Gartner Research

Partner Relationship Management: Optimizing the Demand Network

Published: 10 May 2002

ID: G00106733

Analyst(s): Michael Maoz , Claudio Marcus, Tom Berg, Robert P. Desisto


The pace and competitive nature of today's business environment is requiring enterprises to establish partnerships at an ever-increasing rate. This Strategic Analysis Report provides guidance to enterprises for dealing with this growing trend.

Table Of Contents
  • Management Summary
  • Introduction
    • In-Depth Research and Insights Are Key to PRM Success
    • Meeting Customer Needs
    • Economic Downturn Makes Cost Reduction Paramount
    • Collaboration and Visibility Drive Demand-Partner Relationship Models
    • PRM Sophistication Increases
  • PRM Features and Business Benefits
    • Relationship Management Services
    • Real Time Customer Relationship Management Networks
    • Field Service and Support
    • Optimizing the Service Network
    • Decision Framework: Partnership Relationship Business Model
  • Service Applications Gain Momentum for Demand Partners
    • Partner Life Cycle Management Applications
    • Partner Marketing Applications
    • Partner Sales Applications
    • Partner Service Applications
  • Mitsubishi: Improved Service, Effective Selling, Less Cost
    • Collaborating With Customers
    • Increasing Partner “Mind Share” and Loyalty
    • Leveraging PRM Applications to Drive Loyalty
  • Gartner’s PRM Magic Quadrant
    • The Evolution of PRM
    • Industries Poised for High Growth in PRM
  • Conclusion
  • Acronym Key

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