Building Channels: Partner Relationship Management by Diane Newsom
Global businesses are becoming increasingly intertwined and dependent on each other for success and growth. This shift is creating a new type of business strategy that relies on partnerships between companies and demands relationships built on mutual trust and a willingness to explore new business avenues.
Enter Partner Relationship Management.
Partner relationship management is a strategy that focuses on building and improving communications channels between businesses and their partners. Open channels are immensely important for building successful business relationships and creating sales and management strategies that actually work.
Partner Relationship Management strategies are increasingly web-based, with PRM software applications that allow companies to streamline and customize administrative tasks by providing real-time information, like new leads and shipping schedules, are available to all the partners over the Internet.
An effective PRM strategy should include ways to examine product or services performance statistics, ways to access leads and collaborate on deals, and tools to asses the effectiveness of current business strategies. A good strategy should allow you to collaborate with your partner companies and build mutually beneficial agreements while working through the problems that collaboration inevitably creates.
Where did the idea for Partner Relationship Management come from?
Partner Relationship Management is an offshoot of Customer Relationship Management. It stems from the idea that key ways to boost sales, remain cutting-edge, and continue expanding products and services, is to create new sales channels to build and implement mutually beneficial partnerships centered on the use of effective communications tools, such as special software.
How Does Partner Relationship Management help you?
By helping you build trusting, lucrative relationships with business partners that serve to increase sales and product effectiveness. Additionally, PRM allows you to continually adapt and move forward as a company so you don’t become static.
It allows you to relate to others and work collaboratively with them while fine-tuning your business relationship skills. Partner Relationship Management is a way to remain at the top of your game and keep track of what’s going on in your business and in the wider industry as well.
A good Partner Relationship Management program should allow your company to access leads, collaborate on deals, and locate all the information they need to be successful. It should build a healthy, trust-based relationship between a company, its customers and employees, and its partners.
Key Benefits of Product Relationship Management
There are a number of benefits for companies that implement Partner Relationship Management strategies. A major benefit is, of course, increased trust between yourself and your business partners.
Another benefit is easier access to leads. An example would be a company that constantly has leads go cold because someone forgets to call them or they get passed up the ladder, and called too late. An automated Partner Management Relationship system could offer an ever-ready pool of leads; if one lead is forgotten or expires after a couple days, that lead goes back into the pool for someone else to grab and call. In this way, leads rarely go cold and there is always someone to follow up.
It is small functions like these that create a better, more efficient working environment that can, and have, boosted sales and productivity for a number of companies. The development of these seemingly small functions adds invaluably to a company’s overall business strategy.
Partner Relationship Management is ultimately about your company’s ability to build powerful, successful relationships with other companies and use the appropriate PRM tools to manage and improve the way your company does business. It is about building and expanding communications and sales channels between partners in a global economy that is becoming increasingly dependent on Partner Relationship Management strategies.
About the Author
Diane Newsom writes for salesforce.com a leading producer of CRM software and customer relationship management information.