Articles and Reports

We’re regularly in the media commenting on industry best or worst practice, sharing our experience and highlighting lessons learned together with the benefits of adopting a Partner Relationship Management strategy with supporting infrastructure. RelayWare and PRM often feature in articles or reports written by journalists and analysts. Here are a few of the most recent articles and reports:

Aberdeen Report The Extended Sales Enterprise 2011
This report by The Aberdeen Group analyzes 295 organizations’ sales effectiveness and shows that firms with best-in-class indirect sales performance were significantly more likely than others to deploy a Partner Relationship Management (PRM) portal.

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CEO’s – Indirect Channels Just Fulfill Demand…Right?
This article by Mike Morgan, CEO of RelayWare, Inc. and indirect channel sales and marketing expert sets out to understand and dispel the myth that indirect sales channels serve only to fulfill the demand created by the vendor.

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IT Reseller – Introduction to PRM
This article by Veronica Brunwin, CPO of RelayWare, Inc. explains how Partner Relationship Management (PRM) is a system of methodologies, strategies, software, and web-based capabilities that help a vendor to organize and manage partner relationships.

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Microscope – Lessons From the Past – Partner Management in a Recession
This article by Mike Morgan, CEO of RelayWare, Inc. explores the lessons to be learned by vendors from the successes and failures of the last global recession in the tech sector.

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ManufacturingTalk – PRM for SME’s
This article by Veronica Brunwin, CPO of RelayWare, Inc. explains to manufacturing companies how Partner Relationship Management (PRM) is as relevant a strategy and technology for SME’s as it is for large enterprises.