Use case from Global Software Vendor making different types of partner plans.

1. Use case:
IT Vendor using Activity Based
Partner Management.
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2. Situation
This global leading IT vendor collaborates with different types
of partners and resellers (distributors, VARs, System Integra-
tors,...)
The IT vendor believes in the importance of building strong
long-term business partnerships and realizing joint business
growth.
Every channel account manager is responsible for a selection
of managed partners.
Global Software Vendor making different types
of partner plans.

3. Challenge
The IT vendor faced some of the following challenges before using
Qollabi:
Partner Business Plans are made in documents
and static workflows.
Channel account managers struggle to find a balance between
being operationally available for their partners and working on
the partner plan.
For the most important partners, channel account managers
have quarterly business reviews. For other partners follow-up
is less regular.
Updating the partner plan takes a lot of time:
o Gathering CRM data/reports
o Updating the action plan (different mails, documents)
Channel account managers feel as if they lack
commitment from their partners because of irregular
follow-up and vague action plans.

4. Making the invisible visible
Making the invisible visible: plans were made on spreadsheets,
templates, email etc. ​
Although the IT vendor had already installed a clear vision on​
‘Activity Based Sales Management coaching’ and visual management,
the planning process with partners was still old fashioned.
They faced the following challenges:
Partner managers all have a different approach. We don’t know
which one is the best.
Partner plans at the beginning of the year are made in static spread-
sheets, templates, email etc. Plans are rarely followed up after.​
CRM data and spreadsheet are cumbersome and not actionable. ​
Channel leadership doesn’t know what’s happening when they’re
not meeting with their partners and channel managers.
Partners are different, so it’s difficult to apply a segmentation that
makes sense. ​
We don’t know what activities/support have an impact on sales. ​
We have so many data but we don’t use it.
We have a huge potential in being more efficient and productive,
but we don’t know where to start. ​

5. Unlocking the invisible with BRM
PLAN: define clear and measurable
goals and activities.
COLLABORATE: involve teams and
ask for commitment.
MEASURE: connect the right data and
send regular updates.
QollabiBRM
HOW
WHAT
The road to getting
effective results is often
hampered by decentralized
plans in spreadsheets,
templates, and flipcharts
The end result
displayed in your CRM
and dashboards

6. Standardized way of working leading to more
efficiency and productivity in the network of
partners.
The IT vendor decided to implement Qollabi BRM software that would
support their methodology of Activity Based and Visual Management.
To increase the chance of adoption of the new strategy and tool,
the company took into account some important guidelines:
Leader led: leadership involvement is key to make sure
users understand why they use Qollabi and a new way
of working.
Step by step roll-out: the company decided to start
with a proof of value with a couple of key users from an
older and younger age group and from different regions.
Methodology first: Qollabi was nicely embedded in their
methodology and sales management principles, tools
should support people and processes, not the other
way around.
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7. Solution
Qollabi providing one single source of truth on all
partner plans.
Partner plans are centralized.
Building a new partner plan in a few clicks allowing
channel teams to make more partner plans.
Qollabi allowing to work with OKR (Objectives and
Key Results) with their partners.
Results are connected to CRM and other data
sources for real-time insight in results.
Sharing and collaborating on partner plans with
partners.

8. Want to discover how Qollabi can help you? Schedule a discovery
demo with one of our team members specialized in the IT market.
BRM is important for us because it’s the missing link
between facilitating the management of activities (the
HOW) and the objectives one wants to achieve (the
WHAT). - Project Sponsor
Wouter D’Huys
Head of Commercial Operations
wouter@qollabi.com
Gilles Vandermeersch
Account Executive
gilles@qollabi.com
Get a free demo now
Frie Pétré
CEO & Founder
frie@qollabi.com

9. Welcome to
a New World of
Partner Collaboration
Centralize Your
Business Plan
Collaborate With Your
Business Partners
Integrate With Your
Data Sources
CRM
PPT
W
XLS
ERP
BI
Qollabi BRM software is designed for companies working with
agents, branches, distributors, dealers, brokers, resellers etc.
Features Ask a Demo

10. Qollabi helps you to build stronger relationships with your business
partners. We call our software BRM: Business Relationship Management
Software.
We especially developed it for professionals managing indirect sales
channels like agents, branches, distributors, dealers, brokers, resellers
etc.
Our customers choose Qollabi BRM because of increased commitment
and accountability. Both, within their own organization as between them
and their business partners. Want to know more? Discover what Qollabi
can do for you.
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