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Partner Collaboration

Request a demo from EntomoChallenges of Partner Collaboration

One of the key aspects of running a successful channel-driven business is collaborating with your partners. In other words, making it easier for partners to do business with you is paramount to ensuring productive and profitable channel relationships. In the past, attempts to automate communication with partners have centered around what is sometimes referred to as partner relationship management (PRM) portals. PRM portals are mostly geared towards providing marketing materials and data sheets for products, or passing on leads. However, this often ends up being a one-way communications tool or broadcast mechanism.

So, how do you listen to what your partners are saying? How do they let you know of the opportunities and challenges they are facing? How do you collaborate and come to an understanding on special pricing for a big deal? These are typical issues that are often left to be resolved via a flurry of emails and voicemails. This type of ad hoc process creates many problems, because it fails to formalize data capture or audit trails. It can lead to disputes and unnecessary misunderstandings, all of which reduce partner effectiveness.

Increase Partner Effectiveness with cCRM

Entomo’s integrated cCRM Portal (aka Partner Portal) is built on Entomo’s SmartHub® workflow engine. It can be used to automate the request-approve-claim-validate-authorize-payment cycle associated with many different kinds of channel workflows. These workflows typically start with one of the channel partners (distributor, reseller, manufacturer’s rep, external sales rep, regional sales manager, etc.) making a request. Depending on the number of people involved and their roles, the SmartHub automatically routes the request to the appropriate personnel in the pre-configured approval chain. Exceptions, system detected or manual rejections, cause the request to be routed back to the originator for correction or re-submission.

Entomo’s cCRM Portal supports web-based SmartForms™ which are forms that automatically re-configure themselves based on the user ID and associated workflow. Each SmartForm is pre-configured to automatically validate and auto-approve input fields, or auto-route for approval. The SmartHub allows any arbitrary workflow to be designed and configured. Described below are some typical examples of partner collaboration workflows and associated capabilities provided by Entomo’s cCRM Portal:

  • Special Pricing Requests

    Requests for Ship and Debit, DPA SPA, SPR, PE, etc. are made via the cCRM Portal using a company-specific SmartForm. All mandatory fields such as part number, quantity, end customer, validity dates and resale price are captured and validated. When the final approval is received, the partner is provided with an authorization ID, and the relevant fields are logged for later use during the incentive claim validation process. Upon making the sale, the partner submits a claim either embedded in the POS report or as a separate document, which refers to the authorization ID. The claim can also be submitted via the cCRM Portal.

  • Marketing Program (Co-op/MDF) Requests and Claims

    Requests for co-op and MDF funds are made via the cCRM Portal using a SmartForm. All company-specified mandatory fields are captured and validated. Prior approval requests can be submitted with appropriate documentation such as a business plan. All requests for co-op, MDF, prior approvals, etc. are logged and auto-approved, or auto-routed for approval. Subsequently, partner claims are submitted via the portal along with requisite documents like proofs of performance. Co-op/MDF claims are then auto-validated against existing program requirements, including sufficient accruals, prior approvals and necessary documentation.

  • SPIFF Registration and Claims

    Registration for SPIFF programs can be done using the cCRM Portal. Registrations can be configured to be automatic, or be set up to require approval after review by an administrator. SPIFF accruals are automatically calculated by the SmartHub, based on analysis of indirect or direct sales data. Claims can be configured to be automatically paid out or submitted via the portal.

  • Miscellaneous cCRM Portal Capabilities

    Other examples of how Entomo’s customers use the portal:

  • Integration with Existing Partner Portals

    Entomo’s cCRM Portal can be integrated with companies’ existing partner portals or CRM systems with Single Signon (SSO) support.