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Key Partner Scorecarding Practices for Channel Success

Date post: 22-Apr-2015
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CCI’s Steven Kellam and PartnerPath's Diane Krakora explore the evolving science of partner scorecarding. In this webinar, you will: • Learn the scorecarding process that represent your company’s unique aspects • Discover what the smartest channel players are doing to stay ahead of the competition • See how the revolutions in cloud, bundled services, and virtualization are shaping partner evaluations • Gain techniques to reveal who is actively invested in your business, positioning you for success
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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
Transcript
Page 1: Key Partner Scorecarding Practices for Channel Success

Part 1 of a 2-Part Series

for Channel Success

Key Partner Scorecarding Practices

Tuesday,

October 29, 2013

10am PT / 1pm ET

Page 2: Key Partner Scorecarding Practices for Channel Success

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

Page 3: Key Partner Scorecarding Practices for Channel Success

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

Page 4: Key Partner Scorecarding Practices for Channel Success

Peter Hornberger

Introduction: Scorecarding vs. Business Planning

Page 5: Key Partner Scorecarding Practices for Channel Success

415.472.5100 www.channelmanagement.com [email protected]

Two-Part Webinar Series

Scorecarding October 29, 2013

Business Planning December 11, 2013

Page 6: Key Partner Scorecarding Practices for Channel Success

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

Page 7: Key Partner Scorecarding Practices for Channel Success

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

Page 8: Key Partner Scorecarding Practices for Channel Success

How to Get the Biggest Bang for Your Buck

Steven Kellam

Page 9: Key Partner Scorecarding Practices for Channel Success

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

Page 10: Key Partner Scorecarding Practices for Channel Success

Diane Krakora

Customizing the Scorecard for Your Business

Page 11: Key Partner Scorecarding Practices for Channel Success

415.472.5100 www.channelmanagement.com [email protected]

Make a Plan

How How Often

Why

When

Who

What

Page 12: Key Partner Scorecarding Practices for Channel Success

415.472.5100 www.channelmanagement.com [email protected]

Considerations

Goals

Partnering Model

Maturity

Customer Segment

Cloud Adoption

Types of Partners

Page 13: Key Partner Scorecarding Practices for Channel Success

Top 10 Scorecarding Metrics

Roundtable Discussion

Page 14: Key Partner Scorecarding Practices for Channel Success

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

Page 15: Key Partner Scorecarding Practices for Channel Success

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

Page 16: Key Partner Scorecarding Practices for Channel Success

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

Page 17: Key Partner Scorecarding Practices for Channel Success

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

Page 18: Key Partner Scorecarding Practices for Channel Success

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

Page 19: Key Partner Scorecarding Practices for Channel Success

Recap and Summary

Peter Hornberger

Page 20: Key Partner Scorecarding Practices for Channel Success

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

Page 21: Key Partner Scorecarding Practices for Channel Success

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

Page 22: Key Partner Scorecarding Practices for Channel Success

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

Page 23: Key Partner Scorecarding Practices for Channel Success

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]


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