Indirect channels are a key part of today’s business. Globalization, changing customer expectations and the need to segment customers to deliver tailored products and services increases the need to effectively manage these channels as a crucial element of business success.
“…we’ve found that companies with effective partner lead generation and coaching are 63 percent more likely to exceed their indirect channel revenue goals.”
Source: Accenture customer experience and Accenture Strategy 2016 CSO Insights Channel Performance Study
Where Now Consulting works with Impartner, a global software provider that specialises in Partner Relationship Management (PRM) systems. PRM is a combination of strategies, processes and software used to automate and streamline the management of indirect channel.
Benefits of PRM
Partner productivity
PRM systems provide partners with a central resource for the information and tools needed to increase sales and fully service and support a supplier’s offering. This includes product information, marketing materials, training and sales enablement tools
Process optimization
PRM systems streamline and automate the processes that are required to build, retain and grow a partner ecosystem. This includes recruitment and onboarding, lead distribution and management, and the allocation and management of market development funds (MDFs)
Actionable insights
PRM systems supply the supplier’s partner account managers with the analytics to assess and monitor partner performance. They also provide greater visibility into partner pipelines, the programs and tools being utilized, and how to achieve a desired outcome
Reduced cost
PRM systems can replace time-consuming and error-prone manual tasks with simpler, cost-efficient electronic processes (e.g. deal registration tracking, pipeline management, partner payment)
Easier to manage
PRM systems are designed to be all-in-one channel management solutions. This allows suppliers to replace much of the functionality derived from homegrown solutions and disparate applications that are difficult to integrate and manage
Impartner Clients range from small, medium sized companies to global organisations