A few months ago, we did a webinar with the world’s largest managed cloud provider, Rackspace. In the webinar, we chronicled Rackspace’s 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.
In the webinar, Rackspace Director of Global Partner Program and Strategy Chris Rallo, had one very simple message for you considering “Building Your Own Portal,” (BYOP) call him, and he’ll, “talk you off the ledge.”
Rallo and Rackspace discovered what so many leading companies are finding: the days of homegrown Partner Portals are over - and the market is moving on. 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. With today’s options, 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.
Since that webinar, the deck has only become more stacked against BYOP. A recent report from Frost and Sullivan, finds that companies using commercially available SaaS PRM solutions versus homegrown, generate, on average, $8 to $9 million in incremental channel revenue a year. When you consider that most companies that BYOP spend, on average months longer and sometimes tens of thousands if not millions more building a technology that is already available, the money “left on the table” is only compounded.
This week at the Channel Chiefs Conference Series in the bay area, our Impartner CMO Dave Taylor will be sharing the Rackspace journey during our session at 2:45 p.m. to 3:30. If you’re at the show, we hope you join us and learn why the SaaS PRM rush is on and why, 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.”
Not at the Channel Chiefs show? You still watch the Rackspace/Impartner webinar here.