If you’re on the fence about using a partner sales acceleration tool, there’s a couple key things to consider. Before we begin though, keep in mind that PRM is dead as we know it. We’re no longer looking at partner relationship management, as we are at partner sales acceleration. You don’t want to stay at the same pace, you want to accelerate forward. Which is exactly what you can expect when you use a tool that allows you to get the most out of your channel partner programs.
The key here is to zero in on centralized communication. A space for communicating and collaborating with your partners goes a long way. Make sure that you have all the information that they need, in a spot that’s easily accessible from any computer or mobile device.
If you’re still attaching files to an email to send them out, that’s a red flag. What happens if the email gets lost in the shuffle? The files are lost as well. A collaboration space in the cloud works as both a communication platform and a spot to share files. Double duty and easy to use.
Don’t use Excel as your be-all, end-all solution. That can be complicated if you have a lot of partners that you’re sharing distinct spreadsheets with. Instead, a tool allows you to keep all of the information at hand, as well as keep your partners informed of what they need to know.
This is probably the easiest sign. And to be honest, one of the quickest sells for getting a partner relationship management tool. Or rather, partner sales acceleration tool. Instead of trying to group everyone together and continue to share files one at a time, just invite them to collaborate in the tool. Set what you’re sharing based on the defaults, and you’re ready to go.
If you have more than 10 partners, you need a tool. This is a good number to keep in mind. Granted, you might be looking to implement a sales tool well before you get to that number, which is a great idea! It’s easier to start small and work forward, than to curse your former self for lack of foresight and try to dig yourself out of a hole while also implementing a partner relationship management tool at the same time.
Work on getting all of your collaboration in one central spot with a partner relationship management tool, and you’ll see your efficiency rise by no small margin. But maybe before you start with the tool, realign yourself to work on partner sales acceleration.