Published: 25 April 2023
Indirect sales technologies are using business intelligence and AI-based tools to understand and develop the nuances of partner engagement across the channel. Application leaders must take into account market trends and be aware of available PRM application technology advances.
Delivering scalable support for channel partners requires indirect sales and partner marketing teams to be less dependent on distributed tools like spreadsheets, emails and one-off partner portals.
Providers lack insights into how and where partners engage, both within their program and throughout the customer life cycle.
Partners are increasingly involved in growth opportunities such as co-marketing and co-ideation models. But in order to drive success, vendors need to better understand partners’ strengths and the unique value they can deliver.
As an application leader responsible for automating indirect channel and ecosystem partner processes, you should:
Support a broad selection of partner types
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