Struggles With Partner Relationship Management Implementations Illustrate Need For Channel Consultants Early in Planning Process

Partnerware Web Seminar Highlights Value of Outside Experts in Back-to-Basics

PRM



Apr 17, 2001, 01:00 ET from Partnerware, Inc.

    AUSTIN, Texas, April 17 /PRNewswire/ -- Companies that undertake Partner
 Relationship Management (PRM) planning without engaging experienced outside
 counsel risk costly complications later in the implementation process,
 according to case studies presented at a recent Web seminar sponsored by
 Partnerware, the pioneer and leading provider of performance-centric PRM
 solutions.
     "While it's easy to put 'understanding' before 'implementing' in a
 sentence, far too often in real life that order is reversed," said Leith
 Anderson, Partnerware's Senior Vice President of Sales and Marketing and a
 co-presenter in the "Make the First Moves Count" webinar.  "We implement a
 solution before we've taken time to identify and work through critical issues
 from the inside out and the outside in."
     Co-presenter Jim McKenna, a Principal of Technology Channels Group, opened
 the session by identifying some of the key areas of inquiry where consultants
 add critical insight, including channel model assessment, internal stakeholder
 audits, technology analysis, business needs analysis and vendor identification
 and selection.
     In a previous position with a large enterprise software company, Anderson
 engaged McKenna as a consultant.  Anderson discussed that experience during
 the webinar to illustrate how implementing a solution without first conducting
 a comprehensive analysis soon led to some pitfalls, and how bringing in a
 channel expert helped him put the company's ongoing PRM program back on track.
     "From my personal experience, I think that an independent consultant is a
 good investment," Anderson said.  "Avoiding mistakes is the goal.  The most
 at-risk companies are the ones that think they can do a better job developing
 a PRM system internally, whether it's core to their business or not."
     The webinar was the second of Partnerware's four-part Best Practice
 Workbook series.  The next installment, "Ask the Right Questions," will be
 held April 24 at 1 p.m. CDT.  Interested parties can register for the event at
 www.regsvc.com/partnerware.
 
     About Technology Channels Group
     Based in Pleasanton, Calif., Technology Channels Group assists high-growth
 technology vendors achieve partnering objectives quickly.  The firm uses a
 proven marketing process, Partnering Results Optimization (PRO), to construct
 timely, efficient and coherent partnering programs.  For more information,
 please visit www.tc-group.com.
 
     About Partnerware
     Founded in 1996 in Austin, Texas, Partnerware is the pioneer and leading
 provider of performance-centric Partner Relationship Management (PRM)
 solutions.  Partnerware's flagship product, Partnerware eXtended Enterprise
 2000 (TM) (XE), drives channel performance and partner satisfaction by
 intelligently managing, monitoring and measuring partnerships.  For more
 information, please visit www.partnerware.com.
 
      Contact:
      Jay Pinkert
      Partnerware, Inc.
      512-439-2044
      jpinkert@partnerware.com
 
 

SOURCE Partnerware, Inc.
    AUSTIN, Texas, April 17 /PRNewswire/ -- Companies that undertake Partner
 Relationship Management (PRM) planning without engaging experienced outside
 counsel risk costly complications later in the implementation process,
 according to case studies presented at a recent Web seminar sponsored by
 Partnerware, the pioneer and leading provider of performance-centric PRM
 solutions.
     "While it's easy to put 'understanding' before 'implementing' in a
 sentence, far too often in real life that order is reversed," said Leith
 Anderson, Partnerware's Senior Vice President of Sales and Marketing and a
 co-presenter in the "Make the First Moves Count" webinar.  "We implement a
 solution before we've taken time to identify and work through critical issues
 from the inside out and the outside in."
     Co-presenter Jim McKenna, a Principal of Technology Channels Group, opened
 the session by identifying some of the key areas of inquiry where consultants
 add critical insight, including channel model assessment, internal stakeholder
 audits, technology analysis, business needs analysis and vendor identification
 and selection.
     In a previous position with a large enterprise software company, Anderson
 engaged McKenna as a consultant.  Anderson discussed that experience during
 the webinar to illustrate how implementing a solution without first conducting
 a comprehensive analysis soon led to some pitfalls, and how bringing in a
 channel expert helped him put the company's ongoing PRM program back on track.
     "From my personal experience, I think that an independent consultant is a
 good investment," Anderson said.  "Avoiding mistakes is the goal.  The most
 at-risk companies are the ones that think they can do a better job developing
 a PRM system internally, whether it's core to their business or not."
     The webinar was the second of Partnerware's four-part Best Practice
 Workbook series.  The next installment, "Ask the Right Questions," will be
 held April 24 at 1 p.m. CDT.  Interested parties can register for the event at
 www.regsvc.com/partnerware.
 
     About Technology Channels Group
     Based in Pleasanton, Calif., Technology Channels Group assists high-growth
 technology vendors achieve partnering objectives quickly.  The firm uses a
 proven marketing process, Partnering Results Optimization (PRO), to construct
 timely, efficient and coherent partnering programs.  For more information,
 please visit www.tc-group.com.
 
     About Partnerware
     Founded in 1996 in Austin, Texas, Partnerware is the pioneer and leading
 provider of performance-centric Partner Relationship Management (PRM)
 solutions.  Partnerware's flagship product, Partnerware eXtended Enterprise
 2000 (TM) (XE), drives channel performance and partner satisfaction by
 intelligently managing, monitoring and measuring partnerships.  For more
 information, please visit www.partnerware.com.
 
      Contact:
      Jay Pinkert
      Partnerware, Inc.
      512-439-2044
      jpinkert@partnerware.com
 
 SOURCE  Partnerware, Inc.