Mindmatrix has partnered with TMCnet to bring you that Blueprint through its webinar “Driving Partner Engagement using PRM and Sales Enablement Technologies“. This webinar offers a 7-step game plan to drive partner engagement using PRM and partner sales enablement technologies.

1. Driving Partner Engagement using PRM & Sales Enablement
Technologies Presented by :
Harbinder Khera, CEO, Mindmatrix

2. WHO WE ARE
• Mindmatrix is the ONLY
provider in the market
that offers a single
platform for enablement
of both--direct and
indirect sales channels
• Mindmatrix combines
PRM, Partner Marketing
and Partner Sales
Enablement, and
extensive services to
drive adoption.
www.mindmatrix.net

3. www.mindmatrix.net
DEFINING
PARTNER
ENGAGEMENT
PARTNER ENGAGEMENT IS THE KEY TO
A SUCCESSFUL CHANNEL SALES MODEL
Program
adoption by
partners can be
as low as 20%
A SiriusDecisions
Study
• Partner engagement is when
your partners are:
• Interacting with your
brand
• Actively participating in
your partner programs
• Marketing and selling
your products/services
as their own
• However, partner engagement
is also the #1 challenge in a
channel sales model

4. www.mindmatrix.net
WHAT ARE KEY CHALLENGES
FACED BY PARTNERS THAT
VENDORS NEED TO ADDRESS?
• Partners face challenges such as
 Lack of marketing and sales resources, personalized
content, expertise and marketing plans
 Too busy working in the business to work on it-General
business inertia
• Partners do not login to the portal or are less engaged
• Using other platforms
• Partners do not upload their prospect or customer lists
• A concern of vendor stealing prospects
Even a partner with solid business growth and
development plans and the resources for execution
of sound marketing and sales strategies, lacks the
right messaging and content

5. 6 WAYS PRM & SALES ENABLEMENT
TECHNOLOGIES HELP DRIVE
PARTNER ENGAGEMENT
1. Improves partner visibility and helps develop a baseline to
measure partner engagement
2. Streamlines partner interaction with vendors and providing
real-time information about orders, quotes and commission
3. Improves vendor-partner communication
4. Improves partner training and onboarding
5. Better equips channel partners to market and sell vendor
products
6. Reduces vendor-partner conflicts
www.mindmatrix.net

6. IMPROVES PARTNER VISIBILITY
HELPS DEVELOP A BASELINE TO
MEASURE PARTNER ENGAGEMENT
www.mindmatrix.net
• A PRM/partner enablement software offers you visibility into
partner activities and
• Lets you measure partner engagement objectively, across the
board, based on various metrics apart from revenue such as-
• Partner portal logins
• Asset consumption
• Training and certification programs attended
• Marketing & sales campaigns run
• Number of leads registered

7. INTEGRATED
PARTNER
PORTALS TO
STREAMLINE
PARTNER
EXPERIENCE
Make it easier for partners
to do business with you by
integrating your partner
portal with other systems
that they use, such as
CRMs, invoicing, accounting,
billing software, ecommerce
platforms etc.,

8. www.mindmatrix.net
Suppliers often mistakenly view partner engagement as just another marketing or sales
objective, to be checked off when a partner initially commits to the partner program or
begins down the path to training/certification. This treats engagement as a one-time
transaction instead of an ongoing effort that must be sustained over time.
Measure partner engagement consistently so you can improve it consistently
MARIA CHIEN
SiriusDecisions Blog

9. www.mindmatrix.net
IMPROVES VENDOR-PARTNER
COMMUNICATION HELPING YOU
STAY IN TOUCH WITH YOUR
PARTNERS ON A REGULAR BASIS
E.g. Create partner engagement email or SMS drips that keep you in
touch with your channel partners automatically, even while you are
focusing on other, more important aspects of your business.

10. HELPS IN CREATING
CREATE A STRONG
PARTNER TRAINING
& ONBOARDING PROCESS
www.mindmatrix.net
• Training playbooks
• Automated certification programs
• Channel partner portals
PRM and sales enablement programs offer various tools to help you take
your partner training and onboarding program to the next level

11. • Your partners have multiple vendors and will just focus on
the products/services that are the easiest to sell
• PRM and sales enablement technologies make it easy for
your partners to sell your products/services by offering
them the tools they need, in their environment
BETTER EQUIPS PARTNERS
TO MARKET & SELL YOUR
PRODUCTS
www.mindmatrix.net

12. www.mindmatrix.net
Examples include - Plug-ins for email marketing with asset recommendation, Calendar integration with asset push, Opportunity sync
through Vendor-Partner CRM integration, automated opportunity creation via emails, etc.
OUTLOOK / GMAIL PLUGIN
Opportunity Creation
ASSET RECOMMENDATION OPPORTUNITY CREATION

13. • Makes it easy for your channel partners to market and sell
your products and services
MAKES YOUR PRODUCT/SERVICE
EASY TO SELL
• Ready-to-use, personalized marketing campaigns
• Sales and marketing content syndication
• Real-time lead alerts and prospect view, so your partners
know exactly what their clients are up to and when they
are ready to buy
• Sales playbooks
• Automated asset recommendations
www.mindmatrix.net

14. • Helps you handhold your partners through every step of
the sales process
• Examples include
IT TELLS THEM WHAT TO SAY AND
HOW AND WHEN TO SAY IT…
www.mindmatrix.net
• Playbooks
• Asset recommendation
• Voice integration tools
• Opportunity scoring, so they can focus on the right lead at
the right time
Gives your partners a scalable, repeatable, successful sales framework

15. • Protects their interest and eliminate channel conflicts
with a strong deal registration system
• Don’t just provide MDF, offer partners guidance on how
to use it
• Makes it easy for your partners to reach out to you
REDUCES VENDOR-PARTNER
CONFLICTS
www.mindmatrix.net

16. • Generate leads for your partners
• Engage in marketing & sales campaigns on their behalf
USE PRM & SALES ENABLEMENT
TECHNOLOGIES TO ASSIST
YOUR PARTNERS
FROM BEHIND THE SCENES
www.mindmatrix.net

17. • Drive engagement by helping your partners succeed
faster
• One way to do this is by starting at the bottom of the
funnel, helping your partners focus on and monetize on
their existing book of business first and then helping them
move to the top of the funnel for future lead generation
ENGAGEMENT BEGINS AT
THE BOTTOM OF THE FUNNEL
www.mindmatrix.net

18. Marketing concierge services help your partners
• See faster success with leads that are at the top of the
funnel
• Build their brand at the local level
• Leverage your partner marketing tools to the optimum
CHANNEL MARKETING
CONCIERGE SERVICES
www.mindmatrix.net
A leading IT services vendor client of Mindmatrix boosted its
channel engagement by over 50% by offering channel
marketing concierge services to its partners
Partners often lack critical marketing skills/resources; suppliers that
use concierge services to help partners deliver demand programs reap
greater results.
A Sirius Perspective

19. Improving partner
visibility and providing
a baseline to measure
partner engagement
1
www.mindmatrix.net
TAKEAWAY: PRM & SALES ENABLEMENT TECHNOLOGIES
HELP BOOST PARTNER ENGAGEMENT BY
Improving vendor-
partner
communication
2
Improving partner
training and
onboarding
3
Equipping partners to
market and sell
vendor products
better
4
Minimizing vendor-
partner conflicts
5

20. 2403 Sidney Street, Suite 150 | Pittsburgh, PA 15203 |
Phone: 412.381.0230 | Fax: 412.774.1992
Web: www.mspadvantageprogram.com
Thank You