1. Partnership Process to Improve
Sales Channel Performance
Gregg Taragos Phd
Gregg Taragos Ph.D. Org-designs.com

2. Sales Channel Business Issues
Increase Profits
 Identify customer preferences that will drive profits.
 Price products to equate cost and value
 Increase efficiency of partners (field sales and dealers)
Grow Revenue
 Align strategies at every level throughout channel
 Cross-sell, up-sell and build customer relationships
 Ensure partners have the right capabilities
Gregg Taragos Ph.D. Org-designs.com

3. Profitable Partnerships
Key Characteristics:
 Common View on Strategic Issues
 Aligned Competencies
 Joint Business Activities with High ROI
 Ability to Manage Ongoing Relationship
Gregg Taragos Ph.D. Org-designs.com

4. Over 40% of Partnerships Fail !
High Priority Reasons For Failure:
 52 %
 Mismatched strategy and operations
 Partner lacks competencies
 48 %
 Mismatch of partner culture
 Lack of trust
Gregg Taragos Ph.D. Org-designs.com

5. The Partnering Process
Collaboration:
Recommend
Solutions
Manufacturer
Allocate
Resources
Assess and Align
Leadership
Program Design
Guide
Implementation
Measure
Results
Gregg Taragos Ph.D. Org-designs.com

6. Alignment
 Leadership Commitment
 Goal Clarity
 Apply Assessment Data
 Define Partner Selection Criteria
Select and Certify High Potential Partners
 Use Data to Build “Straw Model” Programs
 Determine Potential ROI
Gregg Taragos Ph.D. Org-designs.com

7. Select High Potential Partners
Ability to
Execute
And
Provide
Value
Willingness To Align
Gregg Taragos Ph.D. Org-designs.com

8. Collaboration: Program Design
S
T
R
A
W
Marketing
Support
Channel
Development
M
O
D
E
L
S
Sales and
Service
Training
& Development
•Partner Selection and Retention
•Co-operative Marketing
•Marketing Funds
•Partner Acquisition
•Partner Incentive System
•Pricing and Programs
•Delivery and Service
•Database and Web Support
•Certification Process
•Training Programs
•Product Development
Gregg Taragos Ph.D. Org-designs.com

9. Collaboration: Joint Plans
5. Confirm Objectives
and Programs
1.Target Customer
Segments
2. Define Market /
Business Issues
3. Review Channel
Issues
4. Align Objectives
and Strategies
Gregg Taragos Ph.D. Org-designs.com
6. Build Action
Plans & Metrics
7. Communication,
Measurement &
Recognition Plans

10. Resource Allocation
Address Core Channel Issues:





Partner Selection and Evaluation
Training and Development
Marketing Support Programs
Sales and Incentives Programs
Delivery and Service Programs
Gregg Taragos Ph.D. Org-designs.com

11. Implementation





Communication
Training
Measurement
Rewards
Results
Gregg Taragos Ph.D. Org-designs.com

12. Partner Profile
 Fits channel strategy and structure
 Relevant customer base
 Recognized brand and major player
 Sales competencies and skills
 Supports a development culture
 Financially sound with reliable history
Gregg Taragos Ph.D. Org-designs.com

13. Measure Results: Track Progress
Goals
Communications
Training
Marketing
Sales
Performance Center Architecture
Channel
Initiatives To Drive
Desired Results
•
Main
Incentive
Programs
Knowledge
Center
• National Sales Contests
• Travel Destinations
• Awards Album
• Regional Contests
• Sales Awareness Tools
• Certifications
• Education / Training
• Interactive Challenges
• White papers
• Case studies
• Best Practices
Program
Communications
• Program News
• Performance
Statements
• Program E-mail
• Frequently Asked
Questions
• Contact Us
Recognition
Performance
Feedback
• Annual Awards
• Monthly / Quarterly
Awards
• Manager Discretionary
(Vis-A-Vis)
• Peer-to-Peer
nominations /ThanQs
• Activity Reports
- Web site
- E-mail metrics
• Activity Statements
• Standing / Rankings
• Region / Area roll ups
• Programanalytics
Integrated Program
Database
• Real-time activity
• Performance data
• Management summaries
• Overall ProgramAnalytics
Increased
Awareness
Performance
Metrics
Motorola
Internet
Higher Levels of
Participation
Customer Elements
• Sales Dashboard
• “SuperTours
”
• Customer resources
- White papers
- Guides
- Case studies
•Activity Based
•Results Based
Participant
Database
Data
Goal Setting &
Achievement
Collaboration &
Teamwork
Gregg Taragos Ph.D. Org-designs.com
Sales
Results

14. Gregg Taragos Phd
gregg@org-designs.com
www.org-designs.com