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executive summary
Companies rely on partner channels to help them maximize profits, extend market penetration, expand into new markets, reduce sales costs and serve customers as efficiently as possible. However, driving business effectively through the channel can be a challenge for any sized company. As companies try to increase volume through the channel, productivity emerges as a critical strategic success factor. There is no shortage of terms, terminology and jargon in the channel enablement space: sales programs, channel reviews, market development funds (MDF), sales promotion incentive fund (SPIF), co-marketing, joint selling - the list goes on. However, there is one area which matters most to both partners and the vendor: deal registration. Deal registration is important because it is about managing revenue, eliminating conflict, and measuring channel compliance. It is a top priority and the vendors responsibility to accurately implement a deal registration process that is both fair and transparent for partners. Additionally, effective deal registration allows the vendor to understand the true merit of each partner within their network. This allows vendors to practically structure their overall program and manage each channel partner to maximize value. There are a number of best practices involved with setting up an effective deal registration process for the channel. This
white paper will provide an overview of the Channel Management Lifecycle for deal registration and the key building blocks to achieve success.
An effective deal registration process can dramatically improve visibility into sales, both for the vendor AND for the partner. It Makes pipeline visibility AND forecasting much simpler and straightforward.
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Step 4: Determine Logical Hand-off and Approval Points Step 5: Enhance the Partners Experience with Advanced Quoting, Pipeline Visibility and Reporting
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Channel Process
of channel segmentation. Although they segment partners into a number of unique classes, and the methods of administrating to each partner class is different, the deal registration process is exactly the same for different partners within the same region. It is a simple and short process, with only a few pieces of key information required from the partner. On the other hand, two re-sellers in neighboring countries who are managed by the same channel manager need to use very different deal registration processes because one has exclusive rights to sell in a territory and the other does not.
can we best support you in the selling and marketing of our products? This is not one size fits all, so vendors should be diligent about addressing the SPECIFIC needs of each channel segment.
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organizations are increasingly required to address, driven by regulatory requirements and standards. Vendors must also always consider the key hand-off points in their sales process. It is often the case that deal related information moves between the vendor and the partner. Vendors should outline their approach up front: identifying the key trigger points, who needs to be notified when, who receives regular updates, and what is necessary in terms of an audit trail. Also, determine the areas that might be better managed manually. For example, for a partner in Norway who is registering a single deal once every 3 months, it is cheaper to collaborate with them over e-mail instead of building and maintaining the necessary logic directly inside of your business system.
Also, vendor specific approval might be required before a partner can offer a certain discount or non-standard terms and conditions. Clearly establishing a workflow for vendor approvals can reduce your close time. Research shows that 80% of deals can be approved without human intervention by using simple business rules. Dont make the deal approval process more complicated than is necessary. It is not likely that direct vendor approval can ever be eliminated from any channel management process. However, establishing the proper timeline and workflow for hand-off and approval points can eliminate much of the strain and/ or delay of getting a deal closed.
step 5: enhance the partners experience advanced quoting, pipeline visibility and reporting
Steps 1-4 are the foundation blocks for a successful Channel Management Experience. Step 5 serves to enhance that experience, by offering channel partners access to shared business intelligence. Depending on the variations available to a vendors product and possible add-ons or services offered by a channel partner, generating customerfacing quotes might be a complex process. Common platforms and systems can make it easy to collaborate on quoting information and keep necessary documents within a single repository. Cross channel dashboards and advanced reporting provide immediately actionable insight into your customer and channel mix.
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PRM applications for lead management, deal registration and partner location (up from 5% in 2009). Gartner research also shows that organizations that enable on-demand PRM will be able to capture more deals (more than 25%) through the registration process, as well as increase visibility of leads managed by their partners (more than 40%). Both of these activities will help to make the vendor organization more visible to partners, create loyalty and increase collaboration with partners.
customer highlight Adobe Systems Incorporated offers award-winning software and technologies that have set the standard for communication and collaboration for more than 25 years. challenge Management and monitoring of partner commission payouts worldwide Complex product sets Multiple disparate legacy IT systems Multiple Partner Portals, no unified process Internal resource constraints strategy Salesforce.com Partner Portal for Deal Registration rolled out to 300+ Partners Phased by business unit and product set Integration to multiple systems results Provided one global partner process and portal Provided real-time, accurate data and reporting Enabled full audit compliance worldwide
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innovating; they are a time to invest in real process reform. Partner channels represent an area for forward thinking organizations to both reduce costs and drive growth.
your unique culture and organization to develop a full range of channel solutions that map to the entire life cycle of your partners. * Partner Recruiting
* Training Certification Management * Channel Compliance * Partner Account Planning * Lead Sharing & Deal Registration * Marketing Developing Fund Tracking * Quoting * Special Pricing Authorization * Warranty Entitlement Support * Customer Support * Return Material Authorization
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