- Quick facts about your business and your offerings
- Value statements
- Sales playbooks
- Case studies
- Email and marketing campaign templates
Be proactive about actively educating your partners on key topics, so you can build relationships with them. Provide them with newsletters, virtual or face-to-face learning sessions, and check-in meetings and reviews.
If you’re not sure what your partners need in terms of resources, ask them, by using surveys or inciting them to give you direct feedback on what they’re lacking. Focus on providing them with content they can’t find anywhere else and consider offering performance incentives in the form of:
- Employee certifications: These work well to help partners build portfolios and can be tied to greater compensation for them.
- Direct payments: Cash incentives or gift cards for reps who reach certain goals or thresholds.
- Company merchandise: Branded swag can work to not only incentivize partners but keep your company top of mind.
- Incentive-based gamification: Motivate partners to self-educate via points that convert into gift cards or prizes.
Track your progress
Tracking is an integral aspect of all partner programs. It helps you to streamline and optimize your sales processes and measure performance. By tracking partner deal processes you can gain insights into channel performance and the status of every opportunity.
Implement recommended processes for partners to follow as they complete a deal. Whether it’s their first or hundredth customer, partners need to be directed to the appropriate content and to the relevant prospect pages (customizable pages consisting of content considered relevant for specific prospects).
By doing so, you can make sure you’re delivering an engaging personalized experience for your partners and tracking their progress along the way.
Key metrics to follow include:
- Deal values
- Number of touches
- Rate at which deals move through stages
When it comes to tracking PRM metrics, a platform like Affise can help you track deal flow and progress you through the steps to the final stages of the sale. This will ensure you aren’t silo-ing information by offering you a holistic view of performance.
A PRM solution should integrate with your CRM software so you can create notifications to alert partners and internal sales to see where content is—and at what stage in the deal you’re at. If necessary, you can then add in extra resources and efficiencies to add value and achieve a sale more quickly.
What to expect from a PRM solution
There are quite a few PRM solutions available, so how do you go about selecting the right one for you? To help you decide, here’s a quick rundown of the types of features a PRM system should have.
A PRM should provide you with a dynamic environment that optimizes dealer, distributor, and reseller performance in a unified platform capable of delivering real-time support and insights. Your PRM should engage digital experiences right across the entire partner lifecycle.
A PRM solution is the perfect place to provide partners with the right marketing collateral and offers. It’s also a place where partners can find learning resources and keep knowledge bases, templates, playbooks, and online courses so that partners can access them easily from one place.
A unified PRM platform helps partners build better forecasts through better collaboration, providing channels with a place to co-create account plans and track KPIs.
A PRM solution should provide you with a range of communication opportunities, including a ticketing system which allows affiliates to seek support.
Affiliates should be able to ask questions in a support section and see a list of tickets and statuses. A PRM should encourage communication and discussions—something which will lead to increased loyalty and engagement, not to mention improved sales results.
Choose a PRM that allows users to communicate easily without effort and without technical issues. A PRM that enables you to implement social collaboration tools, such as tagging, can help to make communication easy and convenient.
Partner management portal
Successful partnership marketing is only possible when partners are engaged with a program. A partner management portal can help companies build stronger relationships with partners and increase the odds of PRM success.
A partner portal provides a way for partners to self-serve their marketing efforts and access the necessary resources, tools, training, and collaboration features.