Partner Relationship Management Architecture Design For SME During Pandemic Era

  • Daniel Soesanto Informatics Engineering, Faculty of Engineering, University of Surabaya, Surabaya-Indonesia
  • Dhiani Tresna Absari Informatics Engineering, Faculty of Engineering, University of Surabaya, Surabaya-Indonesia
Abstract Views: 142 PDF Downloads: 69
Keywords: SMEs, PRM, Channel Management, Recommendation System, Pandemic


Abstract—The pandemic situation encourages every business, including small and medium scale, to transform towards an online business. This is done to be able to continue to reach customers and carry out existing business processes well. However, with the reduction or disappearance of face-to-face meetings, the quality of the relationship decreases both on the customer and business partner side. This research focuses on the relationship with business partners, where the exchange of information and data is not optimal in this section, and even errors can occur. Many studies have tried to optimize relationship management with business partners, but none have focused on small and medium-sized businesses during this pandemic. SME's need to manage their business relationships. However, according to research that has been done, many of these business models do not realize the importance of this, and only focus on selling.. This research aims to design PRM architecture designs for small and medium-scale enterprises in this pandemic era. This research resulted in an e-marketplace design that implements PRM for SMEs by applying a recommendation system for distributors to provide the right product to each reseller. Through the results of initial trials conducted by users, both from distributors and resellers, it is easier to understand each other's needs with this e-marketplace.

Keywords: SMEs, PRM, channel management, recommendation system, pandemic


Abstrak—Situasi pandemi mendorong setiap bisnis, termasuk skala kecil dan menengah, untuk bertransformasi menuju bisnis online. Hal ini dilakukan untuk dapat terus menjangkau pelanggan dan menjalankan proses bisnis yang ada dengan baik. Namun, dengan berkurangnya atau hilangnya pertemuan tatap muka, kualitas hubungan menurun baik di sisi pelanggan maupun mitra bisnis. Penelitian ini berfokus pada hubungan dengan mitra bisnis, dimana pertukaran informasi dan data tidak optimal pada bagian ini, bahkan kesalahan dapat terjadi. Banyak penelitian telah mencoba mengoptimalkan manajemen hubungan dengan mitra bisnis, tetapi tidak ada yang fokus pada usaha kecil dan menengah selama pandemi ini. Padahal sebenarnya SME pun sangat perlu mengelola relasi bisnisnya. Namun menurut riset yang pernah dilakukan, bisnis model ini banyak yang belum menyadari pentingnya hal tersebut, dan hanya fokus pada menjual. Penelitian ini bertujuan untuk merancang desain arsitektur PRM untuk usaha kecil dan menengah di era pandemi ini. Penelitian ini menghasilkan desain e-marketplace yang mengimplementasikan PRM untuk UKM dengan menerapkan sistem rekomendasi bagi distributor untuk menyediakan produk yang tepat untuk setiap reseller. Melalui hasil uji coba awal yang dilakukan oleh pengguna, baik dari pihak distributor maupun reseller menjadi dimudahkan untuk lebih saling memahami kebutuhan masing-masing dengan adanya e-marketplace ini.

Kata kunci: SMEs, PRM, channel management, sistem rekomendasi, pandemi



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How to Cite
Soesanto, D., & Tresna Absari, D. (2021). Partner Relationship Management Architecture Design For SME During Pandemic Era. KELUWIH: Jurnal Sains Dan Teknologi, 2(2), 96-102.