SugarCRM for Partner Relationship Management (PRM)

e2b teknologies | 521 fifth avenue | chardon, oh 44024 | 440.352.4700 | www.e2btek.com

SUGAR CRM FOR PARTNER RELATIONSHIP MANAGEMENT (PRM)

January 2, 20124:30 PM to 5:30 PM EST

by Josh Bailey

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Partner Relationship Management (PRM)

Partner relationship management (PRM) is a system of methodologies, strategies, software, and web-based capabilities that help a vendor to manage partner relationships.

The general purpose of PRM is to enable vendors to better manage their partners through the introduction of reliable systems, processes and procedures for interacting with them.

Web-based PRM systems typically include a Content Management System, a partner and customer contact database, and the notion of a partner portal which allows partners to login and interact with a vendor's sales opportunity database and obtain product, pricing, and training information.




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Why PRM?

Who?• Manufacturers who sell through Distributors, Brokers, Dealers, or Reps• Software Publishers & IT Firms who sell through VAR Channels• Distributors who sell through Agents or Brokers• Any business that relies on third party sales of their products or services

Why?• Collaborative sales processes • Channel communications • Lead registration• Collaborative sales forecasts• Content management• Partner recruitment• Partner enablement




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PRM Market

• There are few options available for companies who sell through channels• Most major PRM solutions are too expensive for smaller businesses• SugarCRM does not natively provide PRM functionality…however…

e2b teknologies has leveraged the native flexibility of SugarCRM to create a PRM system with minimal customization. We use this system today to manage our channel partners, joint sales opportunities, communications, and recruitment. We are going to build out additional PRM functionality so that other companies like ours have an affordable option to tier one CRM solutions.




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Demonstration

Live Demonstration




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Partner vs. Customer Accounts

• Define Account Type as Customer, Partner, or Any Other Type Needed (Can define Different Types of Partnerships)

• Use the Account Type as a Filter to find Account, Contact, and Opportunity Records




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Partner Account Type

• Utilize Out of the Box features in SugarCRM• Same communication• Same opportunities• Same documents• Same contacts• Same everything

• Partner Look-Up Field Added to Account Record for Customers/Prospects• Define relationship between Partners and mutual customers/prospects• Relationship field is validated against a list of all Partner Account records in SugarCRM• Use this field for searches, dashboards, reports, marketing campaigns, etc.




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Partner Record in SugarCRM

•Partner Account Information•What Product Lines Do They Carry (Yours & Competitors)




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Partner Contacts & Communication

• We use Functions/Roles to target marketing to channel partner contacts• Identify which contacts at your partners are responsible for sales, presales,

marketing, support, training, etc.• Track all channel marketing and communications against your partners in SugarCRM




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Joint Customers/Prospects

• Identify the assigned or registered partner for a customer or a prospect• Run reports for customers and prospects for each channel partner• Support cases by partner account• Sales opportunities by partner account• Win/Loss Analysis by partner account




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Opportunity Management

• Manage opportunities by customer/prospect• Associate partner sales contacts with the opportunity• Communicate with all contacts – customer/prospect and the partner

sales rep




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Partner Portal

• e2b teknologies is in the early stages of deploying our own Partner Portal• SugarCRM has built out its own Partner Portal using their own system• You can do virtually anything you need with SugarCRM to manage Partners Online




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What Else Can You Do with SugarCRM?

• Support Cases by Partner Account• Automated workflow and messaging for partners• Track new partner recruitment activities and campaigns• Segment & target partners who carry competitive products• Anything your little heart desires!




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We also…

We also develop other business to business solutions for the cloud and resell ERP software. Some of our applications include:

And More!




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Summary

• There are few affordable PRM solutions available on the market today• SugarCRM can be quickly and easily configured to support basic and more

advanced PRM capabilities at a fraction of the cost of higher-end systems• e2b teknologies has converted SugarCRM into a PRM solution – we can help

your organization do the same

Questions?

Josh [email protected] 440.352.4700 x249

mailto:[email protected]




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SugarCRM for Partner Relationship Management (PRM)