Partner Relationship Management
Introduction
Partner Relationship Management (PRM) is a combination of the software, processes, and strategies companies use to streamline business processes with partners who sell their products. There are four dedicated role-based portals for channel managers: partner sellers, partner sales managers, and partner sales operations.
Video
Transcript
In this lesson, you will learn about the roles and portals for Partner Relationship Management (PRM) in Pega Sales Automation™.
PRM is a combination of the software, processes, and strategies companies use to streamline business processes with partners who sell their products.
There are four dedicated role-based portals for channel managers: partner sellers, partner sales managers, and partner sales operations. The entire partner ecosystem has constant access to insights that are relevant and personalized.
In each portal, customizable dashboards offer key metrics and insights that delve into the team pipeline, win/loss analysis, and performance. With this enhanced visibility across all partner-related activities and data, the indirect selling cycle is accelerated and amplified.
In sales organizations, channel managers are responsible for developing marketing strategies and growing partner revenue.
The channel manager acts as a liaison between the sales organization and its channel partners and is responsible for building, maintaining, and managing long-term relationships with current and prospective partners.
Depending on the size of the sales organization, there might be a single channel manager or a team channel managers.
The PRM features in Pega Sales Automation allow the sales organization and channel partners to manage leads, revenues, opportunities, and sales metrics.
The channel manager portal contains the Partner dashboard and allows the channel manager to see how the partners are performing.
The Partner leaderboard displays the Sum of won opportunities.
The Pipeline by partner displays the total amount of opportunities in the pipeline.
The Partner Win/Loss Analysis widget provides insights to which partners are winning deals.
The Partners list contains the partners assigned to the channel manager.
The list displays the amounts for open and won deals as well as the quota attained for each partner.
The channel manager can select a partner and open the partner dashboard to review the partner’s performance.
The channel manager coordinates the work between partners.
Partners do not create leads; instead, they register deals. Only partner sellers work with deals, while only the sales representatives of the parent organization work with leads. Therefore, a deal is a lead registered by a partner.
When a partner registers a deal, it must be approved by the channel manager before the partner can start working on it to avoid partner competition.
In each partner organization, there are partner sellers. The partner sellers are the sales representatives in the partner organization.
The partner seller portal allows the partner seller to manage the opportunity pipeline, including communications with prospects and customers.
The dashboard helps the partner seller to track, progress, and manage deals and opportunities.
The partner seller can create deals and submit them for approval by the channel manager.
The partner sellers report to partner sales managers.
The partner sales manager portal looks very similar to the partner seller portal, but there are some differences.
The partner manager dashboard focuses on team metrics, and there are reports available to the manager.
The partner sales operations support the sales team by administrating the application.
The partner sales operations portal has two additional tabs to manage Operators and Territories for their organization.
You have reached the end of this demo. You can now describe the roles involved in PRM and navigate their portals.