Dell Picks PRM Platform

By Jessica Davis  |  Posted 2007-12-05 Email Print this article Print


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The PC maker will use's new CRM-meets-Facebook technology, which links separate Salesforce CRM implementations.

Dell and its solution provider partners are among the first customers of's Salesforce to Salesforce technology, which lets different companies share their information.

Dell first began using's CRM (customer relationship management) platform a year ago for its direct sales force. Over the last 60 days, the PC maker has taken the relationship a step further, implementing Salesforce Partners,'s PRM (partner relationship management) platform.

"They wanted one solution to collaborate with direct and indirect sales," said Elay Cohen, senior director of products at "They have a history of being a direct business, and their No. 1 business problem is they want to mitigate channel conflict. The only way to do that is to have a single platform."

Dell solution providers can leverage the platform even further if they use in their own operations. For example, rather than use the different deal registration screens at all the different vendors' portals, solution providers can enter the required information on a single familiar interface—the one they use at their own company.

Dell's deal registration through has about eight required fields and two clicks.

Ultimately, Dell may also look at using the platform for use with some of its bigger strategic partners such as EMC, according to Channel Chief Greg Davis.

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at


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