Adopting a new PRM provider is a decision that you can’t take lightly though, because the wrong one can lead to inefficiencies, frustration, and wasted resources.

Asking the right questions – these five questions – will help you identify a solution that meets your needs and supports your channel program’s growth.

1

Does your platform automatically remind partners to update deal statuses?

This seemingly tiny feature is where the PRM gold is. Manually following up with partners for deal updates is time-consuming and not the best use of a channel manager’s skills.

A PRM solution should simplify this process by automating reminders for partners to update their deal statuses. Yet, incredibly, not all of them do this well (or at all).
2

Does CRM integration let me access your solution’s data without logging in?

Technology is meant to make our lives easier, not give us migraines. Logging into multiple platforms to find essential data can be both frustrating and inefficient. Research shows that switching between systems can eat up as much as 80% of productivity – imagine what you could be doing instead.

Look for a PRM solution that integrates directly with your CRM, ensuring seamless data sharing. Amazingly, not all of them do it.
3

Does your solution help measure the ROI of channel investments?

As they love to say, data is the new oil, and one of the best pieces of data that a good PRM system will give you is the information that you need to track the ROI on the spending you put into the channel. Historically the allocation of MDF and co-op incentives was done manually and based on a gut guess, yet it is too crucial for running a successful channel to leave to assumptions, hopes and prayers.

Unfortunately, many PRM systems offer limited insights, leaving you to guess whether your investments are paying off. A strong PRM platform should help you “close the loop” by providing clear data on how these funds are performing. With this information, you can make informed decisions about where to allocate resources for the best outcomes.
4

Does your platform provide robust channel analytics?

In today’s data-driven world, your PRM solution should provide more than basic metrics. You need actionable insights that allow you to track channel performance, identify trends, and refine your approach over time.

A good PRM platform delivers at-a-glance analytics that help you make data-informed decisions. With the right tools, you can transition from relying on gut instincts to leveraging data for continuous improvement.
5

Can your system measure partner influence in multi-partner deals?

Channel deals are rarely simple. Often, multiple partners play a role in closing a deal, which makes tracking their contributions essential. A reliable PRM solution should be able to measure and attribute influence accurately, ensuring that all involved partners receive appropriate recognition and compensation.

Your partners will love this feature, because the transparency and accuracy it unlocks directly benefits them and prevents them from coming into conflict with your other partners. And you benefit from having a happy and cohesive partner community, where everyone has the confidence that they’re all working towards the same goal.

Why Choosing the Right PRM Matters

As you can see, selecting a PRM provider is about more than just ticking boxes. The right solution will empower you to optimize your channel program, enhance partner satisfaction, and maximize ROI. Taking the time to ask these questions and carefully evaluate your options can make all the difference.

At Vartopia, we’ve designed our PRM platform to address all these critical needs. From automated deal updates and seamless CRM integration to robust analytics and ROI tracking, we’ve got you covered. Request a demo to know more.