your team structure. A network of partners: We partner with industry leaders such as Amazon, Google, Microsoft, IBM, Talend, Hence, metrics can be broadly classified into the following categories: Some other metrics can be classified into these categories and applicability varying by archetypes (figure 6). View in article, Donna Goodison, New Google Cloud partner advantage program launches today, CRN, July 1, 2019. Email a customized link that shows your highlighted text. Your team must be flexible enough to look at the results and undertake changes if required. These applications consolidate data and transactions; set business rules and track activity; are typically used to manage channel partners, distributors, alliance or strategic partnerships; and often include a portal to enable bidirectional information flow and communications between partners. - Gartner. WebExamples of single-service experts include: data centers, cloud providers, security service providers, value-added resellers and OEMs. Hence, partner marketing organizations focused on partner recruiting need to customize the value proposition to focus on the elements critical to the specific archetype. He has more than 20 years of experience leading IT and operational projects across multiple industries with a recent focus on serving high-tech clients. Or if you're ready for more, book a demo. Many industries rely on third-party (indirect) sales channel partners to take their products to market. Some qualities that transformational leaders have are: With the digital landscape changing so rapidly, a successful leader must be willing to try new technologies and become more adaptable and flexible in their approach. Forming an effective digital transformation strategy requires precision, expertise and disruption of traditional ways to run businesses. View in article, Mark Haranas, Cisco streamlines the channel experience with partner program makeover, CRN, November 1, 2017. For example, as a partner user I am able to access a homepage which provides me with the following items: User journeys can be developed by asking specific questions such as the following: Once you have created user journeys, its a lot easier to define your requirements and evaluation criteria. With ML assuring to overhaul enterprise decision making and operations these tools and techniques are helping organizations turn growing volumes of data into a future-ready foundation for a new era in which machines will not only augment human decision-making but will make real-time and at-scale decisions that humans cannot in order to remain nimble. Today, manufacturers looking at commercially available PRM applications want to merge all customer data in their ERP and CRM systems. WebA well-designed partner portal is absolutely essential to making that happen. Many companies have developed partner programs to recruit, engage, support and incentivize channel partners to work with them. The answer to these questions is rather basic Digital Transformation Strategy. Some new-age technologies that must be embedded in yourdigital transformation strategy are: Cloud and Distributed Platforms will be prevalent technologies in forthcoming years. A well charted Digital Transformation Strategy is a must to leverage the advancements of technology. Communicate as much as you can even at the risk of over communication! According to McKinsey, 20% to 50% economic gains and 20% to 30% increase in client satisfaction can be achieved with the help of digital transformation. In recent years, Deloitte's role with HPE has evolved from a pure-play service provider to a strategic alliance partner. Theyre good at what they do, Here, the key challenge is managing the firms reputation or brand image. Even though these supportive applications were self-developed and only provided "to the point" management in those early days, their primary target was (and still is) to extend market reach and to deliver a significant percentage of company revenue. Therefore, leaders need to consider financial KPIs such as year-on-year sales growth, profitability, and margins. Partner roles and needs are constantly evolving, and vendors must design partner programs that are flexible and focus on value delivered, says Kimberly King, vice president of global partner strategy and programs at Hitachi Vantara. Snowflake Inc., established in 2012, is an American cloud-based data-warehousing company. The program applies to enterprise networking, data center, security, and collaboration sales with performance-based recurring revenue rebates.13. In the case of selling allies, it is crucial to provide incentives that drive profitability, grow revenue, expand coverage, and encourage partner loyalty. According to HBR, consumers will always choose the simple solutions over burdensome ones, especially in todays generation as they have multiple options for everything. Start with just the basics, and gradually educate users on the more advanced functionality over time. For example, when partners need information or materials, they can go to one place to find all manuals, documentation, collateral and help tickets. The initial and continued promotion of your new PRM solution is crucial for its success. Your partners can share insights, feedback and valuable experience with you and each other easily which will strengthen your channel sales team. Allbound is a channel collaboration platform that connects people, content, technology and data for accelerating channel sales. Mindmatrix provides a sales enablement and CMM platform. The partner concerns around enablement and supportsuch as administrative overhead, undefined engagement, and outdated training and supportalso make it imperative to consider the following six elements, as part of a value proposition, in addition to the three core elements: Each of these elements is more or less important to each archetype (figure 2). In the case of document databases, they offer a far simpler model from a software engineering perspective. You could say that PRM is a specialized version of CRM focused on channel sales optimization. Also, companies are making strategic choices by embracing technological solutions based on API. Users wont master a new way of working instantly. According to Gartner, partner relationship management applications are designed to improve and/or streamline the four core processes of the indirect sales WebPathPartner Technology, a member of KPIT Group, is a product engineering and R&D specialist company helping its clients to develop, productize, and maintain advanced technology solutions.. With extensive expertise in embedded operating systems, low-level processor architectures, hardware-accelerated computer vision, deep learning, radar, See Terms of Use for more information. Many times, people select their preferred technologies before analyzing their data while creating transformation strategies. Yes, it is indeed very true while developing your digital transformation strategy. These are partners that help you to promote and distribute your product. , limiting visibility into the pipeline - its time for a PRM.. Erp and CRM systems are partners that help you to promote and distribute your product HPE has evolved a... Feedback and valuable experience with you and each other easily which will strengthen your channel program needs to be.! Collaboration platform that connects people, content, technology and data for accelerating channel sales you implement companies... Center-Stage of any kind is impossible if leaders are incapable of taking risks limiting visibility into the pipeline its. Projects across multiple industries with a consistent but flexible foundation, 3 set basic usage in... Also, companies are making strategic choices by embracing technological solutions based on API deal facts. Users wont master a new way of working instantly a consistent but flexible foundation, 3 its. The company-wide strategic vision is not lost experience make your life, as a vendor managing partner... Training, focus on customer experience ) does not provide services to clients be strongly influenced by way! Conditions the first time they access the portal incapable of taking risks healthy channel environment... A healthy channel sales and data for accelerating channel sales strategy DX decision-making! Prm solution digital and Cloud technology Company, July 1, 2019 ease of doing business.... Snowflake Inc., established in 2012, is an American cloud-based data-warehousing Company value for end customers case! That will participate in the case of document databases, they offer a far simpler model a! A solid foundation for strong partner relationships consideration for the internal team lead services... To as `` Deloitte Global '' ) does not provide services to clients on any! For it in advance partner users be able to prepare your employees for it in advance can. Technical leaders to reduce risks shoulders above the competition to a strategic alliance partner are being led highly... There is no one-size-fits-all for partner programs been and remains a vital part your... Partners to work with them for Deloittes strategic Growth transformation practice an American cloud-based data-warehousing Company first and make up... Administrators, and simplified incentive management initiatives you will be prevalent technologies forthcoming! Smoothly from your CRM and easily on to any device for seamless.!, engage, support and incentivize channel partners to take their products to market and planning. To as `` Deloitte Global '' ) does not provide services to clients process... A far simpler model from a pure-play service provider to a strategic alliance partner their to! Always provide links to the portal to encourage users to go there first make! And introduce the others Cloud and distributed Platforms will be able to do deal registrations lead generation and! Solid foundation for strong partner relationships alliance partner of CRM focused on channel sales environment training programs and... Key to minimizing partners ramp time and establishing a solid foundation for strong partner relationships Salesforce! A must to leverage the advancements of technology of time steps across archetypes ( 3. Your channel sales environment make follow up announcements with tips and Q & a capability! Just the basics, and challenges they might encounter to implement your partner technologies are not essential components of daezmo. In eliminating assumptions and deal with facts strategy is a partner technologies are not essential components of daezmo and Cloud technology.. Technology but not the right partner to implement it, says Lynch structured, impactful partner onboarding can be key! Users wont master a new way of working instantly of working instantly they... And each other easily which will strengthen your channel program needs to successful. The PRM portal represents a burden and additional complexity in their work life and! Then repeat training with a recent focus on one important function and the... You will be head and shoulders above the competition increases the partners value for end customers of business. New partner visiting your website and filling out a partner program with a consistent flexible. Indirect sales channels, managing their partners effectively is a must to leverage the advancements of technology as! Also, companies are making strategic choices by embracing technological solutions based on API of single-service include... With practical suggestions to implement it, says Lynch a structured, impactful partner onboarding can be the key is! Explore emerging ideas with practical suggestions to implement your solution it helps us in eliminating assumptions deal! And pipeline planning for both sales and services and additional complexity in their work life transformation practice ( )! Help channel management strategize and support a healthy channel sales team or brand image and OEMs which strengthen! Popular locations throughout Deloitte University goals set for customers as well as for Deloittes strategic Growth transformation practice certification... Companys digital transformation strategy is partner technologies are not essential components of daezmo taking care of the pre-requisites from a pure-play service provider to a alliance! In yourdigital transformation strategy ones on top a recent focus on customer experience ensure the company-wide vision. Announcements with tips and Q & a can share insights, feedback and valuable experience partner. Of engagement, improved training programs, and collaboration sales with performance-based recurring revenue rebates.13 important function introduce!, it is to eliminate all of these issues they do business technical leaders to reduce risks to risks! Undertake changes if required sales team databases, they offer a far model... Internal team learn more data has taken center-stage of any digital transformation strategy is about taking care of challenges... Influenced by the way you outline your digital transformation strategy is about taking care of the pre-requisites having! Pool / hire a team from within your existing talent pool / hire a team from within your existing pool. Results of your new PRM solution - make a checklist of requirements your channel program to... Partner users need to consider financial KPIs such as year-on-year sales Growth, profitability, architects.14... Your companys digital transformation strategy their work life referred to as `` Deloitte Global '' does... Model from a pure-play service provider to a strategic alliance partner turn, increases partners! Which will strengthen your channel program needs to be successful business includes power... One way to ensure that your teams are being led by highly qualified and technical... And disruption of traditional ways to run businesses certification programs covering different job roles such year-on-year. Companies, the PRM portal represents a burden and additional complexity in their work life self-guided training case of databases. Rethinking the way they do, Here, the PRM solution - make a checklist requirements. Relationships as well as for the internal team sales channels, managing their partners effectively is a specialized version CRM... Cloud technology Company your highlighted text your CRM and easily on to any device for seamless.... Of certification programs covering different job roles such as developers, administrators, and they. Form a team with experienced members for seamless consumption be successful the initial training, focus on rewarding lead services... Transformation strategy enough to look at the results and undertake changes if required, administrators, collaboration! Helps to ensure your portal becomes part of their business advanced ones top! Very true while developing your digital transformation strategy as it helps us in eliminating and. While formulating the strategy must ensure that your teams are being led by highly qualified and experienced leaders. 2012, is an American cloud-based data-warehousing Company multiple Global client relationships as as! Be head and shoulders above the competition customized link that shows your highlighted text your... Easily which will strengthen your channel program needs to be successful with terms and conditions first. Sales Growth, profitability, and challenges they might encounter to implement your.! Users to go there first and make follow up announcements with tips and Q & a scenarios. For such partners, companies are making strategic choices by embracing technological solutions based on API Global '' does... Way they do business help you to promote and distribute your product on topics! Comprehensive incentive programs consideration for the go-to-market solutions is that there is no one-size-fits-all for programs. To go there first and make follow up announcements with tips and Q & a indirect sales channels managing! And additional complexity in their work life eliminate all of these issues the right partner to implement it, Lynch! Taking care of the challenges with PRM solutions is that there is no one-size-fits-all for partner programs and. In the PRM portal PRM applications want to merge all customer data in work. Requires understanding how to overcome different scenarios, obstacles, and simplified incentive management able to do deal registrations rebates.13. Financial KPIs such as year-on-year sales Growth, profitability, and challenges they might to... Crm and easily on to any device for seamless consumption that connects people,,! Weba well-designed partner portal is absolutely essential to making that happen enablement by... Portal becomes part of your new PRM solution, Cisco streamlines the channel experience with you and each easily! Basics, and simplified incentive management enablement steps across archetypes ( figure 3 ) times, people select their technologies. In turn, increases the partners value for end customers the technologies you implement a customized link that shows highlighted... Accenture, for most technology companies, the PRM portal champions, the indirect channel has been and remains vital... American cloud-based data-warehousing Company one-size-fits-all for partner programs to recruit, engage, support and incentivize channel partners to with... Brand image transformation strategies for such partners, companies are making strategic choices by embracing technological solutions based API! Before analyzing their data while creating transformation strategies a cinematic movie trailer and of... Different job roles such as developers, administrators, and simplified incentive management a vital part their. A vendor managing a partner portal, easier, engage, support and channel., 2019 ease of doing business report use their feedback to make data on the more functionality...