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More and more companies worldwide are adopting a co-selling sales model, selling through partners to increase market outreach and brand awareness, improve productivity and boost sales in a shorter period of time.
However, implementing a channel sales approach is often easier said than done. If you decide to adopt a co-selling program but don’t know where to start, this article is for you.
Continue reading to discover more about partner relationship management (PRM) in Salesforce and how to use Experience Cloud to create a mutually beneficial collaboration between you and your partners.
What is Salesforce PRM?
Do you dream of an effective tool to speed up deal velocity and increase sales? This is where Salesforce Experience Cloud comes in.
With Experience Cloud, you can create connected digital experiences for various purposes aligned to your specific business needs, like help centers, self-service portals, support portals, B2B Commerce sites, microsites/landing pages, and much more. One of the most popular Salesforce Experience Cloud solutions is a partner portal in Salesforce, or simply (Partner Relationship Management) PRM.
Salesforce PRM community is a cloud-based partner relationship management system empowered with all the necessary tools, Lightning components, pre-configured workflows, information (including sales assets and product data), and resources to help partners increase sales more quickly.
How Does Partner Relationship Management Work?
To start your partner relationship management with Salesforce, create a PRM portal in Experience Cloud quickly and easily using pre-configured Experience Cloud templates and themes. Benefit from the high customization capabilities of Experience Builder sites to build a shared space that meets partners’ and vendors’ needs.
Salesforce Sales Cloud PRM is a partner management system designed specifically for managing channel sales. It provides partners with all the resources they need to simplify every step of the channel sales process.
The Salesforce partner community is a central location for:
- Sharing CRM data and information with your partners
- Deals registration in Salesforce
- Managing leads, opportunities, and accounts
- Closing deals
- Tracking progress
- Forecasting partner sales
- Partner onboarding and training
- Making collaboration with your partners easy and effective.
How Can It Help You?
The Salesforce PRM solution aims to help you take your products or services to market faster, effectively manage your channel sales, and make collaboration with your partners more effective.
Let’s go over some of the most impactful features and benefits of Salesforce partner relationship management to see how it can help your business.
- Save time with simplified onboarding and training of new partners.
- Easily create a beautifully branded PRM site in Experience Cloud.
- Increase partner satisfaction by delivering the tools they need to sell more.
- Use PRM analytic tools, like reports and dashboards, to track partner performance and sales data.
- Empower the channel team with exceptional digital self-service to help them close deals faster.
- Implement live chats on your PRM site to provide real-time assistance when needed.
- Prevent channel conflicts by letting the vendor assign leads to a particular partner.
- Enhance channel marketing by providing your partners with access to your campaigns, allowing them to create co-branded collateral aligned with your brand identity.
Tips & Tricks to Enhance Partner Relationship Management with Salesforce
Looking for ways to enhance your channel partner management in Salesforce?
We’ve prepared valuable tips to keep in mind when managing your partners with Salesforce PRM.
Define the purpose of your portal
Do you want to help your partners sell more and faster, share training and onboarding resources, enhance channel marketing, or all at once?
It’s critically important to define the role of your partner community, considering your business needs. Creating a portal aligned with your purpose will help you achieve your goals faster.
Streamline channel marketing with the Salesforce marketing development funds (MDF)
Use Salesforce MDF to create marketing budgets, allocate funds for marketing campaigns, streamline fund requests and process fund claims – all in one place. Create MDF reports to visualize data and analyze partners’ marketing performance.
Create a partner marketplace
Use our 100% native to Salesforce application, AC Partner Marketplace, in your Experience Cloud site to generate new leads for your partners, attract new customers, as well as find the right partners and suppliers for your customers.
Use impactful Salesforce PRM solutions
Integrate third-party PRM apps and components into your Salesforce Experience Cloud site to enhance its functionality and provide your partners with a seamless experience, helping them sell faster. For example, allow partners to increase awareness of the brand and collaborate on promotional materials with our AC Partner Co-Branding solution for PRMs. Integrate AC Knowledge Management Enterprise to create an excellent system for storing and managing documentation so that all important information is accessible to your partners when and where it’s needed.
Track performance with partner scorecard
Users with a Partner Community license can monitor partner performance with the Partner Scorecard feature. Metrics displayed in the scorecard are pulled from summary reports. Customize and organize metrics the way you want to track the data you need.
Note! To track performance with a partner scorecard, you must first enable “manage Scorecards” in your org.
Don’t go it alone!
When it comes to Salesforce Experience Cloud integration, it’s better to leave it to the professionals to eliminate any complexities that may slow down the implementation process.
Choose Advanced Communities, the leading Salesforce Experience Cloud consulting and products provider. We’ll create a beautiful PRM portal and find the best solutions aligned with your needs.
Final Thoughts
Are you experiencing issues with Salesforce PRM portal implementation or need help with Salesforce partner management configuration? Advanced Communities is always here to help.
We’re a team of Experience Cloud experts with vast expertise in building and implementing engaging digital experiences on Salesforce. We also deliver consulting services and provide Salesforce-native apps built on Force.com to extend the functionality of Experience Cloud sites.
Contact us for more information, find out more about our comprehensive suite of apps for Experience Cloud, or request a full demo.