Automation of B2B Sales of IT Company due to PRM System Integration

The automation of the processes related to distribution through partners is accomplished by the integration of a Partner Relation Management System (PRMS). Selection and integration of such systems is a complicated process; sales and marketing strategy should be developed first, then business processes are analyzed and precise requirements to the system are defined. The main goals of the study are to analyze sales business processes of a particular IT company, select a PRM solution and describe the process of its integration into the company, evaluate results which will have been accomplished. The study is divided into three parts which include theoretical basis of sales and distribution channels and PRM systems, analysis of the business model of the company and formalization of requirements to the system and, finally, selection of the system based on predefined criterias and description of its implementation into the company IT infrastructure. A various methods have been used in the study. EPC methodology was used to analyze and model business processes, formalization of business requirements - to determine the criterias for the comparison of the systems. Technical documentation of the chosen PRM system will support the process of the system configuration. The result of the study is a detailed description of the selection of a PRM system and its integration based on the example of a real IT company. The methods of comparison, selection and implementation of a commercial PRM system can be a useful guide for managers and IT specialists.