As an acronym, PRM stands for “Partner Relationship Management”—a rather nebulous term that is both a noun and an engagement philosophy. Its counterpart “CRM” or “Customer Relationship Management” would be nearly as nebulous, but thanks to Salesforce.com, everyone now knows what it is….or do they? Like it’s CRM twin, in its basic form PRM is Read More
{ 0 comments }
Next week (July 27th) is the capstone broadcast for hawkeye’s webinar series on the Data-Driven Organization. As the organizer for our webinars, I thought it would be fun to try something new this time so we’re taking questions during registration and the entire webinar is being built around submitted questions and registrants’ areas of interest. Read More
{ 0 comments }
Last week I participated in a webinar with Ian Hutchieson where we talked about CRM/PRM integration. Ian and I have worked together on several CRM/PRM projects – I drive the technical process and Ian works with the marketing team and business processes. We’ve distilled our experiences into a 4 step process shown in the diagram.
I wanted to revisit the sustain part Read More
{ 1 comment }
In 2007, Amazon Consulting’s CEO Diane Krakora wrote an article declaring “The Demise of PRM As We Know It.” Her article sealed the fate at that time of a shift in attention from PRM to CRM solutions and the literature was virtually silent on the merits of PRM for a time.
Google Trends is by no Read More
{ 0 comments }
Are you sure you know what motivates your resellers?
Every company selling through an indirect channel wants to achieve greater partner mind share. What makes the resellers want to sell more AND achieve the ROI that you need for your programs? Incentives! When used appropriately they:
{ 0 comments }
As temperatures cool down and the leaves begin to change, it’s apparent that summer is coming to an end. Hopefully we’ve all had an opportunity to reflect about the year thus far, and contemplate channel priorities for the second half of 2010. Getting away from the daily minutia and asking yourself some basic questions may Read More
{ 0 comments }
Channel Champion is your source for best practice and industry expertise on all things channel marketing, Sign up for weekly updates and get the knowledge to become a channel champion! Read more 
©2010-2012 hawkeye, all rights reserved