In an ideal world, you would be able to fire up a channel program and achieve great results. But in the real world, it never works out that way. Getting the best results from your channel starts with taking a proactive approach to channel management. By investing in PRM solution and committing to continuous improvement, you can build an incrementally stronger channel over time. And the best part? When you manage your channel effectively, you can increase ROI for both you and your partners at the same time. With all this in mind, let’s take a look at four reasons why you should focus on optimizing your use of PRM.
1. Reach New Customers
Deploying the right PRM solution can help vendors attract new partners and enter into new markets. In turn, this opens doors for new customers. You never know when you’re one new partner away from an avalanche of new customers that come from that partner’s ecosystem. In this light, optimizing your use of PRM technology can rapidly scale your channel, allowing you to execute new ideas that otherwise might not have been an option.
2. Recruit New Partners
With a purpose-built PRM solution in place, you’ll gain access to data that can show you what a strong, high-performing partner looks like. You can then use this information to proactively recruit new partners. That’s compared to the old-school way of growing your channel: onboarding partners and hoping for the best. By investing in a modern PRM tool, you’ll get the information needed to hire the most strategic partners every time.
3. Improve the Partner Experience
Partners are busy enough as it is. Unfortunately, many vendors treat them as though they don’t work with anyone else. In reality, the
average partner actually works with more than 20 different vendors. When given the choice between working for a company that has given their team the same technology for 10 years or one that consistently stays on the cutting edge of innovation, which would you choose? The same concept holds true in the channel. When you invest in modern PRM solutions, you’re making an outward gesture that proves to both current and potential partners that you prioritize the channel and—more importantly—the partner experience. Research suggests that
70 percent of businesses don’t meet partner expectations. By giving your partners tools designed to make their jobs easier, you avoid falling into that majority, and your channel becomes much stronger because of it.
4. Streamline Lead Management
When you invest in leading channel solutions such as Vartopia, you get the peace of mind of knowing that you can
close the loop on every deal, no matter what stage your program is in. At the same time, you also ensure that channel managers don’t have to look under every proverbial rock to get visibility into leads and the pipeline. Taken together, this is an easy way to make sure that your highly paid channel managers are able to spend their time focusing on the big picture instead of dealing with minutiae.
Vartopia: A Proven PRM Solution
If you’re looking to optimize your use of PRM technology and take your channel to the next level, Vartopia can help. Our solution creates a digital connection between you and your partners, increasing visibility for all parties and making everyone’s jobs easier. Simply put, Vartopia gives you the data you need to figure out the best way forward and determine which partners are most deserving of extra incentives. For more information on how you can transform your channel with a simple investment in technology,
request a demo today.
