Database Reference
In-Depth Information
3. Channel Sales helps partners to increase the quantity of their sales and to sell more effectively:
a. Account and Control Management
b. Activity management
c. Opportunity management
d. Channel sales analytics
4. Channel Service ensures a constantly high level of service by providing partners with access
to service functions, expert knowledge, and problem-solving help:
a. Knowledge management
b. Live support
c. Service order management
d. Complaints and Return management
5. Channel Commerce or Partner Order Management:
a. Quotation and order management
b. Interactive selling and configuration
c. POS and channel inventory
d. Distributed order management
6. Partner and Channel Analytics
In the following section, we describe partner management as the other areas have been covered
earlier for the classic CRM.
8.5.1 Partner Management
SAP CRM enables companies to manage channel partner relationships more efficiently through-
out the partner life cycle and increase profitability:
8.5.1.1 Partner Recruitment
SAP CRM provides tools for locating and recruiting channel partners. Once the company has
short-listed potential partners, the partner recruitment functionalities allow interested prospective
partners to fill out an online application on the company's website. The completed form is then
forwarded via automated e-mail workflow to the concerned channel manager. The channel man-
ager can scrutinize the application and then communicate the decision to the prospective partner.
8.5.1.2 Partner Profiling and Segmentation
SAP CRM enables brand owners to segment partners based on partner type, industry focus, and
competencies so that they can customize and target communications, training, marketing efforts,
and so on. Brand owners or channel managers can dispatch sales leads and opportunities to the
best-suited channel partner based on factors such as geographic region, industry, size, and sales
conversion success rates.
8.5.1.3 Partner Training and Certification
Companies need a way to ensure that partners are effectively educated and prepared to represent
their product and services. SAP CRM enables brand owners to provide partners with online access
