Partner Relationship Management

What is PRM?

Partner Relationship Management (PRM) is a type of internet-based business-to-business enterprise software solution that enables companies to market, sell and/or service their offering in concert with complimentary partners such as resellers, distributors, brokers, agents, consultants and franchisees (for generic joint selling purposes) or even alliance partners and other suppliers (for joint marketing or development purposes).

PRM solutions can address most, if not all aspects of partner collaboration and offer a wide range of benefits to both vendors and partners. PRM systems do not replace the role of channel sales and marketing managers, but rather can free their time to concentrate on strategic issues and relationship building. Overall, PRM solutions enable suppliers to:

• Streamline major components of their "administrative and operational" relationships with partners (recruitment, training and certifications, lead and fund management, etc.).
• Enhance their partners' experience throughout the lifecycle of their partnership (single portal with access to typical sales and marketing tools as well as order/ inventory management and technical support tools, etc.).
• Gather a very detailed view of their partners and respective customers and make real-time knowledgeable decisions about your products, offers and programmes according the various routes to market you elect to pursue.

Clearly, suppliers that have deployed robust and tightly integrated PRM solutions within their Enterprise Resource Planning (ERP) architecture are able to:

• Grow their channel business faster by capturing their partners' mind share, leveraging their competencies, growing their wallet share and supporting them better in growing their business.
• Optimise and maximise their channel investments (lower administrative burden on strategic account teams, streamlined and automated processes, better decision-making capabilities, etc.).

EuroLAN Research believes that effective online PRM tools bring vendors closer to the channel success they seek and that "partner extranets" no longer need to be marketing toys but can become the most reliable sales tools money can buy!

EuroLAN Research would like to offer you a free high-level business PRM assessment that will answer the following questions:

• Is PRM relevant to your organisation and business model?
• Are your partner management processes well defined and effective?
• What business processes are/ could be supported by your IT infrastructure?

Complete our EuroLAN Research Online PRM Survey and, within 5 business days, we will send you, via email, your PRM Assessment. Do not miss this opportunity! For more information, please call us on +44 (0)1202 670 170 or email us at info@eurolanresearch.com