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Partner Relationship Management Tools Significantly Increase Performance in Channel According to Aberdeen Group

March 20, 2012 - SAN JOSE, CA

Partner Relationship Management (PRM) tools used to build interactive relationships in the sales channel have a significant impact on profitability and the entire channel ecosystem according to a study, "Partner Relationship Management: Channeling Better Sales Results," by the Aberdeen Group. The study finds that while use of PRM tools can enable 85% of channel partners to achieve goals, it can also have a highly beneficial effect on marketing/selling/servicing and improving the customer's overall experience. By standardizing the approach, a company using PRM tools from can improve relationships among customers, the channel and within the company itself. The end result is improved performance and potential jobs creation on all fronts.

The Aberdeen Group PRM study notes the variety of methodologies used to motivate channel partners, but the key is to have a clear, on-demand and objective view of the results. This allows a company to track the effectiveness of their programs while ensuring its core value proposition, pricing and positioning are carried out by the channel for peak return-on-investment. The cloud-based PRM tool from is designed specifically for this purpose.

"We found that organizations that used PRM tools achieved performance gaps ranging from 22 percent to 59 percent compared to organizations that did not use the tools," said Peter Ostrow, Vice President and Research Group Director, Aberdeen Group. "This makes it easy to ratify the value of supporting channel sales organizations with this type of PRM tool that positively impacts the entire enterprise, the channel and the customers."

"We created's PRM capabilities to give geographically dispersed partners access to a collaborative tool on a 24/7 basis without regard to disparate software systems or equipment," said Scott Frew, president and CEO, "The actual software is easy to implement and it automates processes through rules-based workflows that enable the entire value chain (including manufacturers, distributors, integrators and customers) to gain visibility based on valid data, collaborate and align business goals, and improve relationships that builds additional, sustainable business for everyone."

As a Software as a Service (SaaS) product that can be cloud-based, is a modular platform that can be easily updated, and it gives all connected parties instant access to secure information needed to keep customers happy. This is a fully scalable solution that can be built according to an organization's needs to facilitate transactions at every level. It connects all constituents of the value chain or indirect sales force. provides a variety of features including pipeline opportunities with quoting and notifications, automated renewals, learning and knowledge, and product lifecycle management directly with partners or customers. The PRM software collaboration platform adds value for every member of the sales team from in-house to indirect to customer. For further information:

Aberdeen Group conducts primary research studies from a pool of over 500,000 panel participants. The results of each research survey are indexed and tabulated using a proprietary analytical framework, which provides a solid basis for deriving fact-based analysis and findings. Aberdeen's research provides specific insight by industry sector, company size, and geography, as well as by job role, business process and technology. For a free copy of the PRM study: provides end-to-end Software as a Service (SaaS) solutions that help companies cost-effectively manage their partner relationships and product lifecycle. The modular solution enables customers to increase sales pipelines, boost renewals, and enhance cross-sell and up-sell opportunities by automatically identifying and marketing to customers. The solution constantly validates data for business intelligence accuracy and insight. For more information:


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