CRM Buyer Talkback

Re: Long Live PRM: Q&A With TreeHouse CEO Erich Flynn
Posted by: Erika Morphy 2009-04-27 06:16:25

See Full Story

PRM has an intriguing business case: It applies the concepts and tools of customer relationship management to the business relationships that also affect a company's customer base. The problem with PRM is that it hasn't caught on -- for myriad reasons, starting with its expense and difficulty in implementation. Enter the next generation of PRM companies, which are leveraging the tech advancements of the last few years to restate their case. CRM Buyer spoke with CEO Erich Flynn about TreeHouse Interactive's plans as its digs into the market.

Partner Relationship Management is here to stay!
Posted by: RelayWare 2009-04-27 08:19:12 In reply to: Erika Morphy

I concur wholeheartedly with Erich’s assertion that PRM is far from dead. Foundation Network was one of the pioneers of the market having been founded way back in 1997 and we are still going stronger than ever. Twelve years ago, the need for channel management automation was certainly there but channel sales and marketing best practice was poorly defined and inconsistent and it was almost impossible to deploy a repeatable solution. Hence PRM was perceived to be costly and complex to implement. Thankfully now the market is built upon solid proven methodologies and processes complemented with continual innovation and evolution enabling products like our own RelayWare PRM to be powerful, modular and versatile and yet deployable on demand for a low monthly fee.

In the current difficult economic climate, companies are looking for effective ways of optimizing indirect sales and marketing performance to maximize market share and profits whilst driving down operating costs. That’s why we are working with more and more new customers today and we’re busier than ever. As long as vendors go to market through indirect channels and suffer from all of the complexities of doing so, PRM is here to stay! www.relayware.com