68:'s sales opportunity database and obtain product, pricing, and training information. This helps vendors to streamline processes, as well as to collect and assess data about various stages of the partner sales funnel. There are a number of solution providers who offer PRM software to companies who rely heavily on a PRM solution to stay relevant in their respective industries.
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The PRM application market has expanded significantly in the last 10 years, with vendors offering improved end-to-end and point solutions for the management of channel sales partners. It's also grown steadily due to the recent trend towards a strategic partner-first approach at companies like Dell
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Vendors who implement a PRM solution are typically motivated by a need to reduce the financial overhead, automate regular processes, and establish new partnerships to drive channel revenue and scale. Partners may also be integrators or managed service providers. Unlike
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Aside from Zift
Solutions and Magentrix, Forrester further identified the other 10 of the 12 most significant PRM providers as: 360insights, Allbound, AppDirect, Channel Mechanics, Channeltivity, Impartner, Mindmatrix, PartnerStack, Salesforce, and ZINFI Technologies.
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systems, which are tailored toward getting an end customer to purchase from you, a PRM system is focused on getting a partner to sell on your behalf. As a result, they commonly offer web-based self-service tools, information, and resources to partner resellers.
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The general purpose of a PRM is to enable vendors to better manage their partners through the introduction of reliable systems, automated processes, optimization tools, and procedures for interacting with them. Web-based PRM systems typically include a
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A 2023 Forrester Wave report notes: "Marketing decision-makers identified increased focus on achieving B2B revenue and growth via the partner ecosystem among their most important priorities in the next 12 months."
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as their intended or preferred channel for a subsequent sale, allowing the registered partner a discount on the sale price. Programs are sometimes criticized for their complexity
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Gartner reports that PRM solutions have mainly been adopted by companies in the hardware technology, software technology, telecommunication, and manufacturing industries.
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49:. The most common types of channel partners include resellers, distributors, independent software vendors, or affiliate partners like influencers.
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56:, the strongest performers are Salesforce, Zift Solutions, Magentrix, Impartner, ZINFI Technologies, Mindmatrix and 360insights.
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64:, a partner and customer contact database, and a partner portal which allows partners to log in and interact with a
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Deal registration programs, under which vendors register the partner who has brought them a potential deal with a
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233:"Definition of Sales-focused Partner Relationship Management (PRM) - Gartner Information Technology Glossary"
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33:, used especially in IT and cybersecurity industries, is a system of methodologies, strategies,
214:"Definition of Partner Relationship Management (PRM) - Gartner Information Technology Glossary"
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Kalibrate Asset
Management sues IBM for half a million dollars over deal registration dispute
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2023 report, The 12 PRM Providers That Matter Most And How They Stack Up, by
Forrester
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Time to Wring
Complexity out of Public Sector Deal Registration
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Partner relationship management tools available include:
257:, published 13 February 2018, accessed 23 September 2023
317:"Partner Relationship Management (PRM) Comes Of Age"
274:, published 22 February 2024, accessed 2 June 2024
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291:, published 12 August 2015, accessed 2 June 2024
268:Sophos launches new Partner Care offering
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31:Partner relationship management (PRM)
18:Partner relationship management (PRM)
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47:channel partner relationships
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315:McBain, Jay (2018-11-02).
222:, accessed 17 January 2021
41:capabilities which help a
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62:Content Management System
289:Government Sales Insider
90:Market development funds
370:Supply chain management
339:reprints2.forrester.com
92:(MDF) request programs
302:"Gartner 2023 Trends"
191:Software as a service
27:Software methodology
335:"Forrester Reprint"
186:Facility management
108:qualified prospect
375:Business software
122:business planning
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266:Starc, A.,
359:Categories
344:2023-12-20
197:References
103:automation
95:Training,
45:to manage
321:Forrester
117:reporting
113:Indirect
81:PRM tools
39:web-based
165:See also
35:software
237:Gartner
218:Gartner
145:Trends
127:Reward
120:Joint
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