Aims to remove channel sales friction
Announcing three new features of its Sales Cloud-based partner relationship management (PRM) solution today, Salesforce delivers insights and visibility to vendors’ channel partners.
The Lowdown: Sources at Salesforce say the PRM platform improvements will allow partners to drive more growth and work more closely with their vendors.
The Details: The new features of Sales Cloud PRM:
• Einstein Analytics for Partners: Allows partners to identify and prioritize leads using AI-driven insights and actionable recommendations to close deals
• Quip for Salesforce: Enables channel partners to work with vendors in real time, bringing more visibility to channel sales activities and allowing all parties to align on business objectives, co-selling, and more
• Self-Service Reports: Lets partners explore, segment, and filter reports rather than relying on static reports from vendors
Background: According to CSO Insights, more than 90% of companies rely on partners to generate a portion of their revenue. At the same time, 84% struggle to get visibility into those partners’ sales pipelines, and 73% of partners say they struggle with vendors that aren’t easy to do business with because of their overly complex partner programs.
The Buzz: “All too often, despite 92% of companies relying on partners to bring in at least a portion of their revenue, educating and empowering their channel partners falls to the bottom of the to-do list for many sales leaders,” wrote Adi Kuruganti, senior vice president and general manager of Community Cloud at Salesforce, in a blog. “It pays to treat them like they’re part of your organization and empower them with the same tools and sales materials as your internal sales teams.”
“Salesforce PRM has helped us build stronger connections with our partners. They now have a one-stop shop where they can get all the information they need,” said Meg Brennan, senior director of Global Channel Operations at Riverbed Technology. “We know this is working because our traffic has increased tenfold and we’re adding more users than ever before.”