PRM or CRM? The Right Choice for the Indirect Sales Channel
Many sales organizations use CRM systems to manage their interactions with customers and automate their sales process. But while CRM systems are almost universally accepted as the best tool for managing direct sales, they were never intended to be a solution for managing indirect sales through channel partners.
In this Executive Brief we will look at challenges that arise when companies use a Customer Relationship Management (CRM) system to manage their indirect sales process. We will also discuss how Partner Relationship Management (PRM), when implemented correctly, can be used to bridge the gap between vendors and their end customers by managing partner relationships during the first stage of the distribution strategy.