Partner channel management


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SAP CRM Partner channel management

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Partner channel management

  1. 1. 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
  2. 2. 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, 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.
  3. 3. 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 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.
  4. 4. Quick facts /contactsapSummaryWith the SAP® Customer Relationship Management (SAP CRM) application, you can man­age your indirect channel and seamlessly incorporate your partners into all aspects of yourbusiness – across marketing, sales, and service – building a partner network that boostsyour bottom line.Business Challenges• Manage growing channel complexity• Deal with an increasingly competitive marketplace, which raises the importance of your partner ecosystem• Meet customer demands for consistent treatment across channels• Fulfill partner requirements for simplified yet powerful solutions that make it easy to do business with youKey Features• Partner management – Better recruit, ramp up, and manage channel partners throughout the entire partner lifecycle• Channel marketing – Drive demand for products by engaging in collaborative marketing and demand generation activities with your partners• Channel sales – Empower your partners to sell more products more effectively by giving them the same knowledge, tools, and expert advice as your direct sales force• Partner order management – Optimize partner ordering processes, increase visibility into channel inventory, and enable collaborative selling across organizational boundaries• Channel service – Deliver consistent and timely service to end customers by enhancing service and problem resolution capabilities of partners• Partner and channel analytics – Gain insight into, analyze, and act on your indirect channel operations and trends, resulting in more profitable and successful partnershipsBusiness Benefits• Improved ease of doing business to help ensure partner loyalty and success• Extended marketing reach through comarketing programs• Increased revenue through channel collaboration and consistency• Optimized price and inventory mix with transparent channel inventory and resale 50 063 332 (10/04) information ©2010 SAP AG. All rights reserved.• Lowered channel support costs by empowering partners with self-service functions SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, Clear Enterprise, SAP BusinessObjects Explorer, and other SAP products and services mentioned herein as well as their respectiveFind Out More logos are trademarks or registered trademarks of SAP AG inTo find out how SAP CRM can help you drive sales through your channel partners, contact your Germany and other countries.SAP representative or visit our Web site at Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP France in the United States and in other countries. All other product and service names mentioned are the trademarks of their respective companies. Data contained in this document serves informational purposes only. National product specifications may vary. These materials are subject to change without notice. These materials are provided by SAP AG and its affiliated companies (“SAP Group”) for informational purposes only, without represen­ ation or warranty of t any kind, and SAP Group shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP Group products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty.