Key Partner Scorecarding Practices for Channel Success

Part 1 of a 2-Part Series

Key Partner Scorecarding Practices
for Channel Success

Tuesday,
October 29, 2013
10am PT / 1pm ET

Presenters

Steven Kellam
CCI

Peter Hornberger
CCI

Diane Krakora
PartnerPath

7250 Redwood Blvd. Suite 214
Novato, CA 94945
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

415.472.5100

Introduction:
Scorecarding vs. Business Planning

Peter Hornberger

Two-Part Webinar Series
Scorecarding
October 29, 2013

Business Planning
December 11, 2013

415.472.5100

CCI | Global Channel Management

•
•
•
•
•

Expert Guidance
At Every Step
Program Design
Program Development
Program Evolution
Thought Leadership
Professional Services

•
•
•
•
•

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

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

Centric
Accomplished
Reliant
Tolerant
Novice

415.472.5100

How to Get the Biggest Bang
for Your Buck

Steven Kellam

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

415.472.5100

Customizing the Scorecard
for Your Business

Diane Krakora

Make a Plan

Why
When
Who

How

How
Often

What

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Considerations

Customer
Segment
Partnering
Model
Maturity

Cloud
Adoption
Types of
Partners
Goals

415.472.5100

Top 10 Scorecarding Metrics

Roundtable Discussion

Scorecarding Matrix

Easy to Get

Hard to Get

Company
Health

Business
Plan

End User
Satisfaction

Vertical
Expertise

Operational
Efficiencies

Total Sales
Revenue

Technology
Expertise

Less Powerful

Business
Model

Mindshare
Sales
Metrics
Beyond
Revenue

More Powerful

415.472.5100

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

Easy to Get

Easy to Get – Less Powerful
Operational
Efficiencies
Technology
Expertise
Total Sales
Revenue

Technology Expertise
Less Powerful
• 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
415.472.5100

Easy to Get – More Powerful
Mindshare / Engagement
• Log-ins to partner portal
• Number of competing vendor allegiances
Business
Model

Mindshare

Easy to Get

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

Sales Metrics
Beyond
Revenue

More Powerful

415.472.5100

Hard to Get - Less Powerful
Vertical Expertise
• Horizontal generalist or industry vertical specialist?
• Alignment with my key verticals

• Credit rating
• Legal standing
• Time in business

Hard to Get

Company Health
Company
Health
Vertical
Expertise

Less Powerful

415.472.5100

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

Hard to Get

Hard to Get - More Powerful

End-User
Satisfaction
Business Plan

More Powerful

415.472.5100

Recap and Summary

Peter Hornberger

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

Recap and Summary

Easy to Get

Hard to Get

Company
Health

Business
Plan

End User
Satisfaction

Vertical
Expertise

Operational
Efficiencies

Sales
Revenue Totals

Technology
Expertise

Less Powerful

Business
Model

Mindshare
Sales
Metrics
Beyond
Revenue

More Powerful

415.472.5100

Top 10 Partner Scorecarding Metrics
1.
2.

3.

Total Sales Revenue

• Per month, quarter, or year
• How it’s trending
• Vendor-centric certifications
• General technology certifications and
expertise
• Sales by product

Operational Efficiencies of the
Partner

5.

Mindshare / Engagement

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

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

Current Business Model
•
•
•
•

Technology Expertise

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

4.

6.

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

7.

Vertical Expertise

8.

Company Health

9.

Future Business Plan/Strategy

• Horizontal generalist or industry vertical
specialist?
• Alignment with my key verticals
• Credit rating
• Legal standing
• Time in business

• 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

415.472.5100

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

7250 Redwood Blvd. Suite 214
Novato, CA 94945
415.472.5100

Key Partner Scorecarding Practices for Channel Success

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