Companies can use indirect sales to sell their products or services on the market. Concretely, it is a sales channel maintained through a network of partners (Prescribers, Distributors, Integrators, etc.).
The idea is therefore to FAIRE-FAIRE: to be represented, to sell and to have realized the services associated with your offer. To this end, the PRM (for Partner Relationship Management) is a tool designed to monitor the evolution of the business and facilitate communication between the parties.
A PRM system gives partners easy access to all the information they need to sell successfully . It allows them to quickly and easily record transactions, access market development funds and find product information.
What is a good PRM solution/technology?
The SMR can be used by anyone related to the business: brokers, value-added resellers or distributors, etc. In fact, PRM software can be considered an extension of CRM ( for Customer Relationship Management). The idea is to enable the company to develop better visibility into the accounts, sales processes and results that its partners are creating .
For a PRM tool to be effective in the indirect sales process, it must incorporate some essential features. These include:
- A partner portal for your partners to quickly access content,
- the declaration of opportunities,
- lead management,
- training and certification,
- content management,
- recording of transactions,
- strong relationships on partner success,
- joint planning of activities.
In sum, the SMR is designed to bring together a variety of traditional tools in a single platform. Everything a channel manager needs to work with partners is brought together and accessible in a single platform.
Who should have a PRM tool?
The companies that benefit most from an indirect strategy are mainly those that do not sell directly to their end users . Industries like manufacturing, automotive, insurance, SaaS, and even hospitality and leisure that sell, at least in part, through a distribution channel , should have an effective SMR strategy . On the other hand, it is recommended that companies that primarily sell to their customers use only a CRM solution .
