12. July 2017
By nearly every measure, worldwide, the Partner Relationship Management (PRM) market is hot. Caliente. En feu. In fiamme. Companies have realized that PRM is as critical to their success as CRM.
What that means, of course, is that there are more and more PRM choices to help you harness the power of your partner network and accelerate indirect sales – a rising tide floats all boats. However, to allow your business to grow and scale, one of the most critical elements in your selection is to ensure you choose a PRM that is truly built on a platform that is architected to grow as fast as you are -- and not a standard, static Partner Portal solution. Here are the top three reasons why:
Just like a house connected to major utilities, a true platform means the infrastructure powering your PRM has capacity on tap to add new functionality and/or scale as you scale to handle tens, thousands or tens of thousands of partners. The infrastructure you need to power your growth is already there – and is always being updated – so your PRM is always ready and able to scale as you scale.
Using that same analogy, a standard PRM portal compares to a lone cabin that’s not connected to a city’s infrastructure. To expand the house for more inhabitants, it is the owner’s responsibility to add more power, and replumb and rewire to meet the needs of the community – nothing happens automatically to make sure it’s ready for the future. Impartner PRM helps companies scale their channel programs an average of 46% faster – can yours?
Platforms, by their very nature, are an extensible base upon which you can run and build out critical business processes now and into the future. Using the house analogy again, a platform means you have a thick, strong foundation with the capacity to carry more weight, and that a “never ending” foundation is already pre-poured, wired and plumbed to easily add additional functionality. With a standard Partner Portal solution, what’s there is there. Each new piece of functionality will mean a new foundation to be poured and wiring and cabling run. You’ll need to go back to your PRM vendor to add additions to your solution, costing you time and money.
With standard Partner Portal solutions, functionality is “blindly obedient” and can only do what it can do – it comes with pre-defined business logic that will need to be completely rebuilt, should you need to change the nature of how you operate your channel. This means you’d need to go back to your PRM vendor and back to their developers – very often continents and time zones away – to make simple changes which is a costly process and lacks the agility you need to manage your channel in real time.
By contrast, Impartner’s PRM platform “abstracts” logic from the application, so that it is changeable and configurable with clicks not code. Making changes is more like changing something in a smart home – with a few buttons you can autonomously update lighting, power, temperatures, etc. This makes updates easy for you, and belies the sophistication and complexity of the platform underpinning your PRM that gives you that flexibility.
At Impartner, we get questions every day from companies lured by the Siren’s song of building a portal themselves – or turning to companies that rely on teams of off shore developers to, “build anything they want.” What we know is, time and time again, world leading, fast-growing companies from Splunk to Conga to Samsung turn to Impartner because they realize that the Impartner PRM platform is built for scale, built for nimbleness and built for the future.
For an infographic to compare and contrast the value of a PRM platform versus a standard PRM solution, click here. Ready to see Impartner PRM at work? Click here to take a demo.