Develop partner business plan including upselling/cross selling of Qlik products to current partners' customer installed base and to net-new customers Work with analytics team to analyze and track revenue with an eye towards optimization Work closely with other teams on partner participation in TLS events and forums All projects have a specific goal with a completion date. However, the primary activities can be divided into four main components. We are using cookies to give you the best experience on our site. The framework helps organizations map out the progression of the individual project steps, from beginning to completion. Get the Free Guide Explaining How to Mitigate Cyber Attacks 1. No more unwieldy spreadsheets or disconnected systems to manage large, complex partnerships. Partner Qualified Leads are a special flavor of leads, however, because the partners willingness to refer them often says something about their goodness of fit, giving them a higher success rate than your average lead. Understanding change and related . The more important metrics to track are the cost to acquire and activate a new partner, onboarding completion rate, and the average time to a partners second deal, to avoid counting on the one-hit wonders., Its almost cliche to say that not all solutions are created equal, says, . The comprehensive network management framework . How many and what percentage of partner employees are trained and certified? Strategic Partnership found in: Scorecard For Strategic Partnership Powerpoint Show, Strategic Partnership Management Plan Roadmap Background PDF, Strategic Partnership Management Plan Comparison Pictures PDF, Strategic.. For nearly two decades, we have completed more than . Elements of Effective Partner Management By including key partners in your project team and in all steps of the planning process, you will help to create a framework for guidance and leadership to implement your project, and you will create a sound basis for managing (and monitoring) a partnership of equals that ensures all stakeholders' . Business driven analysis. Kris Blackmon, Chief Channel Officer for JS Group, advocates using a PRM to centralize data and emphasizes the need to integrate the PRM with your customer relationship management (CRM) systemnot only to eliminate data silos but to avoid channel conflict, too. This includes enabling productive channels and driving sales through strategic alliances. She says BI can be helpful across complex business units, markets, and ecosystems. Before you can put together a solid partner relationship management framework and strategy, it is essential for you to understand who your partners are, how they make. and the percentage of active producing partners that drop out (i.e., partner attrition). The cookie stores information anonymously and assigns a randomly generated number to recognize unique visitors. Sales velocity is an even better measurement; it analyzes how fast deals move through your sales pipeline and generate revenue. We are the only ServiceNow Partner specialised solely in the areas of Integrated Risk Management, Vendor Risk Management, . Partner onboarding is the process of gathering, validating, and consolidating data and documentation that you need to integrate an external partner into your existing enterprise data ecosystem and begin a business relationship with a vendor or supplier. 0000003569 00000 n A development framework that: Integrates the partner with sales, operations, and with your partner program. IT Service Management . When you need to make tough decisions, your framework helps you focus on your priorities. 0000006311 00000 n The RMF/IA SME will work with the various IT teams to mature the current risk management programs, such as risk assessment execution, control testing . The more important metrics to track are the cost to acquire and activate a new partner, onboarding completion rate, and the average time to a partners second deal to avoid counting on the one-hit wonders.. Global Partner Management Framework Share on facebook Share on twitter Share on linkedin Share on email A roadmap to develop an efficient, effective go-to-market strategy provides the steps necessary to Global Partner Framework Read More Necessary cookies are absolutely essential for the website to function properly. Key Performance Indicators (KPIs) are central to developing a channel partner management reporting framework, but it's as essential to think about how metrics are derived as the output they provide. 2022 Zift Solutions. The model is most often used as an organizational analysis tool to assess and monitor changes in the internal situation of an . %%EOF However, it is not necessarily a measure of opportunity or sales skill, but of reporting skill. Any company that needs to grow without the overhead of a large sales force can set up a program for other companies to resell their product. However, revenue is a lagging indicator that measures how a partner performed in the past. The 7 S's are Structure, Strategy, Systems, Skills, Style, Staff and Shared values. What is a Partnership Ecosystem & Why Do Channel Partner Programs Need Them? If you dont have a brand manager available internally or through your marketing agency, make sure you use your formal brand guidelines when developing your dashboard. Does the partner actively participate in annual joint business planning and QBRs, with the right people at the table? Contract Management Framework Contract management is a complex function, which consists of multiple activities. Build a rhythm. How companies structure these teams depends on concrete factorsthe number and complexity of the partnerships, for instanceas well as intangibles like executive support for alliances and joint ventures and the experiences and capabilities of the individuals who would make up the alliance-management team. This cookie, provided by Marketo, has information (such as a unique user ID) that is used to track the user's site usage. Knowing how many deals partners are pursuing is a good metric. The long-term metric should be how many of those are actively closing deals. Partners want to understand and improve upon their performance. Therefore, a core determinant of channel success is effectively deciding on which partners to focus time, effort, and resources to drive the highest return. 2. HWnH+2y]`!i[AX}|v)E%QdU9/vTZ!hjR?\[^!_^ D/8oT Vyo?^^_AqMs0z]Y^'@-*"t`IEE~-g_BYY2t!Eq+'g{^,Wkl7 3 SsuW\`DR1ba!V&:Q\cQ1({/_X)jA4C]%^\}>q !X4/FI[D306|rVHL=}&{D}h{ Post-sales partner management; Because customer and partner success go hand-in-hand, this new approach delivers the tools partners need to enhance project quality, build capacity, and safeguard the delivery of partner-led customer projects. Recent Presentations Content Topics Updated Contents Featured Contents. However, signing new partners is the easy part and not necessarily representative of future revenue. This is the account manager side of the job. With rapidly changing buyer behaviors and market dynamics, past performance is no longer the strongest indicator of future performance. The project is divided into controllable steps and you can customize Prince2 to meet your specific needs. Steps to align the partnership strategy Understanding support needs Partnership options Shortlist of partner options Begin contract and paperwork reviews Next steps The Cloud Adoption Framework approaches cloud adoption as a self-service activity. 0000003947 00000 n It can help you simplify partner management and competently carry out business operations . Much of this is rooted in the fact that the nature of partnerships themselves can vary greatly based on a companys industry, size, and revenue model. It also explains everyone's responsibility to ensure the success of the project. Your platform partners will provide excellent tools and alerts, but you need a team (or third-party partners) to receive, process, and respond to those alerts. The Change Management Framework for Partners includes a set of completed change management plans for a sample customer organization, Adatum Corporation. A risk management framework (RMF) is a set of guidelines developed by the National Institute of Standards and Technology (NIST), which provides a structured process that integrates information security, privacy, and risk management activities into the system development life-cycle. Most importantly, it helps mitigate channel conflict, which is the number one complaint of partners about their vendors, Blackmon says. These tools can scan customer lists, lead lists, and sales pipelines to find cases when partner interests are highly aligned, all while keeping the rest of each partys data secret and secure. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. Job Summary. Be transparent and share your company vision and plans too. You have to model the behavior you want to see in the team and walk them through the process line-by-line, deal-by-deal, stage-by-stage, close-by-close. All rights reserved. YouTube sets this cookie via embedded youtube-videos and registers anonymous statistical data. A prominent industry analyst and thought leader, Gonzalez brings unparalleled channel expertise to Zift and has served as strategic adviser to leading B2B channel programs worldwide. Everybody looks at data differently depending on their role in the organization. The struggle is embedding or producing qualitative data as part of the actual dashboards. PRINCE2 is a project management framework that focuses less on task distribution and more on producing the product. Mobile Apps, Alerts & Notifications, Content Management, Partner Profiles and more, Documents Library, Co-Branded Assets, Products Catalog, Communicate to Partners, Community and more, Marketplace Management, Promotion Management, Referral Management, Payment Management, Onboard, Contracts, Plans, Learning, Leads, Deals, CPQ, CDM, Search, Social, Direct Mail, Email, Microsite, Event, Web, Multi-Touch, dynamic deal registration and approval processes, How to Use Partner Management Software to Automate Onboarding, Onboarding Affiliate Marketing Partners Using Partner Management Software, ZINFIs Leadership Position In G2 Crowds Partner Management Software Category. They also command a certain level of credibility and prestige due to their tenure, which helps reel in bigger fish. Being able to pinpoint where in the pipeline youre losing prospects is absolutely critical for growth efforts. Integrate the competencies into your talent management systems in ways that enhance their impact. What is the number and percentage of partner employees regularly logging into the partner portal and downloading information? Contract management framework summary. A Project Management Framework (PM) is a plan to ensure project completion. Full-Time. To drive revenue growth, you need to maintain an active pipeline of potential partners and organizational accountability for signing qualified and committed ones. Partner engagement metrics, such as those listed below, are important leading indicators of the future success of a new channel partner. Closing deals is another great place for partners to create value. Your ability to manage this kind of data collaboration can be a major differentiator in a Partner Manager role. Check-in calls, meetings over drinks or dinner, and catching up at events creates a cadence of communication that ensures no news goes unshared and no opportunities go undiscovered or unexplored. 0000026640 00000 n But as any seasoned channel executive can tell you, its true. Accenture Development Partnerships works with clientsincluding leading NGOs, private foundations, public donor agencies and the private sectorto create social impact and progress the Sustainable Development Goals. This has made the role of Partner Manager one that is always in flux, defined uniquely from organization to organization, and too often poorly described and measured. By continuing to use our website without changing the settings, you are agreeing to our use of cookies. The following has been written to set a basic understanding of the different elements involved in building and maintaining a proper partner management framework. The 4-step guide to successful partner selection in strategic alliance will be a helpful tool in the process of partner selection. Quality and Partner Management Framework. (Most companies have different levels of channel and channel management maturity from country to country. The quantitative data should lead to qualitative discussions, says IntelePeers Earlewine. Join the thousands who read our Crossbeam partnerships newsletter featuring the analysis, insights, and interviews that help you stay one step ahead in the partnerships space. With the KPI overview as a backdrop, you can apply the recommendations from industry leaders on building out your channel partner reporting framework. The objective from Screening is to check the potential partners fit with your business and make the decision on whether they should move in the process or not. 0000000816 00000 n Good Partner Managers innovate on how value is created through partnerships and creating leverage for every other team at the company in the process. Ready to continue your channel education? Amentum is seeking a Risk Management Framework (RMF) / Information Assurance (IA) Subject Matter Expert (SME) to join our team at Camp Smith, HI. To access the Partner Risk dashboard, follow this navigation: Risk Management -> Partner Risk Dashboard. The first, PRM software, is specifically focused on cataloging and tracking a companys partner relationships.