We have heard more than a few stories about channel programs that have been totally derailed thanks to a new PRM software solution!

When you break it down, there are four key areas where things typically go wrong when adopting PRM solutions. If you can be confident that the solution you’re looking at will avoid these mistakes, then you’re well on the way to finding software that will make a positive difference.

For some reason, many companies start their search for PRM software with a single goal in mind. Typically they want to either boost channel manager productivity with a role-specific tool, or enhance the partner experience with a partner-focused platform.

But, as the famous home taco kit advertisement ad goes, why not both?

You don’t – or at least shouldn’t - have to choose between these priorities. The best PRM solutions cater to both. By simplifying life for both your channel managers and your partners, you’ll create a stronger, more effective channel.

It’s easy to assume that a PRM platform will instantly reveal which partners are bringing in the most business. The reason that assumption is easy to make is because it feels like something that should be core to what these solutions do. Unfortunately, without the right tools, you won’t actually get that functionality.

Therefore, make sure you find software that closes the loop on channel ROI. With this functionality, you’ll know exactly which partners deserve marketing development funds and other incentives—and which do not.

Any modern channel has multiple partners involved in any given deal. The mix typically includes a referring partner, a service partner, an implementation partner, and a support partner, but there might even be more specialised roles than that.

Many companies mistakenly believe that any modern PRM software can measure each partner’s influence in such scenarios. Again, much like point #2 above, it feels like a common sense, foundational function for the software. But, also just like point #2, most solutions actually lack the ability to associate multiple partners with the same deal or manage multiple deal registrations for a single opportunity.

Not Vartopia, though! This is a function that we can bring to your organization, and with it channel management becomes all the easier.

Finally, without trying to sound like a Luddite, investing in PRM software and all their modern automations is a great start, but technology alone won’t solve all your channel challenges. To fully unlock your platform’s potential, you need to pair it with effective strategies.

For instance, consider creating tailored experiences for your partners by publishing content designed for different personas. You might even implement “partner journeys” to deliver personalized support and engagement.

Ready to Choose the Right PRM Solution?

At Vartopia, we’re passionate about channel tech. Our platform is designed to give channel managers and partners the tools they need to succeed every day.