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HOW DO YOU MAKE BUSINESS PLANNING VALUABLE FOR YOU AND YOUR PARTNER?Accelerate your revenue
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IS HARDREVENUE ACCELERATION
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PRODUCT ADVANTAGE
GO-TO-MARKET EFFICACY× =REVENUE
ACCELERATION
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GO-TO-MARKET EFFICACY
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CAPACITY PLANNING
Can I grow better through existing or new partners?
PERFOMANCE MEASURES
How can I confidently measure partner performance?
PARTNER SELECTION
Which partners will help me grow faster?
INCENTIVE IMPACTAre my incentives rewarding or reflecting partner behavior?
PAM/CDM PRODUCTIVITYHow can I drive more revenue, and higher partner satisfaction, with my field resources?PROGRAM EFFECTIVENESSDo my programs make a difference with the right level of return.
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PLANNING IS A FOUR-STEP PROCESS
ASSESS LEARN PLAN DOCUMENT
Set your goals and select your growth
partners
Know the partner’s performance drivers
and growth areas
Define business outcomes and secure partner commitment
Share the plan and drive performance
accountability
ASSESS
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POTENTIALMANAGED GROWTH
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GROWTH PROFILE ANALYSIS17% GROWTHOrganic growth
29% GROWTHManaged growth
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GROWTH PROFILE BY PARTNER
Partner1
Partner 2
Partner 3
Partner 4
Partner 5
Partner 6
Partner 7
Partner 8
Partner 9
Partner 10
ManagedOrganicCurrent
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PARTNER SELECTION BY MARKET
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BUSINESS OUTCOME PLANNED GROWTH
Jan Feb Mar Apr May Jun Jul Aug Sep Oct
OrganicManagedPlanned
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PLANNING IS A FOUR-STEP PROCESS
ASSESS LEARN PLAN DOCUMENT
Set your goals and select your growth
partners
Know the partner’s performance drivers
and growth areas
Define business outcomes and secure partner commitment
Share the plan and drive performance
accountability
LEARN
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PIVOT ON THE BUSINESS DRIVERS THE 4CsContributionCapabilityCoverageCommitment
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CONTRIBUTION SALES VELOCITYThe partner’s ability to develop, grow and close a sales pipeline.
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CAPABILITY STRATEGIC ALIGNMENTThe partner’s emphasis and performance around key products and services.
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COVERAGE CUSTOMER ACQUISITIONThe partner’s participation in strategic markets, both geographic and by market segment.
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COMMITMENT PREDICTABILITY AND COMMITMENTThe partner’s focus on using your offerings to grow their practice areas.
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PLANNING IS A FOUR-STEP PROCESS
ASSESS LEARN PLAN DOCUMENT
Set your goals and select your growth
partners
Know the partner’s performance drivers
and growth areas
Define business outcomes and secure partner commitment
Share the plan and drive performance
accountability
PLAN
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SUCCESS 4 STEPSSTEP
FOURSTEP
THREESTEP TWO
STEP ONE
Drive accountability
Reward commitments
Drive outcomes
Strengthen partnership
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PARTNERSHIPSTRENGTHEN
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OUTCOMESDRIVE
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COMMITMENTREWARD23
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ACCOUNTABILITYMANAGE24
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BUSINESS PLAN EXPECTATION SETTINGOUTCOMESWhat are the business results you both seek
ACTIONSWhat are the specific steps the partner will
take
RESOURCESWhat staff, programs and other tools will be brought to bear
INVESTMENTSWhat incentives can a partner earn with the right performance
What the partner commits to do
What the vendor commits to do
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PLANNING IS A FOUR-STEP PROCESS
ASSESS LEARN PLAN DOCUMENT
Set your goals and select your growth
partners
Know the partner’s performance drivers
and growth areas
Define business outcomes and secure partner commitment
Share the plan and drive performance
accountability
DOCUMENT
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INSTANT REBATESLorem ipsum last year
BUSINESS PLAN KNOW YOUR PARTNER
DEAL REGISTRATIONReward net new sales
MDF/REBATESHit performance goals
SALES VELOCITYIncrease your transactions
SPECIALIZATIONAdd a practice area
PERFORMANCEMake commitments
NET NEW CUSTOMERSCreate customer demand
ACCELERATORSTo lorem ipsum online
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OUTCOMESFocus on specific,
measurable performance BUSINESS
PLAN
INVESTMENTS Track commitments
and completioncriteria that rewards
performance
TIMEFRAMESet performance
milestones
PROFILECollect informationthat allows you to benchmark future
performance
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BUSINESS OUTCOMES TRACK PERFORMANCE
I 95%Customer acquisition
targetsI 67%Transaction-based
sales velocity
I 45%Success aroundpractice areas I 15%
Performance against plan
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MEASURE PROGRESS THE QBR
Q2Q1
Q4
Q37% 11% 17% 28%
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TRACKING PERFORMANCE THE QBR
UNDER PLAN
AT PLAN
EXCEEDING PLAN
Adjust plans
Reset goals
Reallocate investments
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PLANNING IS A FOUR-STEP PROCESS
ASSESS LEARN PLAN DOCUMENT
Set your goals and select your growth
partners
Know the partner’s performance drivers
and growth areas
Define business outcomes and secure partner commitment
Share the plan and drive performance
accountability
ASSESS LEARN PLAN DOCUMENT
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BUSINESS GROWTHBusiness planning is a growth exercise
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PIVOT ON THE BUSINESS DRIVERS THE 4CsContributionCapabilityCoverageCommitment
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BUSINESS PLANNING NECESSARY ELEMENTS
0102
0304
Strengthen partnership
Drive outcomes
Reward commitment
Manage accountability
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THANKYOU
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(425) 885-0684
@thechannelguru
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