SAP Partner Channel Management (PCM)

Details: Last Updated: 25 December 2020

Overview

SAP CRM provides Partner Channel Management(PCM). This is used by the organization where sales or service of products is widely performed through indirect channels.

Why use Partner Channel Management?

In order to deliver a full channel solution, PCM capabilities leverage following core strengths of core SAP CRM:

Web Channel
web channel capabilities are extended to partners
Traditional CRM
- CRM module, i.e. Sales, Service and Marketing, capabilities are extended to partners while being tightly integrated with direct processes
PRM
- enables relationship management
- enables collaboration between brand owners and their channel partners

For many organizations indirect partners are playing key role in driving or influencing growth in percentage of revenue.
A channel partner network have greater influence by market segment and geographically
Companies can sell to partners or collaborate with partners.
By leveraging channel partners companies can drastically lower their cost of sales and services.
Thus it is becoming important to streamline indirect channel operations and to have efficient interaction with the partners.

PCM Functionalities involved:

Partner Management
Collaborative Showroom
- Open Catalog Interface: Transferring Data to the Partner Shop
- Generating Leads in the Collaborative Showroom
Access Control Rules

SAP PCM is divided into following main business areas:
Structure of Indirect Channels:

Portals and Roles in SAP CRM PCM

PCM provides following portals:

PCM includes following roles:

The channel manager portal enables your organization to:
- manage partner relationships
- collaborate with channel partners
- optimize channel operations
Channel Manager Role:
- used by brand owner employees
- has access to the Channel Manager Portal
- used to manage channel partner relationships & channel partners
- creates leads
- collaborate with channel partners
- optimize channel operations
- monitor and analyze channel sales, service and marketing
- dispatches leads to partners
Channel Manager:

Home Page for the channel manager

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