ENGAGEMENT!!
Think about this as a mindshare, or awareness you have among the members of your Channel Partner Network.
How engaged or aligned are your channel partners with your brand? This is an important metric to consider, as engagement is a predictor of future financial performance. A successful Channel Management program is one that will maximize channel partner engagement in a effective and measurable way. The higher the quality of engagement, the easier it is for the people who work within your re-seller network to do their job of selling and servicing your products every day.
For maximum partner engagement, a channel management program will:
• Recruit and retain the right channel partners
• Onboard and educate Channel Partners quickly and efficiently
• Support channel partners with sales leads, marketing collateral, marketing strategies, etc.
• Monitor and manage in order to maximize relationships
• Deploy a system that allows for lead management and pipeline visibility
Instead of addressing each of these items separately, best practices are put in place in order to unify them within the framework of a Partner Relationship Management strategy. Partner Relationship Management (PRM) is a business term that is used to describe the methodology and strategies for improving relationships between companies and their channel partners.
