What Do Channel Partners Tend to Look for in a CDM Platform
Metaphorically speaking, p2p (partner-to-partner) consumers are the nuts and bolts to a vendor’s business infrastructure. Therefore, it is crucial to provide your p2p customers with the tools they need in a Channel Data Management – CDM platform for managing their channel data.
That’s obvious, sure, but vendors today are having difficulty readjusting to the new multifaceted business landscape as well as to the demanding wants and needs of their p2p consumers. With the growing proliferation of technology showing no signs of slowing down—vendors are left with two choices: adapt or die.
Contemporary innovation and the infinite expansion of software ingenuity has given channel partners a surplus of advantages.
P2P consumers now have a clear and concise understanding of:
- what things they want, and what they don’t
- incentive programs
- what features to look for in a CDM platform
- why their vendor’s value proposition deeply affects their business’s bottom and reputation within the marketplace.
The rise regarding such corporate and enterprise epiphanies has to do with the birth of big data. Data provides vendors and their channel partners the imperative guidance they need for decision making. The adoption of big data has given vendors deeper insight versus traditional processes of channel data management (e.g., emails, in-house auditing, EDI, phone calls, etc.). Ultimately, vendors are able to make more informed, strategically balanced decisions. Thanks to today’s channel data management software providers, such as Computer Market Research, a partnership has become more intuitive.
Here are 4 things your channel partners look for in CDM platform:
Depending on the scope/size of your channel partner’s consumer base, it’s imperative that your CDM platform provides the ability to easily and efficiency import contacts from other third-party CRM cloud-based software providers (e.g., Salesforce) to their respective distributors, resellers, retailers and end customers. This essential feature keeps your channel partners from scrabbling back and forth from CRM to PRM servers.
In today’s go-go culture, having easy access to monitor and modify the channel data via a CDM platform is crucial. Mobile compliance in PRM is what accelerates business development and helps not to stagnate issues while channel managers must wait to fix and/or communicate problems until (or when) they reach their desktop monitors.
What good is a CDM platform without accurate and intuitive capabilities to save your channel partner’s time on managerial duties? Analytical evaluation of claim management, marketing/sales programs, and other inventory data management tasks has to be consistent and be able to notify/alert pending or current issues that may cause partner-tribulations and/or setbacks. Settling for a CDM platform that lacks precise analytical validation not only discredits your obligation as a channel partner but, also tarnishes the potential to accelerate your channel partner’s ability to retain success.
Flexible Data Conversion
Within the business structure of your channel partner lies many moving parts—engulfed with a hierarchy of in-house personnel, end-customers, consultants, lawyers, and investors. With that said, it’s incredibly vital that your CRM system maintains the ability to convert data to third-party files and/or documents that go beyond your partner portal platform (e.g., Excel spreadsheets, RosettaNet, EDI, and flat files).