One Platform, Many Solutions. Unified Channel Management (UCM) allows a vendor organization selling through the channel to take an integrated approach by aligning channel policies, channel programs, channel people (both internal employees supporting the partner base and employees of external partners), business process automation and channel partners to build a high-performing global channel. This unified approach to channel management requires end-to-end automation of three core sub-processes, e.g., partner relationship management (PRM), partner marketing management (PMM) and partner sales management (PSM).

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Partner Recruitment & Engagement

Making it easy to do business with an organization allows partners to increase performance and loyalty to that specific company, and in return reduces the operational cost and complexity to serve a global channel.

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Multi-Partner Demand Generation

Enabling partners to run integrated marketing campaigns by leveraging easy to use co-branded assets and tactics can significantly increase an organization’s market access at a significantly lower cost on a global basis.

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Partner Sales Performance

Empowering partners’ sales reps to be more effective at closing newly generate leads and opportunities increases an organization’s ability not only to increase market share, but also create a loyal partner base at a global level.

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Partner Relationship Management

Partner management activities focus on internal channel management optimization and automation – simplifiying how partners do business with a vendor. A properly configured PRM solution much reduces operation costs, efficiently allocates resources behind partners with high potential for driving profitable growth and significantly increases partner satisfaction

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Partner Marketing Management

These channel marketing activities focus on enabling channel partners to drive demand from their prospect and customer based by leveraging the vendor’s marketing assets and tools. A PMM solution can help vendors optimize the use of market development funds, stimulate purpose-driven demand generation and exert control over brand extension via channel partners.

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Partner Sales Management

These channel sales enablement activites focus on enabling internal channel management resources (channel account, field marketing , distribution, etc.) and channel partners to close more deals faster. A properly deployed PSM solution gives marketing/sales teams insight into marketing asset and sales campaign effectiveness, and increase sales closure rates and predictability

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Unified Channel Management: Best Practices

A Guide To The Future Of The Channel

This eBook addresses the entire partner lifecycle management, including best practices in channel recruitment, engagement, enablement and management.

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Unified Channel Management