TruSummit Solutions Delivers a Tailored Partner Relationship Management System for Eaton Corporation

Eaton is a global power management company doing business in more than 175 countries. Its energy-efficient products and services help our customers effectively manage electrical, hydraulic and mechanical power more reliably, efficiently, safely and sustainably. In 2023, Eaton reported sales in excess of $23 billion USD and employed more than 92,000 around the world. 

In early 2023, Eaton sought a comprehensive Partner Relationship Management (PRM) solution that could integrate seamlessly with their existing Salesforce instance. They needed an intuitive partner relationship portal with visibility into orders and pipelines, deal registration, and Market Development Funds (MDF) management, all adaptable to regional requirements across EMEA, APAC, and the Americas.

TruSummit Solutions stepped in to design and build a highly customized PRM system. The engagement began with an in-depth discovery, strategy, and design phase involving 50+ stakeholders across each global region. This early-phase collaboration ensured the PRM solution could accommodate specific regional needs while remaining unified within a global framework. 

Entering the Build Phase, the TruSummit team developed an actionable storyboard of requirements centered around two key themes as core components:  

Channel Sales: For efficient partner lead management, deal registration, opportunity management order tracking, and MDF distribution. 

Field Service: A dedicated section for managing field service needs and work order resolution within the PRM 

To achieve this goal, a robust connected data strategy was essential. This approach involved seamless integration with Eaton’s ERP, order management, and quoting systems, creating a cohesive ecosystem where all key data sources could communicate efficiently. By uniting these systems, Eaton was able to provide its global partners with a streamlined, consistent, and user-friendly experience. This enhanced partner interface served as a single, unified portal for all partner engagement, empowering partners to access critical information, manage orders, and handle quoting processes with ease and confidence. Ultimately, this integrated solution not only simplified interactions but also strengthened the relationship between Eaton and its partners on a global scale. 

Implementation Timeline: 

• June 2023: TruSummit began development on the PRM system. 

• September 2023: The Field Service component went live, allowing partners to manage field operations effectively within the PRM. 

• January 2024: The full PRM system, integrating both Channel Sales and Field Service, was launched globally. 

The PRM has enabled the client to streamline and enhance partner relationships across multiple regions, providing real-time order visibility, structured deal registration, and strategic MDF allocation. Partners now have a user-friendly, centralized platform that aligns with the company’s sales and field service workflows, making it easier to support their customers globally, and provide Eaton with improved visibility into Partner deals and ongoing customer activities.  

With TruSummit Solutions’ guidance, the client has built a foundation for sustainable growth in the global marketplace, ensuring that regional teams and their partners have the tools needed to drive sales and deliver exceptional service.