Since direct sales channels involve higher fixed costs, is now the right time to double down on indirect sales channels?
Since March of 2020, the way we sell dramatically changed. According to McKinsey, “Almost 90 percent of sales have moved to a videoconferencing(VC)/phone/web sales model.” With inside sales becoming the new norm, companies are now beginning to see the financial benefits: according to Internal Results, inside sales reduces selling costs by 40-90%. So why not continue driving growth at a reduced cost by expanding through channel partners?
Finding and recruiting the right channel partners can prove difficult. However, with the right technology, recruiting, onboarding, and managing channel partners, it can be simplified.
Forrester named Oracle as a Leader in The Forrester Wave™: Partner Relationship Management, 2020 Q4 report. According to the report, “Oracle has put specific focus on the PRM market and now delivers a complete and capable partner management platform.”
With a complete partner relationship management (PRM) solution, channel managers can easily enable partners to claim, qualify, convert, and close more deals. Oracle PRM makes it easier for customers to discover the right partner with a customer-facing partner finder. Built on a common platform, you can easily integrate with your back-office applications and build more accurate forecasts.
Best stated in the Forrester report, “Customers’ feedback has been very positive on the integration of the PRM software into the broader Oracle customer experience (CX) strategy – especially those that are driving their sales channels hard.”
Channel managers can also leverage the advanced AI capabilities with the integration of Oracle DataFox. This enriches a partner database with firmographic data and sources real-time market signal data to prioritize and drive leads and opportunities with partners.
To learn more about why we believe Oracle PRM helps to extend your brand through channel partners and makes every customer interaction matter, download a complimentary copy of The Forrester Wave™: Partner Relationship Management, 2020 Q4 report.
Or, if you would like to dive a little deeper, learn more about Oracle Sales, our PRM solution, and engage with our specialists.