Date post: | 22-Apr-2015 |
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Education |
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Part 1 of a 2-Part Series
for Channel Success
Key Partner Scorecarding Practices
Tuesday,
October 29, 2013
10am PT / 1pm ET
7250 Redwood Blvd. Suite 214 Novato, CA 94945
415.472.5100 www.channelmanagement.com [email protected]
Presenters
Peter Hornberger CCI
Diane Krakora PartnerPath
Steven Kellam CCI
415.472.5100 www.channelmanagement.com [email protected]
Agenda
Intro: Scorecarding vs. Business Planning
Part 1: How to Get the Biggest Bang for Your Buck
Part 2: Customizing the Scorecard for Your Business
Part 3: Top 10 Scorecarding Metrics
Part 4: Recap & Summary
Peter Hornberger
Introduction: Scorecarding vs. Business Planning
415.472.5100 www.channelmanagement.com [email protected]
Two-Part Webinar Series
Scorecarding October 29, 2013
Business Planning December 11, 2013
415.472.5100 www.channelmanagement.com [email protected]
Expert Guidance At Every Step
• Program Design • Program Development • Program Evolution • Thought Leadership • Professional Services
CCI | Global Channel Management
Highly Configurable SaaS Application
• MDF/Co-op • Marketing Planner • SPIF and Rebates • Trade-In Rewards • Opportunity Management
Global Administrative Services
• Follow-the-sun support • Claim administration • Payments • Program administration
415.472.5100 www.channelmanagement.com [email protected]
Novice
Tolerant
Reliant
Accomplished Centric
We Elevate the Impact of Your Partnering
PartnerPath has a holistic approach to designing, implementing and automating go-to-market models to
increase impact and awareness
How to Get the Biggest Bang for Your Buck
Steven Kellam
415.472.5100 www.channelmanagement.com [email protected]
Using Funds Wisely
1. Every dollar counts – where is the lift? • Today no room for error, ROI on everyone’s back
2. The right partners matter – more complexity • New product
• New programs
• New partnerships/frienemies
3. Transitioning programs – reward for growth • Co-op to MDF/BDF
Diane Krakora
Customizing the Scorecard for Your Business
415.472.5100 www.channelmanagement.com [email protected]
Make a Plan
How How Often
Why
When
Who
What
415.472.5100 www.channelmanagement.com [email protected]
Considerations
Goals
Partnering Model
Maturity
Customer Segment
Cloud Adoption
Types of Partners
Top 10 Scorecarding Metrics
Roundtable Discussion
415.472.5100 www.channelmanagement.com [email protected]
Har
d to
Get
Ea
sy to
Get
Less Powerful More Powerful
Total Sales Revenue
Technology Expertise
Operational Efficiencies
Vertical Expertise
Company Health
Business Plan
End User Satisfaction
Mindshare Business Model
Sales Metrics Beyond Revenue
Scorecarding Matrix
415.472.5100 www.channelmanagement.com [email protected]
Easy to Get – Less Powerful
Total Sales Revenue • Per month, quarter, or year • How it’s trending
Technology Expertise • Vendor-centric certifications • General technology certifications and expertise • Sales by product
Operational Efficiencies of the Partner • Sales velocity (# deals per month) • Average pipeline duration from lead shared to closure • Average response time by customer support
Easy
to G
et
Less Powerful
Total Sales Revenue
Technology Expertise
Operational Efficiencies
415.472.5100 www.channelmanagement.com [email protected]
Easy to Get – More Powerful
Mindshare / Engagement • Log-ins to partner portal • Number of competing vendor allegiances
Sales Metrics Beyond Total Revenue • Transactional vs. recurring • Average deal price • Deal frequency
Current Business Model • Sales/service mix • Marketing prowess (capacity and expertise) • Sales capacity (room to scale?) • Service capabilities
Easy
to G
et
More Powerful
Mindshare Business Model
Sales Metrics Beyond
Revenue
415.472.5100 www.channelmanagement.com [email protected]
Hard to Get - Less Powerful
Vertical Expertise
• Horizontal generalist or industry vertical specialist?
• Alignment with my key verticals
Company Health
• Credit rating
• Legal standing
• Time in business Ha
rd to
Get
Less Powerful
Vertical Expertise
Company Health
415.472.5100 www.channelmanagement.com [email protected]
Hard to Get - More Powerful
Future Business Plan/Strategy • Do they have a plan for growth? • Is that plan feasible? • Is that plan aligned with
your goals?
End-User Satisfaction • Response time • Project Management • Onboarding Experience • Net promoter score
Har
d to
Get
More Powerful
Business Plan
End-User Satisfaction
Recap and Summary
Peter Hornberger
415.472.5100 www.channelmanagement.com [email protected]
Channel Worlds Are Converging
Software – Fundamental shift to cloud and subscription models. Going mobile.
Telecoms and Cable Companies – Expansion of offerings to software, M2M, and virtualization
Hardware – Expansion to bundled service and software packages
415.472.5100 www.channelmanagement.com [email protected]
Recap and Summary
Har
d to
Get
Ea
sy to
Get
Less Powerful More Powerful
Sales Revenue -
Totals
Technology Expertise
Operational Efficiencies
Vertical Expertise
Company Health
Business Plan
End User Satisfaction
Mindshare Business Model
Sales Metrics Beyond Revenue
415.472.5100 www.channelmanagement.com [email protected]
Top 10 Partner Scorecarding Metrics 1. Total Sales Revenue
• Per month, quarter, or year • How it’s trending
2. Technology Expertise • Vendor-centric certifications • General technology certifications and
expertise • Sales by product
3. Operational Efficiencies of the Partner • Sales velocity (# deals per month) • Average pipeline duration from lead shared
to closure • Average response time by customer support
4. Mindshare / Engagement • Log-ins to partner portal • Number of competing vendor allegiances
5. Sales Metrics Beyond Revenue • Transactional vs. recurring • Average deal price • Deal frequency
6. Current Business Model • Sales/service mix • Marketing prowess (capacity and expertise) • Sales capacity (room to scale?) • Service capabilities
7. Vertical Expertise • Horizontal generalist or industry vertical
specialist? • Alignment with my key verticals
8. Company Health • Credit rating • Legal standing • Time in business
9. Future Business Plan/Strategy • Do they have a plan for growth? • Is that plan feasible? • Is that plan aligned with
your goals?
10. End-user satisfaction • Response time • Net promoter score
7250 Redwood Blvd. Suite 214 Novato, CA 94945
415.472.5100 www.channelmanagement.com [email protected]
Thank You!
Steven Kellam [email protected] Diane Krakora [email protected] Peter Hornberger [email protected]