The days of homegrown Partner Portals are over - and the market is moving on. Why? It’s simple really. As PRM has become as critical to business success as a CRM for companies that sell through indirect channels – the technology, engineering, and channel management behind those solutions is just not something that most companies can conjure up on their own. The question today, is you wouldn’t build your own CRM – so why would you consider building your own PRM, when off-the-shelf, highly engineered turnkey SaaS solutions are available to plug into your network and boost indirect sales immediately.
Unfortunately, many companies still fall victim to the temptation to build it themselves, given they have a smattering of technologies that already service their partners and an internal IT team who is willing to give it a go. In the majority of cases, however, the results are rarely as robust as what comes with a “snap in,” out-of-the-box SaaS solution. Generally, it takes them months longer and hundreds of thousands, if not millions more. The reality is, companies and IT teams rarely have the expertise in house and/or the IT bandwidth and channel best practices to build their own PRM effectively.
Surely, you’re thinking that any big tech company can make this work. Unfortunately, that’s not the case. Just ask the No.1 managed cloud services leader, Rackspace. In our new webinar, their channel chief chronicles the Rackspace journey through building its own Partner Portal, to using Salesforce’s CRM platform to build a PRM solution, to ultimately turning to Impartner’s PRM technology to provide an “out-of-the-box” world-class Partner Portal for its network of more than 3,000 partners worldwide.
The Rackspace journey is a common one. In fact, in a key finding in a Gartner November 2015 report, Predicts 2016: CRM Sales, Gartner predicts that “channel organizations will focus on improving partner channel revenue performance through implementing commercially available partner relationship management applications.”
In the report, Gartner continues, “Although commercially available PRM applications have been on the market for nearly 20 years, many organizations have built their own PRM toolsets during this time to complement their channel sales approach. These toolsets are fragmented and found across different roles and functions within the channel organization of a brand maker's organization without supporting a ‘one source for all’ strategy.”
From our vantage, the experience of Rackspace and the fragmented structures Gartner outlines in its report are absolutely key drivers of the dramatic growth we’re seeing in the PRM industry. Click here to view the new webinar, learn about the Rackspace journey, and understand why, if you’re considering building your own portal, Rackspace Director of Global Partner Program and Strategy Chris Rallo says to call him, and, “he’ll talk you off the ledge.”
Impartner delivers the industry's most advanced SaaS-based Partner Relationship Management solution, helping companies worldwide manage their partner relationships and accelerate revenue and profitability through indirect sales channels. Impartner PRM is the industry's only turnkey solution that can deploy a world-class Partner Portal in as few as 30 days, using the company's highly engineered, three-step Velocity™ onboarding process. Watch Impartner's interactive demo here.