Who are the PRM Players?

Now that we understand what PRM lets talk about who the PRM players are. There are several folks in the PRM arena and each of them have their approach to PRM. The key players include: Allbound, Impartner, Channeltivity, LogicBay, Zinfi, and ChannelBridge.

Each of these vendors have customers that can back up their offering. At Channel Squared we are vendor agnostic which allows us the ability to recommend the solution that best fits our client’s needs. Our extensive knowledge of the market allows us the unique ability to to align our customers with the vendors that are suited to their challenges and goals. We would love to provide our insights and experiences as you navigate the PRM playing field. Now we realize that not everyone will reach out to us so here are some things to consider if you go out on your own:

Beware of the “yes man” vendor
We have all come across this vendor, the one that says “yes” to everything. They do everything and the kitchen sink every single customization is possible and they can have it all done tomorrow. This is not a good sign. The right vendor should challenge you with their expertise and best practices. No is not always a bad thing.

Watch out for prohibitive pricing structures
No one likes a moving target and I have never known of a channel company that had a budget that went up based on sliding scale. Pricing can become a trap and have you right back in the vendor search at the end of your contract term. Make sure you understand the pricing structure. What is included in your implementation plan? What is standard vs. nonstandard? Will you need to hire a third party for your implementation or is the vendor signing up for what they are offering? Is there a per user component to the pricing model? Does the bundled pricing have you paying for features you are not ready to use?

Make sure the vendor has some skin in the game
When you sign on the dotted line for your new PRM system that is going to create world channel peace the vendor should still be in the picture. A good PRM vendor has some skin in the game in making sure you are delivered what you saw in that amazing demonstration. Some vendors spend months creating demonstration systems with all the bells and whistles. They pass this off as “standard” and leave their customers on their own to recreate the masterpiece. This often leaves you paying for a system that isn’t functional while you invest more in external or internal resources to get what you thought you were buying. Watch out for the implementation customization trap.

Each vendor will have their own way of doing things. At the end of the day it is best to not assume anything. As you look at the different vendor offerings lines will start to blur. Asking the right questions throughout the process will arm you with the information needed to select the right vendor the first time.

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Raegan Wilson

About Raegan Wilson

Channel Squared was founded by Raegan Wilson after spending over 15 years working in and for the channel. A self described “product of the channel” Raegan is now leveraging her unique skillset to do more than just implement PRM solutions. With hundreds of successful PRM projects & implementations under her belt for companies including: SungardAS, CommVault, ADP, Rackspace, Fortinet, and National Instruments she knows a few things about what to do right and what not to do. Raegan is also a recognized channel sales expert and has shared her experiences at numerous events including SiriusDecisions Summit, Salesforce.com’s Dreamforce, Baptie’s Channel Focus North America Conference.

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