26th Mar 2004

Partner Relationship Management (PRM) – A Definition

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We often associate channel leaders with companies who “have the right channel strategy”, but is this actually the case? What else do you need to get this success with the “channel”? Noroch Consulting believes that failure in the channel is often linked to the malfunctioning of the vendors’ tactical channel “operations”. This is particularly true in the high-volume or Small and Medium-sized Business (SMB) markets where suppliers lose track of how much each partner generates and costs, how to cost-effectively "reach and teach" existing and new channels or how effective their channel strategy really is.

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