Partner Relationship Management (PRM) for Enhanced Extended Enterprise Team Selling. a white paper
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1 Partner Relationship Management (PRM) for Enhanced Extended Enterprise Team Selling a white paper
2 page 2 Executive Summary
3 Industry Trends in the Indirect Channel sales are increasing in the indirect channel why vendors turn to indirect channels challenges to selling with partners page 3
4 page 4 A process in need of fixing
5 Benefits To Selling Through Channels: Challenges to Working with Partners: page 5
6 PRM Solutions Make Sales Channels More Effective Productivity Levers Channel Productivity Channel Value Channel Migration Channel Integration page 6
7 page 7 A New Solution Partner Relationship Management
8 page 8 Channel Program Management engineering the partner lifecycle
9 page 9 profile management
10 page 10 lead consolidation lead scoring call center integration Lead Management Staging Database PRM Database Information from External Database PRM Business Object Matching and Cleansing
11 page 11 lead assignment lead distribution
12 page 12 accountability and closure benefits of lead management
13 page 13 forecasting Sales Productivity Tools selling procedures and methodologies publishing and personalization
14 page 14 Literature fulfillment pricing and quoting
15 Conclusion Benefits of partner sales productivity tools Conclusion Does Your PRM System Have All This? Profile Management Partner Lifecycle Management Lead Management Forecasting Publishing/Announcement Automation Sales Tools page 15
16 ChannelWave Software, Inc. One Kendall Square Building 200, 1st Floor Cambridge, MA Tel: Toll Free: Fax: September 1999
Partner Relationship Management (PRM) for Enhanced Extended Enterprise Team Selling
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