SAP Solution BriefSAP Customer Relationship Partner Channel ManagementManagement Build Stronger Partnerships for Stronger ProfitsChannel partners have thepower to make or break yourbusiness. To build a moreprofitable and loyal indirectchannel, you need a partnerrelationship management You depend on your channel partners. partner channel network – and a more That’s especially true today, because profitable company.solution that helps you indirect sales channels account for astrengthen channel partner growing percentage of revenue for Drive Demand, Collaboration, many companies. But multitiered sales, and Valueships and optimize channel service, and marketing channels haveoperations – the SAP® complex demand chains. That makes it Partner management functionality even more important for you to build enables you to better recruit, ramp up,Customer Relationship and maintain strong partnerships with and manage channel partnershipsManagement application. all your channel partners, including throughout the entire partner lifecycle. dealers, distributors, agents, resellers, SAP CRM helps streamline and opti ize m and systems integrators. channel operations, resulting in a more profitable and loyal indirect channel. Energize channel partner Channel marketing functionality helps relationships and enhance you drive demand through channel partners. SAP CRM provides relevant every facet of your indirect information, marketing tools, and incen channel so you can attract, tives to channel partners, which help you motivate your partners to sell your retain, and motivate the products and services – and not your strongest partners with competitors’. SAP Customer Relationship Channel sales functionality empowers Management. your partners to sell more products more effectively. SAP CRM enables you to give your partners access to the same The SAP® Customer Relationship knowledge, tools, and expert advice Management (SAP CRM) application that your own sales force uses. And helps you leverage your partner relation with insight into demand across all your ships and empower channel partners so sales channels, you can forecast future they can better market to, sell to, and business more effectively. provide service to your end customers. SAP CRM provides access to critical Partner order management functionality partner-related data so you can forecast helps you optimize partner ordering pro and recognize demand across all sales cesses and increase visibility into chan channels. You can enhance collaboraion nel inventory. SAP CRM helps to inte t with your partners, drive more revenue grate your partners into your e-business through the channel, increase value to strategy and enables collaborative selling customers, and reduce channel support across organizational boundaries. costs. The end result? A more profitable
Channel service functionality enables Partner communication – Drive partyou to turn service and problem resolu ner effectiveness and foster loyalty bytion over to your partners and still pro providing personalized and timely inforvide consistent, timely service to end mation. You can target content to partcustomers. SAP CRM equips your ners via e-mail or their partner portalpart ers with the tools and expertise n home page. In addition, partners canthey need to manage service. search an online library for information and tools.Everything You Need to Succeed Lead management – Capture, route,With SAP CRM, you can manage all and manage sales leads, directing each Work in close harmonyaspects of indirect channels and seam lead to the best-fit channel and partner. with your critical partlessly incorporate your partners into all SAP CRM handles lead generation andaspects of your business – marketing, qualification, automated lead distribuion, t ner organizations andsales, service, and e-business – building and ongoing monitoring of partner leads. build a collabora ive ta partner network that boosts yourbottom line. Collaborative campaign management – and a more profit ble a Design, manage, track, and optimize partner channel netPartner lifecycle management – targeted marketing campaigns. YouRegister, profile, and monitor your part can work with partners to generate work – and a moreners so you can manage them through demand by enabling them to leverage profitable company.out the partner lifecycle. With con isent s t your processes and expertise toprocesses from recruitment through increase campaign impact. Partnersramp-up, your partners and you are on can tailor campaigns with their ownthe same page. branding, product mix, pricing, and and redeem points for loyalty partner target customers as well as adapt and products and services. In addition,Partner training – Make sure that your personalize e-mails to end customers. loyalty partners can register newpartners are prepared to represent you. members online and track the accrualThey can register for and take courses Channel marketing funds – Streamline and settlement of points.online, request certification, and main channel marketing programs (markettain qualifications. You can manage development funds, co-op, and so on), Partner locator – Enable your custompartner qualifications and certifications increase the effectiveness of channel ers to easily locate a store, reseller, ordown to individual employees at each marketing expenditures, and help ensure service location. They can researchpartner company. legal compliance of funding practices. products and services on the Web and Partners use self-service functions to then find a convenient partner location.Partner planning and forecasting – submit and track fund requests andWith tools for planning sales and strate associated claims. Opportunity management – Gaingies, you can set goals and measure complete visibility into each prospectivepartner progress against those goals. Loyalty partner management – sale and support consistent salesWith tools for analyzing your sales Lever ge loyalty partners to generate a methodologies. You can collaboratepipeine, your partners and you can l incre ental revenue and increase the m with your partners to capture, manage,evaluate future revenue based on open value of loyalty programs to members. and monitor business contacts andsales transactions. Loyalty-program members can earn account information of opportunities.
Interactive selling and configuration – Service management – Enable partners You Succeed When Your ChannelGuide customers and partners to the to manage service requests, complaints, Partners Succeedright solutions with online product con and returns to better support their endfiguration tools – especially important customers without relying on your A thriving partner channel is critical tofor complex, configurable products with support staff. your company’s success. SAP CRMmultiple options. Partners can access helps you enhance every facet of yourmultimedia content, guided selling, con Partner and Channel Analytics indirect channel so you can attract,figuration advice, and real-time pricing. retain, and motivate your channel SAP CRM provides a broad range of partners. With SAP CRM, you can:Pricing and contracts – Offer consis standard reports and analyses that help • Increase value to customers becausetent, accurate pricing across all channels you evaluate partner coverage, partner they receive consistent information– with support for price lists, tiered and channel performance, revenue and and service across all channelspricing, contract pricing, special quotes, sales, the return on partner invest ents, m • Drive revenue and optimize yourdiscounts, and contracts. You can partner gross margins, and partner utili channel strategy with full visibility intoestablish pricing rules, processes, and zation. You can share relevant reports customer demand and market trendsdata centrally and deploy them across and analyses with channel partners. • Optimize your price and inventory mixall selling channels. with full visibility into channel inven Customized Portals for Partners tory and resale informationPoint of sale and channel inventory – and Channel Employees • Drive channel sales by workingCapture and reconcile point-of-sale collaboratively with channel partners(POS) information from distributors and With SAP CRM, you can build personal • Enhance the performance of yourretailers and track inventories held by ized portals for partners so they can supply and demand chain by makingchannel partners to enhance channel access information and business all product, inventory, and customervisibility. You can execute what-if analy transactions. information available in real time forses to predict the impact of pricing channel partnerschanges with respect to price protec Using their portal, channel managers • Reduce channel support costs bytion programs. can oversee all partner-related activiies. t empowering partners with self-service They can manage partner relationships, functionsQuotation and order management – collaborate with partners, and optimizeEnable partners to quote and order channel operations. They can also For More Informationproducts and services online – for them monitor and analyze channel sales,selves and on behalf of end customers service, and marketing performance. Discover for yourself how SAP CRM– and track orders through fulfillment. can help you attract, retain, and moti Partners access all of the power of vate your channel partners. ContactCollaborative showroom and distrib SAP CRM from the partner portal – your SAP representative today or visituted order management – Host a Web self-service functions, information, our Web site at www.sap.com/crm.shop for collaborative online sales and busi ess transactions, and powerful nmarketing, giving customers a single analytical functionality. Partners canpoint of access to purchase products download and order collateral and docufrom the entire partner network. You mentation, enroll in training courses,can optimize your ordering processes and receive notification of upcomingwith support for distributed order promotions. They can also receivemanagement. leads, purchase products, track orders, and access support information.