Overview
One of the most valuable, tangible benefits you can provide to partners is directing Leads their way. Zift PRM supports this by allowing website visitors to enter search criteria to find the best-fit vendor for their needs.
The Zift PRM Locator lets you funnel Leads to your partners by guiding visitors from your website to the best-fit partner.
This article provides an overview of the Locator and how it supports your Channel program by providing real value to your partners and customers.
Before You Begin
The configuration options for the Locator are only available to users with elementTask Level 2 and locatorTask Level 1 rights or greater.
Contents
The following concepts are explained in this article:
- How Zift PRM Locator Determines Best Fit
- Using Zift PRM Locator to Incentivize Partner Engagement
- Delivering Value to Your Partners with Zift PRM Locator
- Delivering Value to Your Customers with Zift PRM Locator
How Zift PRM Locator Determines Best Fit
When you create a Locator Definition, you specify which search fields the user will be allowed to query. By default, the page will show only the fields required for a proximity search. However, Zift PRM allows you to include almost any profile as an advanced filter.
You should carefully consider which search options you provide. Some profiles may contain sensitive information about your partners or your program. Filters provide a way for competitors to query your database (although relatively inefficiently). The better strategy is to provide filters only on information customers will find useful and to use the Order Results field to rank the results according to the importance of the criteria to you or your partners.
Finally, you can restrict the displayed results to only those partners with a specific profile setting. This allows you to control which partners will be included in any searches.
Using Zift PRM Locator to Incentivize Partner Engagement
The Locator allows you to transparently influence how many Leads a partner receives from Portal visitors. By using the ordering and required profile settings in the Locator definition, you can drive potential customers preferentially to partners that demonstrate a higher level of engagement with your partner program. Usually, this is achieved by taking Activity Scoring scheme results into account.
In order for partners to adjust their behaviors, you must communicate the impact that their engagement will have on Locator search results. This can be done by including a page in the Logged In home folder where you provide information about Locator ranking and advice about improving their ranking.
Delivering Value to Your Partners with Zift PRM Locator
As noted above, the Locator is one of the main mechanisms by which your partners can derive tangible benefits from your channel program. First, the appearance of the partner in a potential customer's search confers legitimacy. Secondly, the Locator can automatically funnel new contacts to a partner, which can lead to Opportunities and increased revenue.
In effect, the Locator is to incoming marketing what co-branding is to outgoing marketing. With the Locator, new contact details are collected and Partners can expand their customer base.
Delivering Value to Your Customers with Zift PRM Locator
Zift PRM Locator delivers value to your customers by helping them find the right partner to deliver what they are seeking. By searching through the Locator, customers can quickly identify which of your partners can provide what they need. They also have the confidence that comes from dealing with approved partners.
For potential customers to identify the best partner for their needs, you should ensure that the Locator Relaytags are located on portal pages that are in the Logged Out Home folder. This ensures that even first time visitors will be able to find the right partner.
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