What Is Business Partnering?

PRM refers to partnership relationship management, which mainly implements complex revenue sharing, settlement, evaluation, and partner product management functions with content and service providers, group customers and other partners.

PRM refers to partnership relationship management, which mainly implements complex revenue sharing, settlement, evaluation, and partner product management functions with content and service providers, group customers and other partners.

Chinese name

Partner Relationship Management

Foreign name

Partner Relationship Management

English abbreviation

PRM

Definition

Software for managing customer relationships

Partner Relationship Management

PRM partnership management

CRM is not just software for managing customer relationships. Effective CRM requires a customer-centric business strategy-this is not a software system that can help you do it. This strategy will mean changes in company organization, corporate culture, and work processes, and sometimes such changes can be significant. CRM technology is the enabler, not the driver.

Have you heard that a business can automatically find a new business strategy? Similarly, PRM is more than just software. It should be a business decision that can optimize the value of the partnership. It plays a vital role in corporate management just like CRM application software. In fact, it is difficult to distinguish network-based applications from effective PRM in today's complex channel relationships. But if you think about it carefully, if a manufacturer s channel strategy is not coherent and its partnership is confusing, what about the network application of s? The chaos of automation is still chaos.

Another important point is that the word in the middle of PRM is 'relationship'. A good cooperative relationship is a win-win situation for both parties. Effective PRM refers to bringing value to partners, making them into A instead of just selling more products or managing their sales behavior microscopically. Of course, helping them become good is because Cheng Zuo X is often more faithful as a partner.

PRM PRM expands PRM market

CRM and e-commerce software solutions basically involve direct sales relationships. It wasn't until last year that we could more easily find applications or web services related to channel partnerships. The situation began to change at the end of 1998 as related software began to serve this new market. Early PRM vendors include Partnerware Inc., ChannelWave Software, Inc., Webridge, Inc., and Allegis Corp. They aimed at adopting relationship management concepts in new applications specifically designed for indirect sales channels. About two years later, this fast-growing market opportunity and the phenomenon of h suppliers competing to join the PRM market confirmed their early assumptions were correct.

Because multi-channel sales or online business strategies have gained momentum, it is clear that indirect channels are still a crucial factor in most industries. Although in the business process people are more focused on services and more complex sales methods, the importance of channel partner cooperation has shifted in this process, but channel sales still account for half of the global business.

Some analyst companies predict that the PRM software and services market will reach a market share of about $ 1 billion in 2002, and IDC recently predicted that it will be $ 2 billion in 2003. Unfortunately, there is no standard conclusion on this, but if you think that the CRM market will exceed $ 5 billion in 2000, it is unlikely that the RM market will reach this number within a few years.

PRM PRM What should PRM provide

According to a two-week online survey conducted by our company in August, people most want PRM to be characterized by opportunity / leader management and integration with other enterprise management software (CRM / ERP). The survey collected about 200 responses from channel managers, channel partners, software vendors, and consultants from IT, telecommunications, financial services, and manufacturing industries.

The vast majority of Q & A from channel managers in the IT industry reflects that they are concerned not only with sales and marketing but also with sales channel management. The previous survey, which only focused on channel partners, showed that people are more concerned with sales / marketing content (not just leadership) and tools that make the sales and service process more effective. Obviously, it is very important for any company to consider the PRM system to satisfy channel management and partnership, because this system will definitely bring value to both parties.

4 PRM is divided into 4 parts

1.Partner management

Partner qualification management

Partner Basic Information Management

Cooperation model management

Partner Points Management

2.Partner business support

SP business entry and exit management

Agency business authorization

Partner training management

SP Content Delivery and Provisioning Management

3.Partner problem management

Partner Business Consulting

Partner Complaint Management

SP Business Failure Report

4.Partner Performance Management

Assessment Rules Management

Assessment processing