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A PRM solution must support the entire partner management lifecycle—from program management to business process collaboration. Dialog Manager enables organizations to coordinate selling, servicing and marketing activities with their partners.
Collaborative Marketing
To ensure brand consistency and the proper execution of integrated marketing campaigns, Dialog Manager provides comprehensive marketing and analysis capabilities, such as identifying which customer segments generate the most revenue and which are most profitable.
Dialog Manager enables organizations and partners to
- Jointly develop, execute and track the progress of multi-stage campaigns
- Evaluate ROI for marketing campaigns executed across the channel
- Effectively administer and manage market development funds (MDF)
Through a comprehensive MDF pre-approval and claim process, Dialog Manager allows organizations to leverage MDF to drive leads. Seamless integration with marketing campaigns and sales processes allows organizations to efficiently measure the effectiveness of partner MDF allocations.
Dialog Manager also provides a rich multimedia catalog of marketing materials and collateral tailored to specific partner needs. Literature can be targeted to specific partners such as partner type, tier and program membership. Partners can leverage an automatic presentation generator that allows them to build high quality, co-branded customer presentations.
Collaborative Sales
Dialog Manager facilitates the collaborative selling process between partners and brand owners by sharing a broad range of lead and opportunity-related data such as contacts, activities, and decision criteria and offers selling effectiveness tools such as automatic proposal generation.
Through powerful closed-loop lead and opportunity management capabilities, leads can be automatically delivered to partners based on routing criteria such as partner skills and certification levels.
Automated lead management capabilities ensure the right partner is working the lead resulting in accelerated sales conversion and revenue generation. Organizations can also track the status of referred leads, assess partner progress and reassign the lead to the next best partner. Partners can register leads, which trigger approval notifications for the organization. Upon approval, the lead is protected and the channel partner becomes the primary owner and works the lead to closure.
Dialog Manager also provides organizations with deep visibility into their partner pipeline to enable effective and accurate forecasts. This in-depth pipeline visibility helps organizations adjust sales and marketing strategies in real time and produce a more predictable revenue stream.
Dialog Manager incorporates comprehensive eCommerce functionality to enable collaborative commerce across the partner enterprise. Complete channel sell-side capabilities seamlessly integrate sales processes - such as leads and opportunities - with transactional eCommerce capabilities.
Dialog Manager provides robust pricing management that enables organizations to plan, administer, negotiate and enforce pricing and contract policies across all selling channels. Sophisticated dynamic pricing - attribute based pricing, discount matrices, customer and product hierarchy discounts, contractual discounts, volume discounts, and product promotions - provides organizations pricing flexibility while enforcing consistent customer and partner pricing through the order process.
Dialog Manager streamlines quote-to-order capabilities - including integrated product catalog and configuration, needs analysis, asset based ordering, product up-sell / cross-sell messaging, discount negotiations, contract enforcement, shipping calculations, and quote / order validation and approvals - so organizations and partners can increase order accuracies while maximizing revenue at each point of sale. Dialog Manager allows partners to order for themselves or on behalf of the end customer and then track order status through to fulfillment.
Collaborative Service
By providing a wide range of service and problem resolution capabilities, Dialog Manager enables partners to provide timely, consistent service to joint customers. Organizations can automatically deliver service requests to the right partners based on attributes such as skills, location, service hours and service load, or allow partners to file and track service requests on behalf of the end customer.
Dialog Manager reduces support and call center costs by allowing partners to perform online self service and search through a solutions and frequently asked questions (FAQ) database to receive guided instructions. Dialog Manager also allows organizations and partners to manage service entitlements for a customer or asset. Warranty and entitlement verification tools allow users to validate the level of service a customer is entitled to receive. |
