Partner Relationship Management gives a lot of attention to the vendor and partner relationship, and it should. But it’s worth remembering that as important as this relationship is, the one that really counts involves an end customer. So what does the end customer need from a channel partner that a PRM system can uniquely provide? I’d say the most important partner deliverable is intangible — trust. A customer needs to feel good about a purchase; without that, nothing else matters.
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What the Buyer Sees
Posted by: Denis Pombriant March 4, 2015 05:00 AMPartner Relationship Management gives a lot of attention to the vendor and partner relationship, and it should. But it’s worth remembering that as important as this relationship is, the one that really counts involves an end customer. So what does the end customer need from a channel partner that a PRM system can uniquely provide? I’d say the most important partner deliverable is intangible — trust. A customer needs to feel good about a purchase; without that, nothing else matters.