NetSuite's PRM Gets Another Sign-Up
CRM vendor NetSuite, Inc. has announced that ViewSonic Corp., a vendor of visual display products, has implemented NetSuite for complete partner relationship management, creating a portal which give partners 24/7 self-service access.
Channel partners account for more than 90 percent of ViewSonic's multi-billion dollar sales, its officials say, and provide the company with an understanding of the systems required to enhance partner communications.
ViewSonic has standardized its partner relationship management on NetSuite, allowing the company's partners to access a centralized self-service portal for all their channel sales needs.
Launched in February 2003, NetSuite's PRM capabilities are in their third generation of product development.
In fact yesterday NetSuite announced the "wide usage" of NetSuite for Partner Relationship Management (PRM), by such companies as Opal Telecom, a wholly owned subsidiary of The Carphone Warehouse Group plc and key UK resellers.
NetSuite deserves some kudos for this, for being one of the few high-profile CRM vendors also trying to keep a high profile in the significantly smaller PRM market.
Partner Relationship Management is basically CRM for businesses dealing with each other, it lets partners to do things like jointly manage leads and customers with their parent organization -- including lead registration, opportunity management, order management (entering orders, invoicing and billing).
Tools like NetSuite's have such features as Market Direct Fund (MDF) management, e-mail campaigns and customer service inquiries through a Dashboard with business intelligence and publishing capabilities.
There really aren't many other vendors in this space -- that well-known industry observer, CBRO's Staff Writer, has reported recently that the just-acquired PRM vendor Click Commerce "has grown, but remains a small player overall, with revenue of $59 million last year."
Acquisition by a manufacturer (Click Commerce was bought out by Illinois Tool Works) instead of a fellow software vendor, is "a mark of the depth of the problems vendors in the sector are facing as the market for independent supply chain management (SCM) and partner relationship management (PRM) solutions dries up," faithful scribe Staff Writer observes correctly.
NetSuite PRM+ includes a new Incentive Management tool for partners which can handle multi-level channel sales compensation plans and provide motivation to partner reps by allowing revenue share visibility.
The cornerstone of NetSuite's PRM products, company officials say, is "the collaborative web of processes for end-to-end business management that it enables inside the company."
In other words, NetSuite's PRM capabilities extend those processes to provide a platform for collaboration among the extended enterprise of partner channels. Companies get visibility into partner pipelines and forecasts because the opportunities are managed directly in the same system as their other sales, marketing, service and finance operations.
David Sims is a contributing editor for TMCnet. For more articles please visit David Sims’ columnist page.
Related Tags: partner relationship, relationship management, NetSuite, netsuite, management, partner
Cosmos
Del.icio.us
Slashdot
Digg
BoingBoing
Furl
Spurl
Listed below are links to sites that reference NetSuite's PRM Gets Another Sign-Up:
Trackback Pings
TrackBack URL for NetSuite's PRM Gets Another Sign-Up:
http://blog.tmcnet.com/cgi-bin/mt3/mt-tb.fcgi/28710Previous blog: LU alum, biz whiz speaks at university
VoIP for Enterprise Home PageComments to NetSuite's PRM Gets Another Sign-Up
