Inc. In this article the author makes a reasoned case and provides evidence for why businesses that utilize indirect channels should think about implementing a CRM solution. G ambling the word conjures images of Las Vegas, glamour, and money. However, when it comes to business, companies don t want to rely on the roll of the dice to generate revenue. Without a successful sales lead distribution system, it is easy to roll a seven and come up short. Just as there are many casinos on the Vegas strip, there are many products and companies VARs can choose to work with.
Vendors have to do more than comp watered-down drinks to attract channel partners.
While the tendency may be to provide leads only to the VARs with the highest revenue stream, vendors shouldn t bet the house on those winning few. To stay profitable, vendors must deal leads fairly. PRM enables real-time collaboration among vendors and VARs for developing, launching, tracking and refining partner programs and operations. Widgets Inc. Ninety percent of its sales are done through channel partners. Widgets has the opportunity to cash in big with a customer daily double.