Drive Your Channel Productivity Globally

In today’s business environment, every organization is asking its channel management team to do more with fewer resources. This is a common challenge for any channel organization. It’s not enough just to get busy—the key is to figure out how to drive partner recruitment, enablement, management and sales growth in a focused way. This is where partner relationship management  (PRM) software can help significantly. In this article, we will explore some of the core activities that PRM software can help automate. Before we take a deep dive into the specific activities that PRM software can automate, let’s discuss briefly how the activities tend to vary by company size. Focused channel (100 – 500 partners) – Companies in this category tend to sell through the channel independent of their own size. In our customer base at ZINFI, we have multibillion-dollar organizations that have only a couple of hundred partners, but we also have much smaller customers who have a few thousand partners. In a focused channel where