PRM eBook Focuses on Optimizing Channel Strategies

Partner relationship management (PRM) company Impartner has launched an eBook, The Top 13 Signs You’ve Made the Wrong PRM Decision, to help companies who realize something is wrong with their current solution and then make a pivot.

The eBook helps users to confirm their concerns and provide guidance on why and how to change course quickly. The guide was developed based on conversations with prospects from leading corporations that have made a PRM technology decision they realize is not the right fit for their company and are seeking new solutions.

Let’s face it, as the buying power shifts to the business units from IT, a new population of professionals are making technology purchasing decisions, said Dave Taylor, Impartner CMO. There are multiple factors you need to consider, and for a host of reasons, you don’t always get it right the first time. If that’s the case, sometimes you make the decision to ‘live with it’ when a technology choice doesn’t turn out the way you intended. However, in the case of PRM, which is the single most foundational technology investment companies need to make to optimize the performance of their channel, if you don’t have it right, you need to acknowledge it, pull off the bandage and move on to something that works for your business. Otherwise, you will fail to unlock the potential of your channel and fall behind your competitors.

Following are the top 13 signs the PRM solution or path your company has chosen is not working for your organization:

  1. No one owns the roadmap or updates for your custom portal — and it’s falling behind.
  2. You’ve realized the resources for a build-it-yourself portal are beyond what was anticipated — and the project is stalling for lack of funding and bandwidth.
  3. You realize the demo positioned aspects of the solution as out-of-the-box, but it was over positioned — and it’s going to require major customization.
  4. Your good enough functionality is proving to not be good enough — frustrating partners and/or causing you to lose credibility in the organization because you can’t see and report the necessary metrics.
  5. When your PRM vendor has a product or a security update, it is taking weeks or months to get it.
  6. You can’t personalize your partner experience — it’s not tailored or unique.
  7. Your team finds it too hard to update the content on your Partner Portal and the content is not fresh.
  8. Your site is better than — and doesn’t match — your Partner Portal, the front door to your relationship with your partners.
  9. You have almost no insights into past success or future projections for your channel partners.
  10. Your portal can’t support today’s end-user journey.
  11. You have other solutions in your tech stack that don’t integrate with your PRM — and you’re losing insight because data is siloed and your partners hate having to sign into multiple sites.
  12. You have channel conflict.
  13. You only have visibility into a small portion of your channel revenue represented in your sales funnel.

For a complimentary copy of the eBook, click here.

RELATED: Impartner Revamps PRM Interface