Historical Context
In an increasingly complex B2B sales and procurement environment, establishing robust partnerships can make a huge difference to long term prosperity.
PRM (Partnership Relationship Management) is integral to the B2B Sales SaaS process in the same way Trade Marketing and Sales Promotion has been to the CPG (Consumer Packages Goods) /FMCG (Fast Moving Consumer Goods) sales environment since the 1950s.
Managing a purchaser and VAR (Value Added Reseller) eco system requires a blend of soft PRM skills, CX (Customer Service Excellence), product marketing support and flexible WIN WIN remuneration.
Multinationals have been hiring Partnership Managers for a number of years. Corporates have the infrastructure to integrate and support a Partnership Manager alongside their Marketing, Procurement and Sales teams.
SMEs or SMBs seldom have the same support infrastructure to onboard or integrate Partnership Managers so are better suited to a more Cost Effective Fractional PRM solution.
5 Tangible Advantages of the Fractional PRM approach?
5X You can potentially grow revenue 5 times faster by expanding alongside partners in new channels and geographies
SV Sales Velocity (SV) accelerates after establishing “right fit” engaged revenue generating partners
CX Growth Partners improve Customer Service Excellence (CX) by providing more local, sector or channel insight and knowledge which positively impacts future revenues (ARR) and reduces churn
GR Global Reach (GR) augments exponentially as your partner ecosystem flourishes seamlessly across borders
MCC Multicultural Creativity (MCC) enhances your team innovation and agility; sharing resources enables you to untap new potential and improve product quality and performance.
When building Long Term Relationships as opposed to selling or trading transactionally, a strategic partnership spirit and process needs to be fostered from get go.
Traditional sales growth models are all too often unbalanced :
- Sales teams or agents receive salaries upfront with minimal or no revenue generation guarantees
- VARs (Value Added Resellers) paid on a commission only basis absorb most of the risk and often become demotivated over time
Senior management in SMB organisations seldom have the time and experience to put in place effective PRM programmes.
They can instead use third party expertise from organisations such as Transaction Focus.
We have the global channel and sector connections and do all the meticulous planning, matching, integration and provide the dedicated support and leg work to make everything happen.