Organizations selling through the channel need to focus on building core processes related to partner relationship management (PRM). Typically, partner relationship management activities include partner recruitment, onboarding, training, marketing enablement, sales enablement and incentives management. The nature of these activities varies considerably across industry verticals. Also, there are various types of channel partners—including dealers, agents, resellers, franchisees and so on—depending on the vertical in question.
ZINFI is an industry leader providing a Unified Channel Management (UCM) platform that comprises SaaS applications for Partner Relationship Management (PRM), Partner Marketing Management (PMM) and Partner Sales Management (PSM). Partner relationship management is a foundational application for UCM. It establishes the partner portal as the gateway through which a vendor connects and communicates with its partner base. PRM also tends to come with a cluster of core applications.
The following is a brief overview of PRM modules that are provided in ZINFI’s partner relationship management (PRM) SaaS application platform.
PRM Modules
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Partner Business Planning
ZINFI’s PRM comes with a Partner Business Planning module that enables organizations to develop business plans by working with internal and external partner stakeholders to ensure plan execution and compliance.
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Partner Lead Management
ZINFI’s Partner Lead Management module enables organizations to distribute leads to their partner base and manage the “contacts to contracts” process. This module helps organizations engage partner sales reps via “round robin,” “shark tank” and other lead management mechanisms.
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Partner Contracts Management
ZINFI’s PRM comes with a Partner Contracts Management module that enables organizations to dynamically manage and monitor all of the contractual agreements that channel partners sign during the various phases of partner engagement cycle.
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Market Development Funds Management
ZINFI’s PRM comes with a Market Development Funds Management module that enables organizations to allocate market development and co-op funds to partners and help them apply for program funding and claim compensation by supplying proper proof of execution.
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Partner Learning Management
ZINFI’s PRM comes with a Partner Learning Management module that enables organizations to manage channel partner training and certification by various partner tiers and types and to grow partner competencies in a systematic way through structured curricula.
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Deal Registration Management
ZINFI’s Deal Registration Management module associates partner-related contact, record and deal and opportunity information to provide a complete customer view for your group in a single place.
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Partner Onboarding Management
ZINFI’s PRM comes with a Partner Onboarding Management module that enables organizations to automate the partner recruitment and onboarding process by providing a step-by-step approach to these activities. Based on partner type, engagement, etc., organizations can create different onboarding tracks for different partner categories.
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Partner Rebates Management
ZINFI’s PRM comes with a Partner Rewards & Rebates Management module that enables organizations to automate management of various incentives schemes, such as sales rewards, company rebates and commissions to drive channel performance.
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