How Infor Uses MRP Prelytix to Drive Channel Success
Breaking with Tradition
Infor’s go-to-market strategy focuses on specific industries, providing vertical functionality without costly, time-consuming customization. Harry Miller, VP of Infor Channels, is responsible for building the infrastructure and tools that help Infor channel partners sell into these vertical markets.
But for Harry, traditional marketing tools weren’t working. “The buyer is more sophisticated now,” said Harry. “You need to know what prospects are interested in, where they are in the buyer journey, and then craft your message accordingly. Today’s market requires us to be more deliberate about how we drive customer acquisition.”
Driving More Intelligent Sales
When Harry saw what MRP Prelytix could do, he knew instantly this was the right solution for his channel partners. MRP Prelytix monitors customer buying intent in real time, analyzes the data, and prioritizes accounts with the highest propensity to buy. Armed with information from the MRP Prelytix platform, Harry is able to provide his channel partners with what they need to penetrate key verticals, have meaningful exchanges, and ultimately sell more product.
According to Harry, “When I saw what MRP’s Predictive Analytics platform could do, it just made good, natural sense. We needed a platform that would allow us to deliver real value to our partners. While Infor has its own agenda in terms of driving revenue, the other critical measure of our success is how we deliver competitive advantage to our partners. MRP Prelytix plays a key role in that.”