• February 7, 2002
  • By David Myron, Editorial Director, CRM and Speech Technology magazines and SmartCustomerService.com

Partnerware Readies New PRM Services

Partner relationship management (PRM) software helps to keep better tabs on partners, suppliers, and distributors. But what happens when you have hundreds and thousands of business partners? To mitigate the confusion and complexities of partnering with large indirect sale forces, Partnerware Inc., Austin, Texas, reorganized its business model and service offerings during the past nine months to serve the burgeoning PRM market, specifically indirect channels. The company hired an entirely new management team, with the exception for its chief financial officer, in this time period and abandoned its ASP business model to focus on enterprise software. This strategy shift yielded a new set of enterprise software services dubbed Total Channel Experience (TXC), which will officially launch next Monday, February 11. "CRM, today, is focused on direct. To succeed in PRM, you've got to have a whole set of processes that deal with a tiered structure,' says Donna Troy, president and chief executive of Partnerware. The goal is to enable customers improve their acquisition and enablement processes, as well as the ability to deselect non-performing partners. To do this, Partnerware is launching Partnerware TCX Foresight and Partnerware TCX Insight. Partnerware TCX Foresight helps organizations optimize their strategy; establish a go-to-market strategy; define programs, processes, and metrics; and deploy infrastructure and programs. After using Partnerware TCX Foresight to evaluate a company's channel strategy with an end-to-end assessment, Partnerware consultants can then generate profiles of customers that highlight the best mix of partners required to meet channel performance and revenue goals. To be used in conjunction with Partnerware TCX Foresight, Partnerware TCX Insight provides reporting tools and analytics to identify gaps between corporate objectives, market conditions, and channel capacity. The Java-based system provides partner profiling, partner acquisition, lead management, funds management, knowledge management, and reporting capabilities to capitalize on relationships with vendors, indirect channel partners and their customers.
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