Gartner Research

What Application Leaders Supporting Sales Activities Should Know About Partner Relationship Management Applications

Published: 06 July 2018

ID: G00364523

Analyst(s): Guneet Bharaj , Ilona Hansen

Summary

PRM applications maximize revenue and profit in multitier channel sales by optimizing the indirect sales processes. Application leaders supporting sales should use this research to understand what PRM applications are and how their partner channel business can benefit from them.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Familiarize Yourself With PRM Applications to Support Efficiency and Effectiveness
  • Research the Common Functions Supported by PRM Applications
    • Partner Master Data
    • Partner Life Cycle Management
    • Channel Partner Marketing System
    • Channel Sales Execution
    • Channel Partner Service
    • Reporting/Analytics
    • Extended Reporting/Analytics: Predictive Analytics
  • Evaluate the Shift Toward Partner Enablement Before Considering PRM Vendors

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