Gartner Research

Five Steps to Successful Partner Relationship Management Initiatives

Published: 22 January 2016

ID: G00294800

Analyst(s): Ilona Hansen

Summary

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

Introduction

Analysis

  • 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

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