Tag: Channel vendors
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What is Partner Relationship Management (PRM) and Why Is It Important?
Categories: Tech AnalysisWith a growing channel ecosystem, partner relationship management (PRM) is a software solution that gives channel program operators many tools they can use to optimize relationships and results with indirect sales partners. While customer relationship management (CRM) enables the customer sales lifecycle, PRM simplifies channel partner management by automating several standard vendor-partner processes. Partner relationship… Read more
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How to Model Channel Partner Programs for MSPs
There are only two ways for companies to make more money: One is to create new customers to sell to and then sell to them. To accomplish this you need to find new prospects, pursue them, penetrate those organizations, convince them of your superiority, propose excellent services and products, and close those sales. Many say… Read more
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Navigating the IT Infrastructure Sales Paradox
Categories: Tech CompaniesSolution providers in the channel that resell servers and storage systems are dealing with something of a paradox these days. Total shipments for servers for the first time in recent memory have increased. International Data Corp. (IDC) reports that worldwide server shipments increased 1.9 percent year over year to 2.45 million units in the second… Read more
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Death of the Big Channel Program?
Thanks to the rise of big data analytics, the days of the big channel program that spans multiple tiers may soon be coming to an end. For some time now, channel managers have been accumulating data to keep track of every deal in real time. At a recent Global Channel Data Management Summit hosted by… Read more