Welcome
The B2B environment has changed over the last few years. The relationships built and maintained with indirect channel partners are more important than ever. The pressure to scale your company is tremendous, yet the costs of scaling through hiring more direct sales people are prohibitive. Where can you turn for growth? Companies have been turning in tens, hundreds and thousands, to the indirect channel as the best, most cost effective means of driving growth.
In this newsletter, Impartner and leading analyst firm Gartner explore the reasons for the #RiseOfChannelTech, examine what impact a well-crafted Partner Relationship Management (PRM) solution can have on indirect channel revenues, and educate on how to select a SaaS solution for enabling channel sales growth.
Dave R Taylor
CMO, Impartner
Market Guide for Partner Relationship Management Applications
- Ilona Hansen
- 9 February 2016
The PRM application market has expanded significantly in the last 10 years, with vendors offering improved end-to-end and point solutions for the management of channel sales partners. This Market Guide will help IT leaders gain insights into the PRM vendor landscape.
Key Findings
- Applications in the partner relationship management (PRM) market are usually preselected by sales or marketing leaders. This leaves IT leaders little time to make comprehensive technology decisions.
- IT leaders supporting sales are challenged with assessing which PRM vendors might best suit their channel organization, as the technology to support the channel sales approach has evolved to a highly advanced level in the last five years, which is not yet familiar to all industries.
- The majority of organizations manage their various channel activities with a mixture of outdated and homegrown processes (driven primarily by spreadsheets) and customized legacy systems, rather than evaluating and implementing today's rich functionalities provided by commercially available PRM applications.
Impartner PRM Resources
eBook: The Secret Sauce to Accelerating Indirect Sales
The definitive guide to Partner Relationship Management: What is it, who is it for, do you need it, what are the pitfalls, how to buy it and how to get started.
White Paper: 16 Reasons Your Network Will Love Our SaaS
If you are an IT pro, chances are your sales or marketing colleague is on the hunt for a new PRM solution and wants to upgrade your company's Partner Portal.
Learn about why Impartner's SaaS PRM solution is a technology choice you can make with confidence.
Case Study
Impartner helped National Instruments increase their channel sales by 120 percent and increase their partner program's net promoter score by more than 30 percent.
Watch this case study to learn how.
