Exploring New Technologies In PRM

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Within the last 12 months, a host of new technologies have emerged, all developed to better support partner networks. Because partners are essential to a manufacturer’s success, it is more important than ever for organizations to track and manage reseller sales and marketing progress efficiently.

Partner Relationship Management (PRM) allows manufacturers to maximize the overall management and enablement of partner networks. Optimal solutions also allow organizations to improve communication and collaboration with resellers.

Register for this webinar to learn four areas where PRM has seen significant advancements:

Partner marketplaces;
Partner training and certification;
Integrations with major CRM systems; and
Partner marketing enablement.

Additionally, receive in-depth insights on how to harness these solutions for improved sales and marketing results.
Panelists:

Erich Flynn, CEO, TreeHouse Interactive
Alicia Fiorletta, Managing Editor, Channel Markter Report

When?

September 27 at 1 PM ET / 10 AM PT

Published in: Business, Technology
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Exploring New Technologies In PRM

  1. 1. #PartnerMKTG Exploring New Technologies In PRMPresented by Sponsored by
  2. 2. Welcome Webinar Attendees Type question here
  3. 3. Follow This Webinar On Twitter #PartnerMKTG
  4. 4. About Channel Marketer Report Launched in 2011 Over 23,000 subscribers To provide executives with relevant, insightful content across a variety of digital medium Free subscription to our monthly newsletter: CHANNELMARKETERREPORT.COM/SUBSCRIBE
  5. 5. Panelists MODERATOR Erich Flynn Alicia Fiorletta CEO Managing Editor TreeHouse Interactive Channel Marketer Report
  6. 6. TreeHouse Interactive – Confidential © 2012
  7. 7. Who Is TreeHouse Interactive?SaaS Provider of Award Winning Products For: Partner Relationship Management Marketing Automation/Demand GenerationHeadquarters in Salt Lake CityFounded 1997Privately HeldProfessional and Partner ServicesProfitable and Fast GrowingSMB to Global 1000 Customers VMware/Mozy, Hostway, Rackspace, SGI, Quantum, National Instruments, Silver Peak and more…Salesforce CRM Partner & Member Of AppExchangeOracle Gold PartnerMicrosoft Dynamics CRM Partner TreeHouse Interactive – Confidential © 2012 (7)
  8. 8. Goals For TodayDemonstrate Four NewTechnologies in the PartnerRelationship Management(PRM) Space That Can ProvideSignificant Added Value toYour Company and YourPartners TreeHouse Interactive – Confidential © 2012
  9. 9. Four New Technologies In PRMEnhanced Integrations withMajor CRM SystemsIntegrated Partner Trainingand CertificationPartner MarketingEnablement TechnologiesPartner Locator to PartnerMarketplace TreeHouse Interactive – Confidential © 2012
  10. 10. What Is Partner Relationship Management? PRM provides partners with all the tools they need to successfully sell, service and support your offerings. It provides manufacturers theautomation and integrations necessary to effectively scale to support large numbers of partners. TreeHouse Interactive – Confidential © 2012
  11. 11. Enhanced Integrations with Major CRM Systems TreeHouse Interactive – Confidential © 2012
  12. 12. What’s Changed?Old PRM/CRM integrations were: Custom coded for each new client Too deal centric - Focused too much on contacts, leads and opportunities Didn’t include workflows Limited lead management capabilities Required manual intervention TreeHouse Interactive – Confidential © 2012
  13. 13. Improved Integrations with CRMPackaged vs.custom codedintegrations360° PartnerView backendSimple website, webportal frontendMore holisticapproach TreeHouse Interactive – Confidential © 2012
  14. 14. Improved Lead/Opportunity ManagementTreating partners like internalsales teamsMass assignment of leadsLead and opportunity sharingSeamless integration withmarketing automation forimproved ROI visibility TreeHouse Interactive – Confidential © 2012
  15. 15. Mass Assignment of Leads TreeHouse Interactive – Confidential © 2012
  16. 16. Lead and Opportunity Sharing TreeHouse Interactive – Confidential © 2012
  17. 17. Lead and Opportunity Sharing TreeHouse Interactive – Confidential © 2012
  18. 18. ROI - Partner Closed Leads are Measurable TreeHouse Interactive – Confidential © 2012
  19. 19. Integrated Partner Training and Certification TreeHouse Interactive – Confidential © 2012
  20. 20. Partner Training and CertificationTraining is one of the mostfrequently requested items bypartnersMost training is: Too long Not focused on customer or partner benefits Not integrated with systems for reporting and search TreeHouse Interactive – Confidential © 2012
  21. 21. Improved Partner Training and CertificationOn-demand micro trainings arethe trend Short focused trainings of 2-5 minutes Accessible 24/7/365Trainings stress partner andcustomer benefitsTrainings include lots of graphicsand picturesCan be training tracks orindividualTrack competency for partnerand channel staffAutomate delivery of certificates TreeHouse Interactive – Confidential © 2012
  22. 22. Improved Partner Training & CertificationAccount Name Role Name First Name Last Name Title All Trainings CompleteTreeHouse Test Reseller Emmitt Christensen SalesTreeHouse QA Test Reseller QA Test Test All Trainings CompleteDunder Mifflin Reseller Dwight Schrute Assistant to the Regional ManagerDunder Mifflin- Scranton Reseller Michael Scott Regional Manager All Trainings Complete TreeHouse Interactive – Confidential © 2012
  23. 23. Partner MarketingEnablement Technologies TreeHouse Interactive – Confidential © 2012
  24. 24. Amp Up Partner Marketing CapabilitiesBenefits for Partners Extends limited partner marketing resources Gets partners what they need, when they need it Greatly decreased time to delivery vs. traditional print Makes it easy to create professional looking materials that are easily personalized Increases leads and sales Encourages consistent branding in the marketplace Creates a tighter link between partner and vendorBenefits for Companies Automates process and reduces costs Reduces waste (eco-friendly) Provides consistent branding in the field Increases leads and sales Establishes a competitive differentiator for your program TreeHouse Interactive – Confidential © 2012
  25. 25. Allow Partners to Easily Co-BrandImportant Marketing Materials Partners can create co-branded materials like collateral or direct mail pieces from the portal Partners simply upload their logos, address and text The system produces print ready or HTML ready material for partners to market to their customers TreeHouse Interactive – Confidential © 2012
  26. 26. Full-Service Marketing CampaignAutomation / Demand Generation Partners can view current email promotions available Partners choose campaign, upload their logos, lists and text for the campaign elements The system sends the email for the partner Leads from email are sent directly to partner in real- time Partners get a link to view a real-time report to see opens, link clicks, etc. TreeHouse Interactive – Confidential © 2012
  27. 27. Content Syndication andCo-Branded Partner Mini-Sites Allows co-branding directly on partner websites Content changed on master site is syndicated across all partner sites automatically Custom Contact Us / Request More Information form is used for real-time partner lead generation Leads are sent to partner in real time TreeHouse Interactive – Confidential © 2012
  28. 28. The New Partner Marketplace TreeHouse Interactive – Confidential © 2012
  29. 29. Customer and Partner ProblemCustomers need to find theright partners for theirneeds Geographic Technical Government vs. CommercialPartners want the companies they represent tosend them qualified leads and demonstrate acommitment to their success. TreeHouse Interactive – Confidential © 2012
  30. 30. Partner Marketplace and Locator SolutionAllows buyers to find the rightpartnerDrives leads to partnersKeys to success Allow partners to update their profiles regularly MONITOR data!!!!!!! Make sure partner entries and updates are automated TreeHouse Interactive – Confidential © 2012
  31. 31. Partner Marketplace vs. LocatorGeo-centricto solutioncentric focusMore naturalsearch TreeHouse Interactive – Confidential © 2012
  32. 32. Partner Marketplace vs. LocatorInteractive Partners maintain their own listings Customers provide feedback on partners they have usedDynamic Leverages multi- media for a more complete experience TreeHouse Interactive – Confidential © 2012
  33. 33. What We Covered Four New Technologies in Partner Relationship Management1. Enhanced Integrations with Major CRM Systems2. Integrated Partner Training and Certification3. Partner Marketing Enablement Technologies4. The New Partner Marketplace TreeHouse Interactive – Confidential © 2012
  34. 34. Question and Answer TreeHouse Interactive – Confidential © 2012
  35. 35. Contact InformationEmail: info@treehousei.comMarketing: marketing@treehousei.comSales: sales@treehousei.comTwitter: @treehouseiWeb: www.treehousei.comPhone: 801.576.8428 TreeHouse Interactive – Confidential © 2012
  36. 36. TreeHouse Interactive – Confidential © 2012
  37. 37. Q&A // Submit Your Questions Type question here
  38. 38. Panelists // Q&A MODERATOR Erich Flynn Alicia Fiorletta CEO Managing Editor TreeHouse Interactive Channel Marketer Report
  39. 39. Thank You For AttendingThis Webinar You can download this presentation at: http://bit.ly/exploreprm

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