Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

The Strategic Role of the Partner Development Manager

15,105 views

Published on

As the solution provider's business model has evolved, it has required the role of the central partner-facing resource, namely the Channel Sales Manager, to change dramatically to accommodate and support the new partner models. But what is the channel manager profile that has the talent and acumen to handle this demand?

Published in: Technology, Business

The Strategic Role of the Partner Development Manager

  1. 1. The Strategic Role of the Partner Development Manager Do The Skills of Today’s Channel Sales Manager Translate? Karine Allouche Salanon Microsoft Director World Class Selling for Partners Worldwide Partner Strategy and Compete Group Susan Pessemier Amazon Consulting ConsultantAmazon Consulting 2011 1
  2. 2. We Elevate the Impact of Partnering The only company with a holistic approach to designing, implementing and automating partner models to increase impact and awarenessBased in Mountain View, CA • Boston, Florida, Portland, Seattle • London, Dubai, SingaporeFounded in 1998 • 14 years of expertise and experience • Over 300 satisfied client companiesVariety of partner types • System integrators • Solution providers • Alliances • Distributors • Retail • Developers • OEMs • CloudAmazon Consulting 2011 2
  3. 3. Discussion Track for Today’s Session The Partner Development Manager & the Partner Value Equation Partner Development Lifecycle Managing the Virtual Partner Team Organization and Coverage Metrics and CompensationAmazon Consulting 2011 3
  4. 4. What’s Changed? . . . Everything Channel Sales• New hybrid business Manager Current Role • Recruiting and models enabling a new breed• Expects prompt ROI • Tactical and of solution providers• Onboarding and reactionary • Holistically examine Enablement • Broker relationships partners’ business complexity • Manage mature model partnerships Evolving Solution • All about revenue New Role of Partner Development Provider Business Manager Amazon Consulting 2011 4
  5. 5. The Partner Value EquationWhat Partners Value OpportunityBrand Strength Revenue & Program Performance & Demand Margin Support Incentives • Brand recognition • Reasonable product margins • Technical support • SPIFs • Strong reputation • Professional & support • Sales support • Rebates • Install base demand services margins • Marketing support and • Promotions • Financial health • Multiple engagement MDF or co-op funding • Deal registration models (agent, reseller, • Field mentoring • Innovative technology OEM) • Technology vision InvestmentTraining & Enablement Relationship Business Process • Limited channel conflict• Technical training cost • Ease of transaction mgmt. • Clear rules of engagement• Sales training cost • Automation of key program • Accessible partner manager elements• Staffing opportunity cost • Strong local relationships & clear • General ease of doing business• Formal certification teaming processes • Demo, lab equipment & NFR’s• Use of services methodology & • Executive level support templates • Chemistry and abiding trust Amazon Consulting 2011 5
  6. 6. Audience Poll: Is the role of Partner Development Manager part of your channel team? Yes Not yet, but in plans NoAmazon Consulting 2011 6
  7. 7. The Partner Development Lifecycle Engage Activate Ramp ManageAmazon Consulting 2011 7
  8. 8. Partner Development Cycle - EngageRoles and Activities Channel Sales Partner Development Phase Manager Manager Research/identify Qualify inbound partner targets partners from leads Make contact with partner execs Execute contracts Qualify fit and interest Recruit into vendor Initial business Engage program planning Contract negotiations Relationship building with local sales teams Recruit and manage contracts Engage Activate Ramp ManageAmazon Consulting 2011 8
  9. 9. Partner Development Cycle - ActivateRoles and Activities Channel Sales Partner Development Phase Manager Manager Program enrollment Program enrollment Contract admin Contract Activate Initiate onboard process negotiations/admin (Onboard) Introduce virtual team Develop business and marketing plan Engage Activate Ramp ManageAmazon Consulting 2011 9
  10. 10. The Partner Development Support Team • Owns overall relationship • Demonstrates path to revenue •Team captain of virtual team • Leads Sales readiness • Transitions relationship to CM• MDF Utilization• Coach on Lead Generation• Joint GTM market• Campaigns •Assists in Pre-Sales, Lab, POC  Owns tech contact relationships • Develops partner enablement path  Guides in training/cert Amazon Consulting 2011 10
  11. 11. Partner Development Cycle - RampRoles and Activities Channel Sales Partner Development Phase Manager Manager Brokers sales collaboration with Facilitate partner to field and other partner collaboration partners Ramp Pipeline/forecast Pipeline development tracking Personal sales Order tracking coaching Engage Activate Ramp ManageAmazon Consulting 2011 11
  12. 12. Partner Development Cycle - ManageRoles and Activities Channel Sales Partner Development Phase Manager Manager Early pipeline Sales pipeline and development and forecast management assistance with first deals Manage Transitions ramped Revenue monitoring partners to CSM for management Manages multi-practice Renewing contracts or multi-location partners until fully ramped Engage Activate Ramp ManageAmazon Consulting 2011 12
  13. 13. Organization and Coverage Model Top Tier Partner  Dedicated partner team support lead by Channel Sales Manager Top Mid-Tier Partners  Named new recruits nurtured by PDM with Mid-Tier Virtual Team (up to 10 total)  Ramped and legacy partners managed by CSM (up to 20) Entry TierEntry Partner Named new recruits nurtured by PDM and team (up to 10 total) Not named, managed by distribution or inside Amazon Consulting 2011 13
  14. 14. Audience Poll: Is the trend in your organization to cover more partners or go deeper with select partners? a) cover more partners b) go deep with select c) bothAmazon Consulting 2011 14
  15. 15. Metrics and Compensation Traditional Channel Sales Manager RoleVariable Compensation Activate/ Activate/ Business Plan On-boarding Enablement Partner Sat Development Activities Activities Revenue MBO’s Attainment Base Salary Amazon Consulting 2011 15
  16. 16. Metrics and Compensation New Partner Development Manager RoleVariable Compensation Business Activate/ Activate/ Plans On-boarding Enablement Partner Sat Development Activities Activities Revenue MBO’s Attainment Base Salary Amazon Consulting 2011 16
  17. 17. Metrics and Compensation New Partner Development Manager RoleVariable Compensation Business Activate/ Activate/ Plans On-boarding Enablement Partner Sat Development Activities Activities Revenue MBO’s Attainment Base Salary Amazon Consulting 2011 17
  18. 18. 1. Orient your partner-facing teams around the Partner Value Equation.2. Invest in a distinct PDM role with a different entrepreneurial, hunter skill set3. Clearly link the accountability among the virtual team members to the elements of partner growth, maturity and productivity4. Establish clear role definitions with measureable metrics for each stage of the partner development cycle – be willing to create a new comp plan to reward5. Keep it as simple as you can Amazon Consulting 2011 18
  19. 19. QuestionsThe Executive Brief is available in ourResource CenterAfter this session,participants will receive a link to:  this presentation  the webcast recording Amazon Consulting 2011  19
  20. 20. Join Us Next MonthHow Special areSpecializations:Does the Value Warrantthe Investment?New Research Results Wednesday, October 19th 9 a.m. PSTAmazon Consulting 2011 20

×