The Single View of the Vendor
Customer Relationship Management's (CRM) job of capturing all relevant information over the customer life cycle has proven to be an effective way for vendors to capture a single view of the customer in a direct sales model. In turn, manufacturers have come to rely on Partner Relationship Management (PRM) technology to present a united front in an indirect model.
Denis Pombriant, managing partner of Beagle Research, explores the ways manufacturers and their partners can use PRM technology to put their best foot forward presenting The Single View of the Vendor. Pombriant discusses how vendors can utilize PRM functionality like automated co-branded collateral and email, interactive partner directories and service case integration to concretely demonstrate to their customers that they are invested in life cycle solutions and not just parts. Also included, TreeHouse Interactive demonstrates enterprise-class examples of these PRM principals and technologies at work.