Before the evaluation, assessment is necessary in order to identify the current lacking and helpful functionalities in the current PRM tool. The goals of an efficient PRM tool is to deliver seamless functionalities and experiences that makes work done in an easier way and improve the delivery. The software should facilitate easy and flexible maintenance requirement.

Most partner programs start with a manual process. I like the 3/30 guideline - as you approach 3 partner reps and 30 partners, it's time to start evaluating PRM software. Read the reviews for PRMs for your industry and schedule demos. Meet the people. I suspect you will find 3 or more PRMs will provide the 'must haves' for your PRM (i.e. CRM integration, training, communications). Review your competitive analysis - what are your competitors using for a PRM? What do your partners expect? From there, it's a matter of business model (SaaS or other), budget, and support programs that help me make the decisions for my partner team.

Biggest tip from my past experience is don't try and pick a PRM in a vacuum. Take the time to sit and discuss current and future state of each organizational leaders business, and how Partner could be incorporated. This builds trust across the org, establishes buy-in for this project and helps eliminate headaches in the future.

This is the most important step of the whole process of finding the right PRM software, or any software for that matter. If you don't know what you need from the software, you can't be sure that the solution you decide to go for is the right one. Finding your critical must-have features, preferred features and nice-to-have features is key! Talk to your partner team and identify what they and their partners are struggling with today. Talk to your partners, to get their input on what can make their lives easier when working with you. Look at your partner program KPIs, and see where you'd like to perform better. Identify how a PRM solution can help solve that. Then use this list of needs in the process to evaluate the solutions.

When evaluating PRM software, it’s crucial to set realistic business objectives. Companies often make the mistake of setting broad, vague targets like “increase partner engagement” or “boost sales.” Instead, break these down into specific, measurable goals, such as “increase partner-sourced leads by 20%” or “reduce onboarding time by 30%.” This precision helps you define the features you need—whether it’s lead tracking, training modules, or performance analytics—and ensures the PRM solution directly aligns with your business outcomes. By setting clear, realistic objectives, you can evaluate PRM vendors based on their ability to deliver tangible results, rather than getting lost in lofty, undefined expectations.

Once you have a list of potential PRM software solutions, research the market and the vendors thoroughly. Utilize online sources like reviews, testimonials, case studies, blogs, forums, and social media to gauge the reputation, credibility, and experience of each vendor. Additionally, seek referrals, recommendations, and feedback from peers, industry experts, or current customers of the vendors. Look for vendors with a proven track record, a strong customer base, and a deep understanding of your industry and business needs. This research will help you identify the most reliable and suitable PRM solution for your organization.

A thorough market research is essential for finding the right PRM solution. Here’s my method: • Seek Recommendations: Ask peers and industry experts for their recommendations. • Explore Vendor Websites: Dive into vendor websites to understand their offerings, case studies. • Industry Recognition: Consider vendors that have been in the industry for a long time • Attend Webinars and Conferences: Participate in industry events to learn about the latest PRM solutions.

As a global channel chief who has evaluated nearly every PRM solution on the market and deployed several, and as the former VP of Sales and Marketing at a PRM market leader, my advice is clear: get expert help. Navigating the complexities of PRM technology requires more than just reading reviews or case studies. You need someone who understands the nuances of each platform, its long-term scalability, and how it fits into your unique channel strategy. By partnering with someone who has real-world experience and a deep understanding of PRM, you can avoid costly mistakes and ensure you're selecting the right solution that aligns with your goals…and at the right price!

Integration is something that is often overlooked, but is vital for any PRM to be fully functional — how will it connect to your companies billing systems? How will it connect to your CRM? How will it connect to marketing materials or enablement materials? You want to avoid having team members outside of partnerships access your PRM, so ensuring the information relevant to internal stakeholders and partners is shared across systems is vital.

As someone who has evaluated and deployed many PRM solutions (some winners and some losers), I always advise companies focus on these key principles: 1. Tech Superiority: Choose a platform that adapts and leads, not one that will be outdated in a few years. 2. Security & GDPR Compliance: Ensure top-tier security and regulatory compliance to protect your business and partners. 3. Scalability: Select a system that grows with you to avoid costly replacements. 4. TCO: Consider long-term costs—maintenance, updates, and training, not just the upfront price. 5. Vendor Partnership: Ensure the vendor is reliable and responsive when issues arise. These principles will help guide you and your team to the right solution for your long-term success.

Demos are a must when choosing a PRM. I request the ability to record so I can pay attention and review again. I am evaluating how they treat me as a prospect on the demo call. I bring questions and do my homework prior. I'm interviewing them almost as a member of my partner team. They will be key to our success. Free trials are challenging for a PRM. I'm not a fan of engaging partners in this process. For an internal trial, you'll need to assign roles/time/feedback for your team.

Demos and trials are crucial for understanding the practical use of PRM software. Here’s my approach: • Book Demos: Schedule demos with your shortlisted vendors to see the software in action. • Prepare Questions: Have a list of questions ready to ask during the demo to address your specific needs. • Request Free Trials: Use the free trial period to test the software with your team and gather feedback. • Simulate Real Scenarios: During the trial, simulate real business scenarios to test the software’s effectiveness. • Evaluate User Experience: Collect feedback from all potential users in your organization.

Aim to secure the best value for your investment while ensuring there are no hidden fees, charges, or penalties. Carefully review the contract's terms and conditions, including the duration, renewal policies, cancellation clauses, warranty, liability, and dispute resolution procedures. It's essential to thoroughly understand these aspects to ensure the agreement aligns with your expectations and safeguards your interests. Additionally, consider negotiating for added benefits or services that can enhance the value of the PRM solution. By taking these steps, you can finalize a contract that not only meets your business needs but also fosters a positive and secure partnership with the vendor.

When negotiating a PRM solution, focus on securing value while preserving the long-term relationship. Work with someone who understands vendor pricing to ensure you’re getting the best deal without jeopardizing future collaboration. Prioritize clear contract terms around renewal, cancellation, and liability, but avoid pushing too hard, as a strong partnership is crucial for ongoing success. Expert advice can help you strike the right balance, ensuring both a fair price and a healthy, lasting relationship with the vendor.

It usually takes ~4-8 weeks to properly onboard a PRM with your company's brand, training, and engagement content. Once you've selected a PRM, and loaded it with content, I recommend you initially launch your partner team to ensure they are vested in the PRM. Give them the opportunity to 'personalize' the content they are sharing with their partners. Once your team is enrolled and engaging, coach them on how to bring on small batches of partners to ensure they are able to support the adoption of your partners. Plan to create an onboarding campaign that is personalized to the individual names/roles of your partners. Consider a point/ content model to reward their engagement.

Remember, that implementing PRM software is not a "launch it and we're done" project. To get the full value of the solution you need to continuously develop how you use the solution, and make use of all the features you have at your disposal. Engage with your partner team and partner ecosystem to find out how you can improve the use of the solution. Talk with your vendor, and get insights from them that they have from their other clients. Engage with other peers on how they are using their PRM software with their partners.