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3 Ways to Improve Your Next PRM Implementation

03.29.17

What I learned through a major migration, in mostly non-technical terms.

By Chris Smith, VP of Technology at PartnerPath

A few years out of college, back when I wore a tie every day, I worked on a massive system conversion implementation for a bank. The project was a 12-month slog ending with t-shirts that read, “I survived the Hermes system conversion.” Fast forward a few decades and another major migration project presented itself. PartnerPath is always looking to evolve our solutions and we decided to change our hosting environment. Our choice was prompted by a desire to take advantage of advancements in cloud hosting, including elastic scalability, load balancing, redundancy and other techie buzz terms. With the successful migration now behind us, I see parallels in how we administered our changes with how we encourage customers to approach PRM changes.

Topics: PRM

Walk a Mile in Your Partner’s Shoes

01.25.17

Impersonate a Partner and Experience Your Own PRM System

By Chris Smith, VP of Technology

It’s a new year, and a great time for reflection, goal setting and planning. Lately I’ve been reflecting on my performance, both professionally and personally, to find areas for improvement. I've committed to riding my bike more, eating healthier, learning a new skill and returning to my love of writing code. What do you want to work on in 2017? Would you like to improve channel partnering at your company? That’s a broad goal, albeit a noble one, so I suggest taking a moment to walk in your partner’s shoes. Reflect on their daily experience with your programs, systems and tools and see where there is room for improvement.

Topics: PRM

Use PRM to Connect with Partners

11.30.16

By Chris Smith, VP of Technology

Partner Relationship Management (PRM) is a critical set of tools for companies hoping to engage and empower their channel partners. The relationship between you and your partners must always be managed and nurtured. When your partner feels ignored, the relationship is going to take a critical downturn. Good relationships, the ones that thrive, are built around four things:

Topics: Channel Best Practices, PRM

Use PRM to Prevent Channel Conflict

10.12.16

Always focus on the relationship.

By Chris Smith, VP of Technology

It takes many good deeds to build a good reputation, and only one bad one to lose it.
– Benjamin Franklin

PRM stands for Partner Relationship Management and is a critical set of tools for companies hoping to engage and empower their channel partners. The relationship between you and your partners must always be managed and nurtured because all it takes is one mistake to ruin things. Good relationships, the ones that thrive, are built around these four things:

Topics: Channel Best Practices, PRM

Tech Channel Video Cast: The Forrester Wave™ on PRM

08.19.16

This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, chat with special guest Tim Harmon, Principal Analyst at Forrester Research. He answers questions about his most recent publication, The Forrester Wave™: Partner Relationship Management (PRM) Platforms.

Topics: videocast, PRM

Putting the 'R' in PRM

08.17.16

Never underestimate the power of communication.

By Chris Smith, VP of Technology

PRM stands for Partner Relationship Management and is a critical set of tools for companies hoping to engage and empower their channel partners. Whether it’s family, friends, co-workers, customers, partners or the over-achieving neighbor down the street, all relationships are unique and above all, challenging. But the good ones, the thriving relationships, are built around these four things:

Topics: Channel Best Practices, PRM

4 Ways Automation Streamlines PAM Activity

07.20.16

Good PRM Tools Help Turn Your PAMs Into Rockstars

By Chris Smith, Vice President of Technology

Is your PRM solution (if you have one) built to turn your Partner Account Managers (PAMs) into rockstars? PAMs (or Channel Account Managers – CAMs) are the face of your company to your partners. According to our 2016 State of Partnering Report, the preferred way a partner would like to interact with their vendor is through a Partner Account Manager.

Topics: Channel Best Practices, PRM

PRM is for partners, don't make it too spicy

06.16.16

By Chris Smith, Vice President of Technology

I really enjoy cooking and I do most of the cheffing in our household. I also happen to love spicy food and often cook spicy dishes. Recently, we had friends over for dinner and I made a new recipe, sampling the dish throughout its preparation, and to my taste it was expertly seasoned. But alas, I wasn’t the only one eating the meal. I subjected my guests to dinner that was too spicy!

Topics: Channel Best Practices, PRM

6 Questions to Ask When Evaluating a Technology

05.11.16

By Chris Smith, VP of Technology

When you're shopping for a critical new business solution, do you know the right questions to ask a technology vendor? Should you ask about the programming language or focus on customization requirements? If the product or service is vital to the success of your company, take some time and put together a hit list of answers you need  before you can make your purchase. Here are a few good questions to get you started with any new technology vendor.

Topics: PRM

Tech Channel Video Cast: The Portal is Not a Program

04.22.16

Separate the tool from the structure.

This week, hosts Charlene O'Hanlon, channel industry editor & writer, and Diane Krakora, CEO of PartnerPath, chat about a question Diane has been asked several times lately, "What's the different between a portal and a program?"

Topics: videocast, PRM