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SaaS Partner Relationship Management Leader Impartner Outlines Eight Key Reasons CRMs Can't Masquerade as PRMs

For Immediate Release

New infographic summarizes critical differences between CRMs versus purpose-built PRMs, which are 100 percent focused on managing partners not end users — and accelerating indirect sales

Silicon Slopes, Utah — August 31, 2015 — Impartner (formerly known as TreeHouse Interactive), a leader in turnkey SaaS Partner Relationship Management (PRM) solutions, today announced a new infographic outlining the 8 Reasons a CRM Can't Masquerade as a PRM. The infographic is targeted at companies that are evaluating CRM technology solutions to upgrade their Partner Portal, and provides insight on why PRM solutions are irreplaceable as the front-line technology to accelerate indirect sales.

While a strong CRM or SFA (Sales Force Automation) tool is a powerful foundation for a channel strategy, companies are increasingly finding that they also need to layer on top a fully featured PRM as well, said Dave R Taylor, chief marketing officer of Impartner. When making that buying decision, however, the challenge is for companies to ensure the system they choose is truly purpose built to track and manage partners, and not end users. Unlike a CRM, PRM solutions are 100 percent focused on servicing partners and helping you manage partner relationships.

Taylor continued by highlighting that CRM companies and IT departments may know a lot about web development and SaaS architecture, and be experts at setting up websites using open source tools like WordPress or Drupal, but that there is so much more to a Partner Portal than just the website. You need to engage with a company who can offer proven strategies for structuring an effective channel program, and then echo those in a Partner Portal. The value a true PRM company brings is less about the web development and much more about implementing best practices to accelerate your indirect sales, said Taylor, listing off the eight key reasons below:

  1. Nothing is standardized
  2. Time to market
  3. The cost of the PRM module may be even more than original CRM platform cost
  4. Loss of brand control
  5. Limited functionality
  6. Lack of a roadmap for the future
  7. Loss of focus for IT teams
  8. Lack of channel expertise

At the end of the day, our client roster is full of companies who have spent months and sometimes millions of dollars on development and/or consultant fees, while going down a CRM vendor's PRM path before throwing in the towel and turning to a focused, pre-engineered PRM solution, said Taylor. Let these eight lessons of the market keep you from being lured by a technology in a parallel space that's masquerading as something it's not. Take a closer look at PRM SaaS solutions that are purpose built to be able to have your company 'climb into them,' turn the key, and be able to drive your partner relationships forward.

 

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