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How to Benefit from Partner Relationship Management (PRM)

How to Benefit from Partner Relationship Management (PRM)

How is PRM different from CRM?

In this demanding economy, companies are on the never-ending quest for solutions / tools that will help them accrue / maintain their loyalty and business with their customers. Customer Relationship Management (CRM) is one such application that has attracted a lot of attention from organizations worldwide.

Though containing the word “relationship”, CRM is actually not concerned with managing customer relationships. It lays emphasis on creating customer profiles by accumulating and advocating data regarding customer’s buying habits and personal preferences. These profiles are then used by businesses to directly target their niche market.

Talking about relationships, Partner Relationship Management (PRM) is an affair about understanding and satisfying the needs of your business partners with dexterity. As compared to gathering sales data, PRM is a much more complex application as it involves building and maintaining trust between you and your business channel partners. Many discussions on PRM, in correlation with CRM, have argued over personifying PRM either as seperate entity or merely an element of CRM.

CRM was fundamentally structured to manage direct sales engagements between a seller and a buyer. This function concentrates on gathering and sharing data throughout customer/s buying cycle. On the other hand, PRM has been designed to manage a complex system revolving around aligning business processes across the entire chain of vendors to partner and to customers. PRM technology enables companies to generate more work efficiency and profitability with all partner types, including channel, distribution, reseller, strategic alliance, system integration and consulting partners.

Since, every partner organization has a unique way of executing business, it is difficult to manifest a perfect process alignment between partners and vendors. This discrepancy makes it practically impossible to report and measure channel results accurately. CRM systems were not designed to accommodate this level of complexity. To effectively manage indirect business relationships, companies require a dedicated PRM system to co-ordinate activity between all the participants in the process loop.

Making PRM Work for You

Partners provide a cost-effective way to expand your enterprise by providing you with broader geo-market reach. When leveraged properly, they help you to accelerate revenue growth, streamline operations and improve efficiency.

Partner relationship management (PRM) is a business strategy for improving communication between companies and their channel partners. At a time when businesses need to maximize every resource available to them, building strong partner relationships and effective channel strategies has become a critical practice. Working with PRM dynamics, you must also focus on: –

1.Communicating with your partner, using your self-disclosure skills to articulate your needs.

2.Identifying and then sharing your personal most trusted strategies with your partner.

3.Evolving mutually beneficial agreements while working through a conflicting situation.

With businesses becoming global and interdependent in nature, PRM has a more vital role to play. This worldwide interdependence is only based on trust factor. The call-center industry sets a major example on this front. American businesses, having formed alliances with partners in India, Africa, and other distant regions, hire thousands of call-center executives to meet American and worldwide consumer demands. Such alliances require a high degree of partnership intelligence. Without establishing and managing such trusting and mutually beneficial alliances, the level of investments made by the call center and other industries will only face a doom.

Advantages of Partner Relationship Management

Businesses and organizations can immensely benefit from Partner Relationship Management (PRM) programs as follows: –

* Extend your enterprise reach and increase revenues through a well-managed partner network.

* Optimize partner program profitability through better understanding of partner’s value and performance.

* Streamline operations and reduce costs by automating manual processes and integrating partner operations throughout the enterprise.

* Develop a mutually trusting and beneficial partnerships

* Challenge you to change and focus on the future so you do not continually dwell on past glories and stay stagnant.

* Helps you focus resources on critical activities throughout the customer sales cycle and product lifecycle to maximize revenue rates and margins.

* Help companies deliver services that maximize product availability and customer productivity and minimize cost, time and energy.

* Links your future with that of your partner in a positive and exciting way.

* Efficiently manage your association with important customers, suppliers, outsourcing partners and partner alliances.

Web-based PRM software applications enable companies to customize and streamline administrative tasks by making real-time information available to all the partners over the Internet. Several CRM providers have incorporated PRM features in their software applications in the shape of web-enabled spreadsheets shared over extranet.

Salesforce.com’s comprehensive on-demand PRM:

As one of the leading companies offering on-demand CRM application, Salesforce.com provides capable solutions for managing your indirect sales channels. The PRM system, integrated with Sales Force Automation, helps to deliver unmatched visibility to your company’s sales pipeline for direct and indirect channels.

Sales Force PRM makes it easy for partners to access leads, collaborate on deals and locate all the lucrative information. Through a set of easy-to-use services, Sales Force PRM offers: –

1.Higher level of Partner Adoption.

2.Complete Channel Visibility via real-time access to channel sales.

3.Leading Partner Lifecycle Management, including recruitment, marketing, selling and measurement.

4.Integrated SFA application for planning and forecasting.

5.100% on-demand partner solutions resulting in fast deployment and customized partner experience.

Where else will you find such a powerful combination under one-roof? If you need more reasons to get Sales Force PRM solution, download Sales Force PRM Datasheet – Free. Contact Salesforce.com Today!

Author Information:

For more information contact us at: Sales Force


Pharmaceutical Conference on Sales Force Effectiveness in the Middle East

Pharmaceutical Conference on Sales Force Effectiveness in the Middle East

A two Day Conference 2008 for the Pharmaceutical Sector

– November 11-12, 2008 – JW Marriott, Dubai –

The strategic sales forum held in the Middle East will give an answer to the most captious topics of today. Making the pharma strategic sales forum, the most important Pharmaceutical Conference held in the Middle East.

At the conference, only the best speakers, the utmost brilliant masterminds, surprisingly sharp strategies and much more will be brought to your attention at the Pharmaceutical Conference.

Sales & Marketing Excellence: Enlighten your mind with the most powerful methods to reach your customer through effective market alignment and targeting strategies;

Market Management: Learn how to create long-term successful management and sales training programs that will enable your sales teams to engage with your customers throughout the region;

Sales Force Development: Identify the gaps in the skills of your representatives, required to boost performance and get them more motivated and responsive to change within the market;

Data Management & Systems: Find the right technology for your company and learn best practices in managing your data to enhance your SFE strategies;

Customer Relationship Building: Develop a customer-focused strategy and deliver consistently increased sales across your territories.

Dear Colleague,

This is your invitation to join the Pharmaceutical Conference in Dubai on the 11th & 12th of November 2008.

The Sales Force Effectiveness Middle East Conference 2008 will show you how to choose, implement and deliver the most effective sales platform for your business. It will show you how to optimise your sales teams, maximise the customer impact and increase revenues.

Through months of in-depth research the Pharmaceutical Conference has got a very innovative and information rich programme based on what the industry wants. It will help you take the right steps to exploit and develop a whole range of marketing opportunities offered to you by today’s sales strategies and capabilities suited to the Middle East.

This is your only chance of the year to be enlightened by some of the most distinguished international and regional speakers and thought leaders in SFE. All of whom are eager to share with you a wealth of knowledge and expertise through exclusive case studies, cutting edge research findings and market intelligence in order to communicate more effectively with the increasingly demanding customer-base.

The unmatchable track record is built on our proven ability to help you make better strategic decisions to drive your business forward and stay ahead of the curve. All this culminates in an outstanding event which will be sold out within no time. Make sure your competitor does not get your seat! -Book your place today!

1. The Speakers

The Pharmaceutical Conference brings together world leading pharmaceutical experts in SFE and thought leaders from outside of the pharmaceutical world to give advice on how to advance your SFE strategies.

2. No Sales Pitches

The SFE Conference is an independent event. Every single presentation will go through a rigorous review process in advance to ensure consistent high quality presentations that provide you with relevant information that you can implement into your strategies.

3. Relevant, Focussed Sessions

Through months of research the 2008 event will deliver a exquisite, leading event which will answer your sales challenges including specialised sessions on Sales & Marketing Integration, Data Management, SFE Training & Development, Physician Relationships and many more.

4. Unrivalled Networking

No other event in the Middle East can provide you with 2 days of business focussed networking with some of the most influential pharmaceutical sales people.

5. Exclusive Real-World Case Studies

Learn through a proven formulary of SFE examples which will take you on a tour of the best practice techniques that no other event can deliver with such knowledgeable insights and answers to key sales challenges you can come face to face with.

SFE Middle East at a glance…

Take a look at our fresh innovative new format designed to maximize your learning and networking time at the conference.

Monday November 10

-Pre-Conference Data Management Workshop;

-An afternoon session is dedicated to learn the most effective ways of handling and managing your data and the best practice for successfully implementing it.

DAY 1 – November 11th

The brand new SFE Middle East 2008 Conference will focus on the most effective ways to develop and build a quality focussed sales force within a rapidly changing regional and industry environment.

The event is for sales executives, product managers, emerging markets specialists, business intelligence, business strategy, marketing, marketing research, training and learning, pricing and re-imbursement professionals.


Where does SFE fit into the sales & marketing model of the Middle East?

Learn how to successfully implement more quality focused sales force to deliver a more customer-centric approach;

Understand how to effectively target and segment your market by aligning your marketing and sales strategies by region;

Gain effective results by integrating sales and marketing through your portfolio to stand out from international and generic competition.

Tahir Hussein Global Group Brand Manager, Spimaco Pharmaceuticals

Understand the impact of media on sales force and why your company needs sales force in DTC projects;

Discover how leading companies are managing PR and media in the region and using this to their advantage to increase awareness and branding of their products;

Understand what your customer wants to hear and develop an effective process to communicate this message to your representatives.

Wael El Zanaty, Director of Communications, sanofi-aventis


How to make effective sales decisions with limited data and information throughout the region?

Examine the opportunities and best investment options for sales and marketing operations in the Middle East;

Strategies for coping with a lack of market research data – including commissioning internal research, use of better customer insight with your sales teams, developing your internal structure for better capture of information – and when to use gut instinct!

Make your money work for you – recognize the limited scope of possible investment and get the best returns for your spend;

How to make quick decisions across the region – focussing on the similarities rather than the differences between countries.

Amr Fahmy, Director of Marketing, AstraZeneca Saudi Arabia

Standardized solutions vs. tailor-made models – how to reach out to your customers in a fragmented region?

– How you can lengthen product lifecycles through more effective management & sales training that can increase the quality and performance of your sales teams;

– Understand the latest global trends and learn how you can effectively tailor these messages to communicate with your target market;

– Learn how you can better integrate and co-ordinate communication between the regions and HQ through a structured management system to deliver an effective and transparent operation;

– Discover what works best between stand-alone solutions or tailored solutions to ensure your KPI’s are achievable.

Marta Wieldonek, Global Brand Director, Novartis

Market driven management: A new way of thinking about your sales strategies

> An in-depth look at how Sanofi-Aventis are developing their sales plan based on research and mapping of the Middle East Market and what benchmarks they use for effective implementation of the plan;

> Learn the different types of business orientation within the region and learn which is the right approach to take for your products in the region.

Ahmed Omar, Product Manager, Sanofi-Aventis

Territory alignment and sales force sizing: Discover the best tactics for the most effective use of your sales teams throughout the region

> Discover how your territories operate and what level of investment is needed to maximize your organisations return there;

> Learn how it is quality and not quantity of your sales teams which will make effective ROI in your territories.

Phil Rush, Country Head, Novartis Saudi Arabia

DAY 2 – November 12th


Develop and implement an effective CRM Strategy for the Middle East and Africa Region

An overview of a proven regional CRM approach from a leading pharmaceutical company

The importance of high quality data in successful CRM deployment

Anissa Boghdady, Regional Manager Middle East, Cegedim Dendrite Senior-level speaker from a Top 10 Pharmaceutical Company

Identify the best data systems for your organization to produce and manage a reliable data source

Discover when and where should you get your market and sales data from;

Learn how to analyze your market needs and evaluate what parameters you need to successfully implement the best independent data providers;

Learn best practice in data management to ensure your database is updated and clean to save your representatives time out in the field;

Understand how an effective database is critical in expanding your organisations reach.

Mahmoud Hany Rizk, Governmental Affairs & Commercial Director, Merck Serono Middle East

SFE and technology – Discover how to improve your sales force through adopting the latest software and programs

Discover what technology can be applied to your business needs and how your organisation needs to change in order to implement new technology which can drive your SFE strategies;

Learn how to train your Sales Force up to deliver better results and faster communication with these tools;

Identify the areas for growth in technology such as CRM and how your organisation can develop these areas ahead of the competition;

Understand how these new tools can be a faster and more effective way to measure the market and your performance.

Ayman Mokhtar, Director of Marketing, sanofi-aventis


Proven strategies to accelerate the effectiveness of first line managers

> Examine effective coaching and development strategies that will provide training up to management level, to encourage self-improvement and motivation throughout

How to successfully develop your reps by using incentivising tactics and allowing 2-way communication to be fed through the organization;

How the managerial roles should evolve for a new flexible approach to new pharma territories and how your company should prepare.

Masood Jaffrey, Associate VP, GSK

Sales force development – Strategies to make sure your representatives work consistently and effectively

> Understand the skill gaps in your sales force and learn how to build a program around it. Develope those skills to ensure continuity of skilled representatives in your organization;

> Learn how to develop a culture of continuous learning by giving representatives more responsibility and empowerment;

> Establish best practice for effective sales calls and meetings which will enable better reviews of performance for your representatives.

Waleed Sabet, Front Line Sales Manager, UAE, Novartis


A general manager’s overview – Solvay’s sales approach to the Gulf Region

> Gain an insight into the Macro-Economics of the region and what it means for Pharmaceutical companies;

> Examine an external SWOT analysis of the region and how you can develop these areas;

> Learn the structure of the Healthcare system in the Gulf and what the best way is to identify your customers;

> Learn how Solvay have developed their sales strategies in response to this region.

Ahmed Khalaf, General Manager, Solvay

Performance management: How to find the right KPI’s for a customer focused sales force

> Understand what the critical challenges are facing the sales environment and learn what the right KPI’s are to put in place to build an effective sales model for the future;

> Discuss how to overcome the internal barriers to implementing new selling models and what you have to do to overcome them.

Jamil Akhter, General Manager, Global Pharma

A customer’s point of view – What you need to know about your company’s interactions

> Hear a customer explain the new approaches pharmaceuticals are taking in Western Europe to delivering added value to its customers and what take-home solutions you can learn from them;

> Understand the similarities between the UK and the Middle East Market and learn what your customers are thinking and how you can be the first to meet their demands now and in the future.

Omar Ali, Formulary Developer & Pharmacist, NHS

Fee per Delegate:

Platinum Pass

– Two Day Conference

– Full event recording

– Access to conference workshops $ 2100.00

– Pharma Middle East Report

– Access to special IMS Data Management Workshop

Gold Pass

– Two Day Conference

– Full event recording $ 1600

– Access to conference workshops

Silver Pass

– Two Day Conference

– Access to conference workshops$1400

Or contact us at:

Bharat Book Bureau

207, Hermes Atrium, Sector 11, PO Box.54,

CBD Belapur, Navi Mumbai – 400 614, India.

Phone : +91 22 2757 8668 / 2757 9438

Fax : +91 22 2757 9131

E-mail : info@bharatbook.com

Website : www.bharatbook.com


How to Choose a

How to Choose a Top CRM Software for Small And Medium Business

Choosing a top CRM software for small and medium business is a tricky choice. By default, small and medium business is one that is constrained by its own resources, or rather, the lack of them. However, business needs remain the same, irrespective of whether the company is small, medium, or a large enterprise. Hence, it would help indeed for organisations to know what to look for in CRM software, which would enable them to choose a top CRM software for small and medium businesses.

There are some considerations that need to be kept in mind when looking out for, and making a decision to choose a top CRM software for small and medium business. For instance, the attributes of being simple and accessible are essential aspects in CRM software. Small and medium businesses have their unique sets of needs, and it may not help much to have software that is elaborate, complex, and filled with intriguing features that the business may never have to access at all, On the other hand, there is an undeniable need to centralise information across the various departments in the organisation. The idea behind choosing a top CRM software for small and medium business has to be one of the ability to centralise information about customers in such a way that they get accessed and updated by the different departments and personnel who are authorised to work on the key information. Centralisation should result in one crucial benefit for the management – to release the time and resources for the top management to focus on where it matters – the customers and their needs.

There are other considerations as well, which would tell the management how to choose a top CRM software for small and medium business. As mentioned, the software needs to be simple, as simplicity makes it easy to be deployed, easing out the training process and helping in the maintenance of software by administrators. Further, the licencing has to provide all access options in one go, considering the way businesses operate these days, in a time of high speed connectivity and remote access needs. Apart from centralisation of customer information, a top CRM software would provide value for investment by providing for complete sales force automation and marketing automation, along with built-in e-mail campaign engines that would get the sales force up to speed with targeted leads, while collaboration helps towards improving business productivity.


How to Force Uninstall Office Sharepoint Server 200

How to Force Uninstall Office Sharepoint Server 200

If you are in a need to uninstall and remove Office Sharepoint Server 200, you have come to the right place, here I will list all the ways available: normal uninstall or force uninstall Office Sharepoint Server 200, and you can choose the way you like.

Remove Office Sharepoint Server 200 in a normal way:

Step 1 Click Start – Control Panel – Add/ Remove Programs

Step 2 Locate and choose this program and click “Uninstall”.

Step 3 Click Remove to confirm this removal.

It is very easy to operate, and many programs can be removed by this way, but it does not always work, especially when removing some powerful antivirus programs like Office Sharepoint Server 200, because usually you are unable to completely shut down these programs, and many traces still left in your computer. Don’t worry, I will also introduce another way to force uninstall Office Sharepoint Server 200.

Force uninstall Office Sharepoint Server 200 with Perfect Uninstaller

Perfect Uninstaller will help you to force uninstall and remove Office Sharepoint Server 200 Highlights by doing 3 things. Firstly, the uninstaller uninstalls the program. Once been finished it will fully scan your registry and your hard-drive to find any files that are related to the program.

Free download Perfect Uninstaller – the Perfect Uninstaller to help you force uninstall Office Sharepoint Server 200 with great success and make sure all the now-defunct Registry entries and related files are eliminated automatically with a few clicks. Aside from this software, it can also completely remove other programs like Authentium, Norton, Norton antivirus, Internet Explorer, or Microsoft Office, and similar programs.

Why is it best to consider using Perfect Uninstaller?

l  Many programs, when installed, may change your system in some fashion or the other to improve that particular program’s performance while not caring about your overall computer performance.

l  Sometimes these programs have updates, but they update the main components without consideration of being able to uninstall the whole program. Which means that when an uninstall is done, these additional pieces may still be left ‘hanging’.

l  Some uninstallers without some sort of ‘logging’ module are not able to completely uninstall programs. Furthermore, it can cause risks to your PC.

l  Add-ons, Spyware or more that are intentionally installed into your computer by bundling itself to a normal program without the related uninstall files.