Gartner Research

Five Steps to Successful Partner Relationship Management Initiatives

Published: 22 January 2016

ID: G00294800

Analyst(s): Ilona Hansen


Commercially available PRM applications have changed from a siloed approach to supporting marketing, sales and customer service departments. IT leaders should adopt a five-step governance approach to using this channel sales technology to foster and support channel sales growth.

Table Of Contents
  • Key Challenges



  • Step 1: Identify and Document the Fragmented Channel Tools Used by Your Organization
  • Step 2: Validate the Findings of the Initial Investigation and Document Requirements With Users, Management and Partners
  • Step 3: Engage Management in the Initiative
  • Step 4: Implement the Agreed Changes
  • Step 5: Optimize on a Regular Basis

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.