Sure, innovation sparks reinvention. But what happens when it causes total disruption? Some may write it off as progress; others consider it pure chaos. At Allbound we say, “Innovation is the new black.” The best part about reinventing old-school tools used by businesses within their partner channels is that it’s uncharted territory. And while we’ve named it “Partner Sales Acceleration,” it doesn’t really mean anything to anyone—not yet, at least. We’ve got to start somewhere, though. To begin, let’s review what partner sales acceleration software is not. It is not a PRM. As anyone who has been involved in sales since the ‘90s will tell you, Partner Relationship Management (PRM) is a system of business strategies that—at one point in time—improved communication between companies and their channel partners, by managing vendor-partner relationships. For decades, PRM software was the go-to conduit that connected an organization and its partners to support activities such as lead management, sales forecasting, order processing, and partner commissions. Sounds great, right? It was. While PRM software helped channel sales teams stay organized—which helped increase productivity and impact organization’s bottom lines—as channel requirements became increasingly complex, it became a dumping ground for useless content and data. Blame it on the necessity of interconnectedness. What was once easy-to-use, intuitive software devolved into a chaotic, confusing mess. Fast forward to 2016: the buyer’s journey has changed significantly; the workforce has become younger and more mobile; and the cloud has evolved to focus on relationships and customer success. Suffice it to…
Read More: PRM vs. Partner Sales Acceleration
