Channel enablement has various facets to it. These include Partner Relationship Management (PRM), Partner Marketing Enablement, Partner Sales Enablement, Partner Portal Deployment, Partner Engagement Management and more. Our blog this week discusses a few reasons why vendors should consider using a single platform that delivers all of these elements rather than opting for multiple tools.
Visibility
Having one platform creates transparency. For example, it provides 100% visibility into the lead-to-revenue journey to channel partners, channel managers, and channel and corporate marketing teams. This ensures everyone is on the same page when it comes to lead interaction and management. For sheer convenience, it helps by eliminating the need for two different platforms for partner and lead management. From the marketing side, it lends transparency to asset usage and deployment, campaign tracking, etc., and helps channel and corporate marketing ensure the messaging is on-track at the root levels.
Repeatability and scalability
Having one platform for marketing, sales and operations lends more repeatability and scalability to your processes. When everyone uses the same software, the process flow is more fluid. Whether it is partner onboarding and training, MDF management, or lead registration, having a single platform definitely makes everything easier.
Resolution of content challenges
Content and messaging is a core challenge when it comes to the channel sales model. Partners complain about the lack of desired content and their need for co-branded, localized marketing content not being met. Meanwhile, corporate marketing is often overburdened trying to support a vast sales network. Having a single platform for sales and marketing, and also for direct and indirect sales is a solution. It eliminates content silos and puts an end to sales and marketing misalignments.
