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Conflicts are bound to exist when managing channel partners. While pricing issues with or between partners are often of concern, conflicts between dealers, distributors and resellers frequently occur in a much broader spectrum within the channel. However many manufacturers aren’t much aware of the conflicts. Partner Relationship Management (PRM) systems can reduce these conflicts and improve ROI in areas such as partner marketing and communications, training and certification, performance management, and collaboration with others in the channel. Ideally, these PRM systems should be combined with a continuous improvement and measurement program, along with strategies based on best practices, in an simple to navigate web-based system.
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