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Making better use of pre-sales "currency"

Making better use of pre-sales "currency"

IT channel consultancy firm Channel Enablers has secured an agreement to distribute a partner relationship management (PRM) application from US-based sales process software company BlueRoads.

According to Braham Shnider, managing director of Channel Enablers, one of the most endearing currencies to resellers and vendors in channel partnerships is sales leads. Shnider said the new PRM solution will help eliminate the vast disparity between the large number of leads generated by vendors and the small number which actually get translated into sales for resellers.

Channel Enablers did some market research in Australia which revealed that "partners wanted leads but weren't getting quality ones", while "vendors wanted to give out the leads they were generating but weren't getting results", Shnider said.

"The prime role of a vendor is demand generation," he said. "It is then the role of the vendor's channel partners to turn that generated demand into sales."

Shnider said that with the BlueRoads solution, a vendor can take all the leads it generates from all sources and get them to the most appropriate channel partners using a combination of online communication and "focusing on pre-sales as a process rather than data administration". The solution is based around profiling reseller partners, distributing leads online and getting feedback from resellers on the leads that are passed on to them.

For more information, visit www.channelenablers.com.


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