The document outlines Gregg Taragos' partnership process for improving sales channel performance. It discusses identifying customer preferences to drive profits, aligning strategies throughout the sales channel, and ensuring partners have the right capabilities to grow revenue. Over 40% of partnerships fail due to mismatched strategies/operations or partner lack of competencies. The partnership process involves assessing and aligning leadership, designing collaborative programs, allocating resources, implementing plans, and measuring results. The goal is to develop profitable partnerships with a common strategic view and aligned competencies.

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