Partner Relationship Management (PRM) for Enhanced Extended Enterprise Team Selling a white paper
page 2 Executive Summary
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
page 4 A process in need of fixing
Benefits To Selling Through Channels: Challenges to Working with Partners: page 5
PRM Solutions Make Sales Channels More Effective Productivity Levers Channel Productivity Channel Value Channel Migration Channel Integration page 6
page 7 A New Solution Partner Relationship Management
page 8 Channel Program Management engineering the partner lifecycle
page 9 profile management
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
page 11 lead assignment lead distribution
page 12 accountability and closure benefits of lead management
page 13 forecasting Sales Productivity Tools selling procedures and methodologies publishing and personalization
page 14 Literature fulfillment pricing and quoting
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
ChannelWave Software, Inc. One Kendall Square Building 200, 1st Floor Cambridge, MA 02139 Tel: 617.621.1700 Toll Free: 1.800.862.5596 Fax: 617.621.1010 Email:info@channelwave.com September 1999