Get the best out of your indirect sales network
10
THREE STEPS TO GET THE BEST OUT OF YOUR INDIRECT SALES NETWORK ! PARTNER PERFORMANCE Your company Your sales partner End customer
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Transcript of Get the best out of your indirect sales network
three steps to get the best out of your
INdIrect sales Network !partner performance
Your company Your sales partner
end customer
partner performance
oVerVIew
ABCD
ABCD
step 1: segmeNtatIoN
step 2: sales & marketINg
plaNNINg
step 3: moNItorINg
• corporate partnerships increase by 25% each year.
• 1/3 and more of many companies’ revenue come from partners.
• However 65% of all partnerships fail.
three steps to get the best out of your partner network !
the partNershIp paradox accordINg to harVardbusINess reVIew
partner performance
Step 1: Segmentation
the first step focuses on obtaining a deeper understanding of partners’ performance and potential.
Built a clear sgmentation model based on potenti-al analysis by combining existig statistics on part-ners turnover and potential with newly generated insights.
partner performance
ABCD
ABCD
the startINg posItIoN Is key: clearly segmeNt your Network of partNers.
Step 1: Segmentation
how?
most firms only segment based on turn-over. other criteria like place, region, socio-demographic features and growth potential provide valuable input for a more rafinated segmentation model.
classify partners based on segmentation dimensi-ons such as ‘turnover’,’potential’ and other ‘soft’ segmentation dimensions.
partner performance
Step 1: Segmentation
how?
once the potential of all indirect sales channels is clear, appropriate service models will ensure an op-timal resource allocation leading to increased per-formance. In this step different Sales & marketing activities are defined: the amount of visits per part-ner, the omni-channel approach, lead management, promotional activities, product focus and budget al-location.
partner performance
buIld a sales & marketINg roadmap based oN a joINt busINess plaN.
Step 2: SaLeS & marketing pLanning
how?
how?
partner performance
Step 2: SaLeS & marketing pLanning
Sales & marketing teams work together to come to an integrated sales and marketing action plan for the partner network. not all partners need the same type and amount of support. the best way of instal-ling a succesful sales and marketing roadmap is to involve some partners in the process. co-creation leads to more commitment. Do not only talk about lag measures like turn-over targets but emphasize more on lead measures like what type of sales and marketing activities the partner needs.
buIld a sales & marketINg roadmap based oN a joINt busINess plaN.
the most challenging step is to put all theory into practice.
partner performance
tools
follow-upaNalyseanaLYSecontinuously assess if daily activities are in line with the strategic plan.
tooLSmake use of all digital tools to build a closer relationship with your partner.
foLLoW-UpSales governance: install a management framework with weekly, monthly and quarterly evaluation.
Step 3: monitoring
how?
partner performance
howaboutsales brINgs you closer to your sales partNers by bleNdINg four buIldINg blocks.
poteNtIal aNalysIsaNd INsIght
sales & marketINg plaNNINg
moNItor regIstratIoN& follow-up
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