Study: E-Partner 2000 Best Practices

A summary of the findings in a study on best practices from Frontline Solutions.

These days e-commerce is top -of-mind in just about every business. And rightly so, because the Internet offers an efficient means of marketing and selling all types of goods. However, most enterprises continue to rely on indirect sales channels to reach certain markets, add value and deliver a complete solution. Can Internet technology be used with equal effectiveness to recruit, manage and support channel partners?

Absolutely! In fact, industry leaders already are doing so, quite successfully. In the first quarter of 2000, Front Line Solutions interviewed 35 channel managers and executives at companies that are using the Internet to incorporate partners into their e-business strategies. This approach, known as Partner Relationship Management (PRM), is a compelling new trend.

PRM's goal is to create long-term competitive differentiation with indirect sales channels. Can the Internet cut costs? Certainly, but the real benefit is transforming traditional channels into networks of "e-partners," where Web-based applications enable channels to deliver more value, faster and at less cost.

Early adopters of PRM have implemented a wide variety of Internet-based applications. Some focused on partner management and measurement systems, based on a robust "partner profile" database. Others invested in smart "channel portals" to give a more personalized experience to channel extranet visitors. And still others implemented automation tools to improve sales processes or streamline order management through e-commerce systems.

The initial results are promising. PRM project managers report increased channel sales productivity, enhanced partner mindshare and, in some cases, dramatic cost savings too. Over the long haul these businesses expect e-partner initiatives to increase partner loyalty and competitive differentiation while streamlining channel operations.

The "E-Partner2000 Best Practices" study can help others benefit from the experiences of these pioneers, increasing the odds of success with PRM projects. The full report contains the following information in 60 pages of concise analysis with 18 insightful charts and diagrams:
* Executive Summary - Perspective on how channel usage and roles are changing, key challenges of indirect sales channels, best practices summary, and major conclusions.
* Best Practices - Detailed description of the five best practices distilled from the research process, including the expected results to be gained from following these practices.
* Analysis Details - Review of study methodology, business environment, application types, project goals, justification, project management methods, key challenges and advice.
* Case Studies - Success stories with relevant quotes and other facts and figures garnered from the research.

How to Order

The ePartner2000 Best Practices report is priced at $295. Subscribe to the ePartner Forum for $1,000 and receive this report, plus the 75-page IT Channel study, along with three more research reports on PRM during the balance of 2000. For more information, please visit http://www.frontlinehq.com/ep2000/.

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