Technology Partners
Why technolgy solutions benefit and automate your go-to-market strategy
Partner Recruitment & Onboarding
Partner portal, product catalog, pricing catalog, shopping cart
Partner Enablement
Automate enablement of sales, marketing and technical teams with your content e.g. datasheets, pricelists
Partner Marketing & Rewards
Launch Incentive Programs such as: SPIFFs, Promotions, Gamification, Deal Registration, Rebates, Marketing Funds
Partner Management & Success
Business insights & dashboard reports to show which Partners are achieving targets, who’s accessing your content, who’s proactively gaining certifications.
If any of the above areas are a challenge right now for your Partner teams please get in touch and learn where we can enable improvements.
Partner Resource Management (PRM) versus CRM platform

PRM
- Manages relationships with “indirect” sales teams and partners’ customers
- Manages “Sell-Through” & ideally “Sell-To” and “Sell-With” partnerships
- Handles 2-Tier (Disti) & 1-Tier go-to-market models
- A 2-way “digital workplace” for vendors & partners to exchange information e.g. pricing, training material
- Can orchestrate, automate and run multiple channel use cases e.g. Deal Reg, MDF, Incentives, Rebates, others
CRM
- Manages relationships with direct customers
- Manages “Sell-To” activities with direct customers e.g. pricing/quoting, history of calls/emails, deal status, new business, upgrades, upsells, renewals
- Often used as master data source for Partners information e.g. Partner ID, Name, Address, Key contacts
- Usually integrated (via API) with PRM system to facilitate Single Sign On (SSO)
The business benefits of a Channel Platform for...
SALES
- Ease of Use
- Executive visibility into real-time channel sales performance
- Ability to generate QBR reports automatically
- Faster enablement of Partner sales teams
- Reduced Cost of Sales
- Ensuring Channel Account Managers Aligned – same processes / messages
MARKETING
- Ease of Use
- Executive visibility into real-time channel performance
- Ability to measure ROI on marketing programs
- Faster enablement of Partner marketing teams
- Faster lead distribution
SALES OPS / I.T.
- Opex (pay-as-you-grow)
- Cloud-based solution:
- Allows rapid integration with existing IT estate
- Configurable workflows & business rules
- Eliminates Shadow IT / poor tooling
- Scalability
- High-availability
- Traceability
- Automated workflows
REVOPS / FINANCE
- Opex (pay-as-you-grow)
- Executive visibility into ROI for Channel marketing spend
- Better visibility of Partner pipeline (Deal Reg)
- Improved auditability
- Improved month-end reporting & close
- Improved profitability
- Eliminate revenue leakage e.g. recover all renewals