Via International

Via International - PRM

Search:

Pre-order the new book written by our Chairman, Julian Dent:

Distribution Channels- Understanding and Managing Channels to Market

Published by Kogan Page in August this year

FOCUS AREAS

> Channel Strategy

> Channel Management

> Channel Economics

> Channel Compensation

> Channel Trends

> PRM

> Account Management

> Skills & development

> Customer focus

> Marketing & brand management

> Retail channels

> SMB Channels

> Legal & regulatory frameworks

FOCUS AREAS ~ PRM

Partner Relationship Management (PRM) hasn't become as well know an acronym as CRM but it is a vital area for anyone involved with channels. There is a plethora of IT PRM solutions out there, but as is the case with CRM, you need to start with a business view of your intent and requirements. And to make it more complex than CRM, most of the users of your PRM solution are going to be out there in your partners and will need to be sold on the benefits before they start to use it. These articles point out some of the considerations and share the benefits of the experience of VIA and its clients in investigating, installing and operating PRM. To find out more, contact Julian Dent on +44 207 585 3399 or jdent@viaint.com.

Articles

“O villain, villain, smiling, damned villain!”
Max Hotopf
What look like perfect, close partner relationships can mask manipulation and deceit, leaving us like Hamlet to marvel at the wickedness of the world. We talk to Professor Erin Anderson of INSEAD about her field work with Professor Sandy Jap on how to best maintain and build relationships with intermediaries…

Making sense of PRM
Max Hotopf
A host of on-line applications have the potential to make the management of channel marketing far, far easier. Suppliers can check on lead follow-up, enable and at the same time control how channels use their brands and build accurate profiles of partner behaviour. So why have so few suppliers successfully implemented partner-relationship management systems?

PRM + e-commerce = channel automation
Max Hotopf
Profiling your partners by what they buy from you is getting easier. So is online training. Microsoft knows the return it makes on the 15,000 leads it hands out to its European partners each month. Channel automation can have a huge impact on your business.

Should you be investing in PRM?
Max Hotopf
Faced with the need to work with ever more partners and influencers, many suppliers have turned to websites and email. The hope is that these partner relationship management (PRM) systems can offer an effective, low-cost alternative to face-to-face visits and telesales. But it doesn't always work out that way...

Partner portals that really work
Max Hotopf
Oracle claims its recently launched Oracle Partner Network portal as a major success. It consolidates no fewer than 23 previous sites. Oracle claims that, since its launch last autumn, staff from 67% of its partners visit the site three times a week or more. Previously, the 23 sites were visited by only 27% of partners twice a week! The site is multilingual, with many sections localized into scores of languages.

Privacy | Terms & Conditions | Article Listing