key partner scorecarding practices for channel success

Part 1 of a 2-Part Series

for Channel Success

Key Partner Scorecarding Practices

Tuesday,

October 29, 2013

10am PT / 1pm ET

7250 Redwood Blvd. Suite 214 Novato, CA 94945

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Presenters

Peter Hornberger CCI

Diane Krakora PartnerPath

Steven Kellam CCI

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Agenda

Intro: Scorecarding vs. Business Planning

Part 1: How to Get the Biggest Bang for Your Buck

Part 2: Customizing the Scorecard for Your Business

Part 3: Top 10 Scorecarding Metrics

Part 4: Recap & Summary

Peter Hornberger

Introduction: Scorecarding vs. Business Planning

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Two-Part Webinar Series

Scorecarding October 29, 2013

Business Planning December 11, 2013

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Expert Guidance At Every Step

• Program Design • Program Development • Program Evolution • Thought Leadership • Professional Services

CCI | Global Channel Management

Highly Configurable SaaS Application

• MDF/Co-op • Marketing Planner • SPIF and Rebates • Trade-In Rewards • Opportunity Management

Global Administrative Services

• Follow-the-sun support • Claim administration • Payments • Program administration

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Novice

Tolerant

Reliant

Accomplished Centric

We Elevate the Impact of Your Partnering

PartnerPath has a holistic approach to designing, implementing and automating go-to-market models to

increase impact and awareness

How to Get the Biggest Bang for Your Buck

Steven Kellam

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Using Funds Wisely

1. Every dollar counts – where is the lift? • Today no room for error, ROI on everyone’s back

2. The right partners matter – more complexity • New product

• New programs

• New partnerships/frienemies

3. Transitioning programs – reward for growth • Co-op to MDF/BDF

Diane Krakora

Customizing the Scorecard for Your Business

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Make a Plan

How How Often

Why

When

Who

What

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Considerations

Goals

Partnering Model

Maturity

Customer Segment

Cloud Adoption

Types of Partners

Top 10 Scorecarding Metrics

Roundtable Discussion

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Har

d to

Get

Ea

sy to

Get

Less Powerful More Powerful

Total Sales Revenue

Technology Expertise

Operational Efficiencies

Vertical Expertise

Company Health

Business Plan

End User Satisfaction

Mindshare Business Model

Sales Metrics Beyond Revenue

Scorecarding Matrix

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Easy to Get – Less Powerful

Total Sales Revenue • Per month, quarter, or year • How it’s trending

Technology Expertise • Vendor-centric certifications • General technology certifications and expertise • Sales by product

Operational Efficiencies of the Partner • Sales velocity (# deals per month) • Average pipeline duration from lead shared to closure • Average response time by customer support

Easy

to G

et

Less Powerful

Total Sales Revenue

Technology Expertise

Operational Efficiencies

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Easy to Get – More Powerful

Mindshare / Engagement • Log-ins to partner portal • Number of competing vendor allegiances

Sales Metrics Beyond Total Revenue • Transactional vs. recurring • Average deal price • Deal frequency

Current Business Model • Sales/service mix • Marketing prowess (capacity and expertise) • Sales capacity (room to scale?) • Service capabilities

Easy

to G

et

More Powerful

Mindshare Business Model

Sales Metrics Beyond

Revenue

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Hard to Get - Less Powerful

Vertical Expertise

• Horizontal generalist or industry vertical specialist?

• Alignment with my key verticals

Company Health

• Credit rating

• Legal standing

• Time in business Ha

rd to

Get

Less Powerful

Vertical Expertise

Company Health

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Hard to Get - More Powerful

Future Business Plan/Strategy • Do they have a plan for growth? • Is that plan feasible? • Is that plan aligned with

your goals?

End-User Satisfaction • Response time • Project Management • Onboarding Experience • Net promoter score

Har

d to

Get

More Powerful

Business Plan

End-User Satisfaction

Recap and Summary

Peter Hornberger

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Channel Worlds Are Converging

Software – Fundamental shift to cloud and subscription models. Going mobile.

Telecoms and Cable Companies – Expansion of offerings to software, M2M, and virtualization

Hardware – Expansion to bundled service and software packages

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Recap and Summary

Har

d to

Get

Ea

sy to

Get

Less Powerful More Powerful

Sales Revenue -

Totals

Technology Expertise

Operational Efficiencies

Vertical Expertise

Company Health

Business Plan

End User Satisfaction

Mindshare Business Model

Sales Metrics Beyond Revenue

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Top 10 Partner Scorecarding Metrics 1. Total Sales Revenue

• Per month, quarter, or year • How it’s trending

2. Technology Expertise • Vendor-centric certifications • General technology certifications and

expertise • Sales by product

3. Operational Efficiencies of the Partner • Sales velocity (# deals per month) • Average pipeline duration from lead shared

to closure • Average response time by customer support

4. Mindshare / Engagement • Log-ins to partner portal • Number of competing vendor allegiances

5. Sales Metrics Beyond Revenue • Transactional vs. recurring • Average deal price • Deal frequency

6. Current Business Model • Sales/service mix • Marketing prowess (capacity and expertise) • Sales capacity (room to scale?) • Service capabilities

7. Vertical Expertise • Horizontal generalist or industry vertical

specialist? • Alignment with my key verticals

8. Company Health • Credit rating • Legal standing • Time in business

9. Future Business Plan/Strategy • Do they have a plan for growth? • Is that plan feasible? • Is that plan aligned with

your goals?

10. End-user satisfaction • Response time • Net promoter score

7250 Redwood Blvd. Suite 214 Novato, CA 94945

415.472.5100 www.channelmanagement.com info@channelmanagement.com

Thank You!

Steven Kellam steven.kellam@channelmanagement.com Diane Krakora DKrakora@partner-path.com Peter Hornberger peter.hornberger@channelmanagement.com