FAQs related to Howaboutsales BRM

What is channel sales?

Channel sales  refer to the the sale of a good or service by a third-party such as an indirect sales partner, reseller, broker or affiliate, rather than a company’s personnel.

What is a BRM software?

A BRM is a business software connects companies with its sales partners through digital means. BRM is different from PRM (Partner Relationship Management), the latter is a partner software that is focused on providing sales partner with the right content (Push). In contrast, BRM focuses on account management, as well as the commercial process and collaboration.

Who needs a BRM software?

BRM software is important for two types of companies:

  • Companies selling their products or services through indirect sales channels such as  intermediaries, resellers and brokers .
  • Companies that need account management solutions because they sell their products or services through a set of recurring strategic accounts.

The following are examples of industries who use BRM software: financial services, manufacturing companies, FMCG, construction material companies, retail, etc.

What are the benefits of a BRM software?

The benefits of BRM are threefold:

  1. Increased productivity: Increased focus for account management teams due to segmentation and strategic alignment of sales plans and sales strategies.
  2. Increased share of voice for sales partners: established digital relationships provide more opportunities to improve partnerships with intermediaries, resellers or brokers and create more relevant touch points.
  3. Increased commitment: joint business planning leads to increased accountability, effective follow-ups and a better understanding of each other’s goals to help increase sales.
  4. Segmentation: Classify partners,  intermediaries, resellers or brokers to effectively implement your strategy and activities
  5. Business strategy based on OKR’s: Create activities and campaigns linked to your company goals and sales plan.
  6. Partner strategy:  Generate an automated account plan and customize your plan on segmentation and  sales strategy.
  7. Regular follow-ups: Get information to effectively evaluate partner activities with our partner software solution.
  8. Performance management: Get instant insights on partner and account management performance
  9. Internal activity tracking: Measure how BRM is used by your account management team or relationship managers and get results.

What are examples BRM programs/softwares?

Howaboutsales (HAS) is a user-friendly Business Relationship Management (BRM) software.

It is the first business software to-date that enables businesses to commercially collaborate with indirect sales partners (intermediaries, resellers, brokers, branches or agents). Our customers get more than 10% production increase and 10% efficiency gains by improving their collaborations with  indirect sales partners.

What is channel management?

Channel management refers to the process whereby the company develops various marketing techniques, sales plans and sales strategies to expand their customer base. It involves the use of “channel partners,” which refer to partners (i.e. resellers, brokers or affiliates) that your company uses to indirectly sell your organization’s products.

What is BRM software used for?

BRM is a business software used for connecting a company’s account management team and relationship managers with their  their sales partners, intermediaries, resellers and brokers through digital means. It enhances commitment in the commercial relationship from both parties. It helps create clear objectives and activities (OKR) for both parties working towards a joint sales strategy and sales plan. It can also be used to aggregate and centralize relevant data from other tools and partner software (BI, CRM, ERP etc) to prevent the overload of data for the account managers.

What is channel management?

Channel management refers to the process whereby the company develops various marketing techniques, sales plans and sales strategies to expand their customer base. It involves the use of “channel partners,” which refer to partners (i.e. resellers, brokers or affiliates) that your company uses to indirectly sell your organization’s products.

What is the difference between CRM & BRM software?

CRM is an operational tool used to register data, centralize and aggregate data from various tools or platforms, and analyse data.

In contrast, BRM is a strategic business software focused on the commercial process of account management and collaboration. It connects with CRM systems to facilitate the two-way approach (push and pull) of relevant data.

While CRM systems are great tools that can enter all the data and provide a complete overview. Sales and account management teams only need 20% of the relevant data to generate 80% of its impact. Moreover, they don’t like to enter all the fields in the CRM system.

How much does BRM software cost?

The pricing of BRM software is comparable to the prices of CRMs.  At Howaboutsales, pricing starts at €80 per user per month.

What is BRM?

BRM is an abbreviation for Business Relationship Management. It enables the commercial process or collaboration between account managers and indirect sales partners. It facilitates the two-way approach (push and pull) and helps manage the relationship between the existing parties to increase sales.

What does BRM do?

A BRM is a business software connects companies with their sales partners, intermediaries, resellers and brokers in a digital way. It enables  joint business planning, digital collaboration and follow-ups. It helps relationship managers aggregate and centralize relevant data from other tools and systems. You can describe this as a performance management and collaboration tool or partner software for channel sales.

Why do you need a BRM system/software? Why have a BRM system?

There are three main reasons:

  • To connect with sales partners, intermediaries, resellers and brokers through digital means.
  • To support account management teams and enable them to become strategic advisers of their sales partners in order to increase sales.

To aggregate relevant data and get an overview of the status of strategic accounts or sales partners for a better sales plan and sales strategy.

What is the difference between BRM and PRM?

BRM is a strategic tool or business software focused on the commercial process of collaboration between an organization and its existing customers or intermediaries.

BRM is different from PRM (Partner Relationship Management), the latter is a partner software that is focused on providing sales partners with the right content and marketing materials. It helps to create clear objectives and activities (OKR) for both parties working towards a joint strategic collaboration for their sales plan and sales strategy. It can also be used to aggregate and centralize relevant data from other tools and systems (BI, CRM, ERP etc) to prevent the overload of data for the account managers.

In contrast, PRM software sends your marketing material to your channels, agents, resellers, brokers and partners. It makes it easy to collaborate with indirect sales partners like independent software vendors (ISVs), value-added resellers (VARs), consultants, retailers, original equipment manufacturers (OEMs) among many others. It also keeps track of their performance and stores store up to date information.