PRM

Why PRM solutions benefit your go-to-market

          

Partner Recruitment & Onboarding

Partner portal, product catalog, pricing catalog, shopping cart

 

Partner Enablement

Automate enablement of sales, marketing and technical teams with your content e.g. datasheets, pricelists

 

Partner Marketing & Rewards

Launch Incentive Programs such as: SPIFFs, Promotions, Gamification, Deal Registration, Rebates, Marketing Funds

Partner Management & Success

Business insights & dashboard reports to show which Partners are achieving targets, who’s accessing your content, who’s proactively gaining certifications.

If any of the above areas are a challenge right now for your Partner teams please get in touch and learn where we can enable improvements.

PRM versus CRM platform​

PRM

  • Manages relationships with “indirect” sales teams and partners’ customers
  • Manages “Sell-Through” & ideally “Sell-To” and “Sell-With” partnerships
  • Handles 2-Tier (Disti) & 1-Tier go-to-market models
  • A 2-way “digital workplace” for vendors & partners to exchange information e.g. pricing, training material
  • Can orchestrate, automate and run multiple channel use cases e.g. Deal Reg, MDF, Incentives, Rebates, others
CRM
 
  • Manages relationships with direct customers
  • Manages “Sell-To” activities with direct customers e.g. pricing/quoting, history of calls/emails, deal status, new business, upgrades, upsells, renewals
  • Often used as master data source for Partners information e.g. Partner ID, Name, Address, Key contacts
  • Usually integrated (via API) with PRM system to facilitate Single Sign On (SSO)

The business benefits of a Channel Platform for...

SALES

  • Ease of Use
  • Executive visibility into real-time channel sales performance
  • Ability to generate QBR reports automatically
  • Faster enablement of Partner sales teams
  • Reduced Cost of Sales
  • Ensuring Channel Account Managers Aligned – same processes / messages

MARKETING

  • Ease of Use
  • Executive visibility into real-time channel performance
  • Ability to measure ROI on marketing programs
  • Faster enablement of Partner marketing teams
  • Faster lead distribution

SALES OPS / I.T.

  • Opex (pay-as-you-grow)
  • Cloud-based solution:
  • Allows rapid integration with existing IT estate
  • Configurable workflows & business rules
  • Eliminates Shadow IT / poor tooling
  • Scalability
  • High-availability
  • Traceability
  • Automated workflows

REVOPS / FINANCE

  • Opex (pay-as-you-grow)
  • Executive visibility into ROI for Channel marketing spend
  • Better visibility of Partner pipeline (Deal Reg)
  • Improved auditability
  • Improved month-end reporting & close
  • Improved profitability
  • Eliminate revenue leakage e.g. recover all renewals

Channel Mechanics

ICECUBED PRM Partner

Ensuring Channel Incentives deliver Partner Loyalty

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