Gartner Research

What IT Leaders Supporting Sales Activities Should Know About Partner Relationship Management Solutions

Published: 13 July 2015

ID: G00277813

Analyst(s): Ilona Hansen


Solutions for partner relationship management add value to multitier channel sales activities by maximizing revenue and profit. A key challenge for IT leaders is to understand what PRM solutions are and how their multitier sales organization can benefit from them.

Table Of Contents
  • Key Challenges



  • Consider Two Sales Models Commonly Used in Combination
  • Understand the Common Functions of PRM Solutions
    • Partner Master Data
    • Marketing
    • Sales
    • Service — Data/Reporting
    • Additional Functions to Consider
  • Create a Cross-Functional Team
  • Conclusion

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