Channel Sales Management; Beyond CRM
sponsored by BLUEROADS Corporation

Channel sales management can be one of the most pressing issues for companies today. The channel represents enormous opportunities, but its management has historically been fraught with inefficiencies. This can be the case since channel strategies can vary by industry and the partners can run the gamut from large multi-billion dollar multinationals to small regional shops - often with requirements specific to each. By improving visibility and process integration between companies, channel sales management can gain great efficiencies.

IDC believes that the traditional role of PRM or CRM applications must be expanded as vendors begin to integrate the channel as a clear extension to their existing sales organization. This integration could enhance the core utility of existing CRM applications, but fundamentally must expose specific functionality to manage the channel.

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