Glossary

Partner Management

Partner management encompasses all of the technology tools and business processes that an organization needs to manage its indirect sales through third parties. It is synonymous with reseller management. These processes include reseller sales enablement—such as training on different solutions—software provisioning, billing, as well as ongoing license management, customer onboarding, and customer support.

According to the Cloud Technology Alliance, more than 70 percent of SaaS companies work with the channel, which makes partner management capabilities increasingly important.  

To recruit partners, companies often create programs that offer training materials, as well as different levels of certification.