Sales, Marketing & Channel Software
This is a new section where we will focus on channel software that will help marketers, sales and channels. Topics include marketing automation, CRM implementation (not just selection) and PRMs. It will also include portals, e-mail, webcasts and tracking.
Partner Relationship Management (PRM) – Channel Software
This is software to help you manage your reseller channel. Following are some of the companies.
Channeltivity. I’ve been in contact with them for over five years. Their application resembles parts of the Sample Chanimal Partner Portal in layout–but the Chanimal sample site uses simple spreadsheets and csv files to manage the leads, registration, same sign-in, etc. Channeltivity has a complete systems to manage partner content, MDF/Co-op, leads, and deal registration. It is one of the more affordable PRM systems–very good for the new startup channel.
(logo is “white”)
GetPartnered. I haven’t seen it and it appears new (2016). A SaaS app that does deal reg, lead distribution, pricing and quotes, on-boarding and collaboration. It has a core version and an advanced that integrates with Salesforce, Slack, plus has e-signature, etc.
Impartner PRM. I had a call with the team and saw much of their application. It is “portal centric” which I like. I did notice a price of $2,000 per month (for up to 100 partners), plus more for additional modules, so it is probably not for the startup channel. I saw the main modules–well integrated, a central content management system. I like the modular approach. Has a 30 day start-up time. Want to see another more in-depth demo.
Relayware. Claims to be the #1 Partnering Automation platform. I haven’t seen the latest version.
Computer Market Research. The name doesn’t sound like software, but they have a very robust PRM. I’ve seen it and it has a LOT of features. It covers channel inventory, deal reg, co-op/MDF management, Spiff Management (hadn’t seen that before), bi-directional Salesforce integration, rebate management and much more. The interface looked complex, but they may have smoothed it out since the last time I viewed it (seemed more like an engineering, rather than a channel marketing interface). I usually prefer something that starts with the portal site and add features, but this sure has a lot of tools. I need to see another demo.
One way to consider the ROI of PRM is to consider how many more partners you can manage with it, versus without it. When you have to hire another person since the existing person can’t scale doing it manually, then consider the cost of the channel manager ($80k at least) vs the annual cost of the software–and consider how many more they can manage properly with the PRM.
Channel Marketing Software
Software that will help you to help your partners to generate more demand ( leads ):
SturcturedWeb. Their channel software helps you provide repeatable marketing programs to your channel partners at the same time. Includes over 15 marketing tools (direct mail, email marketing, content syndication, social marketing, etc.). I met with their president and a few others in April, 2014 to learn more. It had a lot of features–but they didn’t give me a demo (said they would follow up, but it never happened). Cost around $2,000/month for the system.
Vartopia. Consolidates your complex deal registration deals from multiple vendors. Some deals involve multiple vendors. A VAR would have to submit the same deal multiple times (often to as many as 10 vendors at once) for a complex integration. Instead, he submits once and Vartopia does the rest and allows a single dashboard to review the status. Free to VARs, paid for by vendors.
Forester PRM Report – 2013 (PDF) Downloaded from RelayWare website. Covers Channeltivity, NetSuite, Parago, Relayware, Salesforce, The Planet Group and TreeHouse Interactive.