White Papers

Browse through our library of White Papers 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.

Building Great Partner Portals.
Best practice in designing and building partner portals that general high traffic levels, maximize page views and time-on-site whilst engaging partners in interactive, collaborative PRM-driven activities.

Best Practice Channel Loyalty & Incentive Programs.
The pro’s and con’s of partner loyalty and incentive programs and helpful advice on best practice implementation.

Best Practice Deal Registration Programs.
If you are considering launching a deal registration program or updating your existing program, this whitepaper is a must.

Best Practice Lead & Opportunity Programs.
Lead management and collaborative sales opportunity management programs are a great way to channel leads to partners then monitor and manage the order flow through. This whitepaper helps you implement such programs effectively and productively first time.

Finding the Perfect Partner.
Before embarking on a costly and unproductive partner recruitment campaign, read this important whitepaper first to learn about key considerations and best practice partner selection and segmentation.

PRM isn’t CRM But it Can Complement It.
Customer Relationship Management strategies and systems are strictly for vendor to customer relationships, sales and marketing automation. Partner Relationship Management is fundamentally different but most of our customers go for a best of breed approach integrating PRM and CRM. Here is why.

10 Steps to Effective Partner Relationship Management: Part 1.
Partner selection and segmentation.

10 Steps to Effective Partner Relationship Management: Part 2.
Partner recruitment and onboarding.

10 Steps to Effective Partner Relationship Management: Part 3.
Partner training and enablement.

10 Steps to Effective Partner Relationship Management: Part 4.
Partner loyalty and motivation.

10 Steps to Effective Partner Relationship Management: Part 5.
Partner sales and marketing collaboration.

10 Steps to Effective Partner Relationship Management: Part 6.
Partner communication.

10 Steps to Effective Partner Relationship Management: Part 7.
Partner service and support.

10 Steps to Effective Partner Relationship Management: Part 8.
Partner performance management and optimization.