Gartner Research

Ten Pitfalls to Avoid When Implementing a Digital Sales Partner System

Published: 30 November 2016

ID: G00295469

Analyst(s): Ilona Hansen


Evaluating, implementing and optimizing a digital sales partner system — whether a full, end-to-end application or a point solution for channel sales — is challenging. Application leaders supporting sales should avoid these pitfalls for a more successful deployment.

Table Of Contents
  • Key Challenges



  • Before Implementation
    • Realistic Targets and Objectives Are Not Set
    • Lack of Management Commitment
    • High-Complexities of Sales Partner Program and Technology
    • False Belief That the PRM Application Will Be Welcomed by Sales Partners
  • During Implementation
    • Missing Ongoing Promotion to Foster Commitment and Involvement
    • Implementation Executed All at Once
    • Ignoring Sales Partner Feedback
  • After Implementation
    • Not Leveraging Analytics Provided by the PRM Application to the Fullest Extent Possible
    • Lack of Attention Paid to Sales Partner Experience and Services
    • Not Regularly Conducting Updates and Enhancements

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