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What's the Secret Sauce for Accelerating Indirect Channel Sales? Get the New Definitive Guide from Impartner and Beagle Research

For Immediate Release

New handbook provides clarity around PRM and why it's the key to unlocking the full potential for companies who sell through indirect sales channels

Salt Lake City, Utah — August 6, 2015 — Silicon Slopes-based Impartner, a leader in SaaS Partner Relationship Management (PRM), today announced its sponsorship of Beagle Research Group's new handbook on PRM. The long-simmering PRM industry is exploding as companies that sell through indirect channels race to ensure their partner portals meet today's standards for a frictionless customer experience. The Secret Sauce for Accelerating Indirect Sales; A Definitive Guide to PRM is designed to provide a comprehensive overview of PRM, its benefits, and how companies that operate indirect channels can choose the right solution for their organizations.

Channel operations offer a unique business model that relies on free and secure information flow between vendors and partners. In 2015, if you're selling through the channel and not using a PRM solution, you risk leaving partners unsatisfied with their experiences and leaving money on the table, said Denis Pombriant, managing principal at Beagle Research.

In this comprehensive digital handbook, Beagle outlines what PRM is, who it's for, what the selection pitfalls are, how to buy it and how to implement, including the following key reasons why companies need PRM including to:

  • Distribute sales leads
  • Enable partners to market their unique value-added solutions
  • Manage sales and discounts to the partners
  • Train and certify partner staff
  • Distribute complete and accurate content
  • Assign and regulate lead flow in territories so that partners are not necessarily competing with each other in a price competition that leads to a death spiral.

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About Beagle Research
Beagle Research Group, LLC is a front office analyst firm and consultancy founded in 2004. Founder and managing principal Denis Pombriant is a well-known researcher, speaker, and blogger. His latest book, Solve for the Customer: Using Customer Science to Build Stronger Relationships and Improve Business Results.

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