Enhance Indirect Channel Sales and Marketing
Coverage Selling in the Channel Hosted CRM’s Necessary Divergence Synopsis BlueRoads of San Mateo, CA, (www.blueroads.com) produces applications that are specifically tailored to the needs of complex sales channels including the original manufacturer, distributor, reseller, and channel person. Unlike conventional Partner Relationship Management (PRM) software that primarily manages the interface between the manufacturer and the first line of the channel, BlueRoads’ solution delivers lead information directly to the sales people most qualified to manage the lead. The system also captures feedback information from the field and using analytics collates it for managers to use in fine-tuning strategies and programs. Naturally, in a dynamic indirect sales channel, there is a great need to move information in a timely way so that no sales lead, for example, be allowed to go cold. Research shows that when organizations make attempts to manually duplicate this robust environment, they fail because information flow is simply too slow. BlueRoads’ approach is to leverage the Internet to make the information flow as instantaneous as possible both within a channel and across stovepipes. For the first time, OEM’s and distributors have a reliable way to proactively see into the activities of their channels rather than simply waiting for results at the end of the quarter. |
