Part 1 of a 2-Part Series

Key Partner Scorecarding Practices
for Channel Success

Tuesday,
October 29, 2013
10am PT / 1pm...
Presenters

Steven Kellam
CCI

Peter Hornberger
CCI

Diane Krakora
PartnerPath

7250 Redwood Blvd. Suite 214
Novato, CA 94...
Agenda
Intro:

Scorecarding vs. Business Planning

Part 1:

How to Get the Biggest Bang for Your Buck

Part 2:

Customizin...
Introduction:
Scorecarding vs. Business Planning

Peter Hornberger
Two-Part Webinar Series
Scorecarding
October 29, 2013

Business Planning
December 11, 2013

415.472.5100
www.channelmanage...
CCI | Global Channel Management

•
•
•
•
•

Expert Guidance
At Every Step
Program Design
Program Development
Program Evolu...
We Elevate the Impact of Your Partnering
PartnerPath has a holistic approach to designing,
implementing and automating go-...
How to Get the Biggest Bang
for Your Buck

Steven Kellam
Using Funds Wisely
1. Every dollar counts – where is the lift?
•

Today no room for error, ROI on everyone’s back

2. The ...
Customizing the Scorecard
for Your Business

Diane Krakora
Make a Plan

Why
When
Who

How

How
Often

What

415.472.5100
www.channelmanagement.com
info@channelmanagement.com
Considerations

Customer
Segment
Partnering
Model
Maturity

Cloud
Adoption
Types of
Partners
Goals

415.472.5100
www.chann...
Top 10 Scorecarding Metrics

Roundtable Discussion
Scorecarding Matrix

Easy to Get

Hard to Get

Company
Health

Business
Plan

End User
Satisfaction

Vertical
Expertise

O...
Total Sales Revenue
• Per month, quarter, or year
• How it’s trending

Easy to Get

Easy to Get – Less Powerful
Operationa...
Easy to Get – More Powerful
Mindshare / Engagement
• Log-ins to partner portal
• Number of competing vendor allegiances
Bu...
Hard to Get - Less Powerful
Vertical Expertise
• Horizontal generalist or industry vertical specialist?
• Alignment with m...
Future Business Plan/Strategy
• Do they have a plan for growth?
• Is that plan feasible?
• Is that plan aligned with
your ...
Recap and Summary

Peter Hornberger
Channel Worlds Are Converging
Software – Fundamental shift to cloud and
subscription models. Going mobile.
Telecoms and Ca...
Recap and Summary

Easy to Get

Hard to Get

Company
Health

Business
Plan

End User
Satisfaction

Vertical
Expertise

Ope...
Top 10 Partner Scorecarding Metrics
1.
2.

3.

Total Sales Revenue

• Per month, quarter, or year
• How it’s trending
• Ve...
Thank You!
Steven Kellam
steven.kellam@channelmanagement.com
Diane Krakora
DKrakora@partner-path.com
Peter Hornberger
pete...
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Key Partner Scorecarding Practices for Channel Success

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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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Key Partner Scorecarding Practices for Channel Success

  1. 1. Part 1 of a 2-Part Series Key Partner Scorecarding Practices for Channel Success Tuesday, October 29, 2013 10am PT / 1pm ET
  2. 2. Presenters Steven Kellam CCI Peter Hornberger CCI Diane Krakora PartnerPath 7250 Redwood Blvd. Suite 214 Novato, CA 94945 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  3. 3. 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 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  4. 4. Introduction: Scorecarding vs. Business Planning Peter Hornberger
  5. 5. Two-Part Webinar Series Scorecarding October 29, 2013 Business Planning December 11, 2013 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  6. 6. CCI | Global Channel Management • • • • • Expert Guidance At Every Step Program Design Program Development Program Evolution Thought Leadership Professional Services • • • • • 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 info@channelmanagement.com
  7. 7. 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 Centric Accomplished Reliant Tolerant Novice 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  8. 8. How to Get the Biggest Bang for Your Buck Steven Kellam
  9. 9. 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 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  10. 10. Customizing the Scorecard for Your Business Diane Krakora
  11. 11. Make a Plan Why When Who How How Often What 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  12. 12. Considerations Customer Segment Partnering Model Maturity Cloud Adoption Types of Partners Goals 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  13. 13. Top 10 Scorecarding Metrics Roundtable Discussion
  14. 14. Scorecarding Matrix Easy to Get Hard to Get Company Health Business Plan End User Satisfaction Vertical Expertise Operational Efficiencies Total Sales Revenue Technology Expertise Less Powerful Business Model Mindshare Sales Metrics Beyond Revenue More Powerful 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  15. 15. Total Sales Revenue • Per month, quarter, or year • How it’s trending Easy to Get Easy to Get – Less Powerful Operational Efficiencies Technology Expertise Total Sales Revenue Technology Expertise Less Powerful • 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 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  16. 16. Easy to Get – More Powerful Mindshare / Engagement • Log-ins to partner portal • Number of competing vendor allegiances Business Model Mindshare Easy to Get 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 Sales Metrics Beyond Revenue More Powerful 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  17. 17. Hard to Get - Less Powerful Vertical Expertise • Horizontal generalist or industry vertical specialist? • Alignment with my key verticals • Credit rating • Legal standing • Time in business Hard to Get Company Health Company Health Vertical Expertise Less Powerful 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  18. 18. 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 Hard to Get Hard to Get - More Powerful End-User Satisfaction Business Plan More Powerful 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  19. 19. Recap and Summary Peter Hornberger
  20. 20. 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 info@channelmanagement.com
  21. 21. Recap and Summary Easy to Get Hard to Get Company Health Business Plan End User Satisfaction Vertical Expertise Operational Efficiencies Sales Revenue Totals Technology Expertise Less Powerful Business Model Mindshare Sales Metrics Beyond Revenue More Powerful 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  22. 22. Top 10 Partner Scorecarding Metrics 1. 2. 3. Total Sales Revenue • Per month, quarter, or year • How it’s trending • Vendor-centric certifications • General technology certifications and expertise • Sales by product Operational Efficiencies of the Partner 5. Mindshare / Engagement • Log-ins to partner portal • Number of competing vendor allegiances Sales Metrics Beyond Revenue • Transactional vs. recurring • Average deal price • Deal frequency Current Business Model • • • • Technology Expertise • Sales velocity (# deals per month) • Average pipeline duration from lead shared to closure • Average response time by customer support 4. 6. Sales/service mix Marketing prowess (capacity and expertise) Sales capacity (room to scale?) Service capabilities 7. Vertical Expertise 8. Company Health 9. Future Business Plan/Strategy • Horizontal generalist or industry vertical specialist? • Alignment with my key verticals • Credit rating • Legal standing • Time in business • 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 415.472.5100 www.channelmanagement.com info@channelmanagement.com
  23. 23. Thank You! Steven Kellam steven.kellam@channelmanagement.com Diane Krakora DKrakora@partner-path.com Peter Hornberger peter.hornberger@channelmanagement.com 7250 Redwood Blvd. Suite 214 Novato, CA 94945 415.472.5100 www.channelmanagement.com info@channelmanagement.com

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