Why PRM Software Needs to Focus on Enabling Customers for Change Management
Partner relationship management (PRM) software is a fast-growing category in channel management today. However, most PRM software providers miss the fundamental idea behind such a platform and tend to provide...
How Flexible Is Your Partner Relationship Management Software?
If you are selling through the channel, you probably have some kind of partner relationship management software (PRM) in place. It may have been cobbled together by various channel managers...
Overview of Best of Breed Through-Channel Marketing Automation Platforms
Over the last couple of decades there have been a few dozen providers of through-channel marketing automation platforms (TCMA), but until recently none has been able to address the needs...
Can You Configure Your PRM Software?
Partner relationship management (PRM) software has been around for a while now—about a decade or little more. In its early days, PRM software was essentially a partner portal that typically...
5 Mistakes Most Channel Marketing Teams Make
During the past decade, around 500 enterprise organizations have invested into some sort of through-channel marketing automation (TCMA) capabilities to enable their partner base. However, in most cases these channel...
Artificial Intelligence, Alexa. Who Are My Best Customers?
Yes, I know, as marketers we wake up every morning trying to figure out the answer to this question. Whether they are new or existing customers, the primary job of...
The Evolution of Through-Channel Marketing Automation
Over the past decade, a whole new category of business process automation software has evolved. We call this category through-channel marketing automation or TCMA. Forrester Research first coined this term...
How Do Your Channel Sales Work?
Channel Sales refers to utilizing external partners, such as value-added resellers, agents, or brokers, to distribute products or services instead of relying solely on internal teams. This indirect model allows...
What Is Channel Management Software?
Over the past decade, we have seen the rise of channel management software. The primary buyers of channel management software have been large enterprise organizations, and they have invested enormous...
7 Key Partner Relationship Management Best Practices
Selling through the channel is a complex undertaking, and it’s easy to get off track. Maybe your sales velocity has diminished because of increasing channel management costs. Perhaps there is...
What Is a Channel Management Process?
Channel management is the set of organized activities and resource allocation used by an organization to define and manage sales, marketing, and operational processes executed indirectly through partner organizations. Its...
3 Things Channel Sales Needs in 2018
Channel Sales involves utilizing external partners and indirect channels, rather than an internal direct sales force, to drive revenue and market penetration. It is crucial for scaling complex organizations by...
