Grow Share of Wallet in Partners (Channel & End Customers)

Declining share in key partners, with some shifting to competitors

Large # of partners inactive or low share of wallet, and recruiting new partners a struggle

Partners feedback that competitors support & enablement program is significantly better

Partner performance unpredictable

Urgent rejuvenation of partner network required as current performance & motivational levels are low

Assess existing channel architecture and profile of partners in the network

Analyze partner segmentation by channel & support to each tier

Review quality of enablement tools

Evaluate account management practices & collaborative S&OP process

Examine performance of partners, & test robustness of performance management framework

Capture voice of customers & partners

Conduct competitive benchmarking

Establish an optimal partner architecture for each channel

Recommend ideal profile of partners & partners to be retained or replaced

Formulate a differentiated, relevant & competitive partner support program

Tools enabling a knowledgeable & effective  partner sales team

Design compensation structure, smart KPIs & targets that motivate partners

Construct a robust performance governance framework