Keys to a Thriving Partner Relationship Management Strategy
Keys to a Thriving Partner Relationship Management Strategy

Today's business-to-business (B2B) selling models are remarkably different than they were five to ten years ago. Partner networks are one area where we've seen big changes. In various geographies, cultures, and industries, a partner network may be the primary channel to sell a company's products. Additionally, the adoption of mobile technologies in sales organizations has not only provided better market penetration to the channel partners through on-the-go access to guided selling applications, it has also accelerated the speed of information in B2B sales. However, very few companies are able to successfully harness the power of technology to aid and guide channel partners. Partner relationship management (PRM) and configure, price, and quote (CPQ) solutions fill this gap as more and more companies look to third-platform applications such as the cloud, mobile, social media, and the Internet of Things to accomplish their sales and marketing goals. In fact, Gartner predicts that by 2018, 20% of B2B organizations will extend their commercial suite to include PRM capabilities.

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