three steps to get
the best out of your
INdirect sales network !
partner performance
Your company
Your sales partner
end customer
OVERVIEW
A
B
C
D
step 1:
SEgmentation
partner performance
step 2:
SAles & Marketing
planning
step 3:
monitoring
Step 1: segmentation
The partnership paradox according to Harvard
Business Review
•
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 !
partner performance
Step 1: segmentation
The starting position is key: clearly segment
your network of partners.
The first step focuses on obtaining a deeper understanding of partners’ performance
and potential.
A
B
C
D
partner performance
HOW?
Built a clear sgmentation model based on potential analysis by combining existig statistics on partners turnover and potential with newly generated
insights.
Step 1: segmentation
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.
HOW?
Classify partners based on segmentation dimensions such as ‘turnover’,’potential’ and other ‘soft’
segmentation dimensions.
partner performance
Step 2: SALES & marketing planning
BUILD A Sales & Marketing roadmap based on a joint
business plan.
HOW?
Once the potential of all indirect sales channels is
clear, appropriate service models will ensure an optimal resource allocation leading to increased performance. In this step different Sales & Marketing
activities are defined: the amount of visits per partner, the omni-channel approach, lead management,
promotional activities, product focus and budget allocation.
partner performance
Step 2: SALES & marketing planning
BUILD A Sales & Marketing roadmap based on a joint
business plan.
HOW?
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 installing 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.
partner performance
Step 3: monitoring
HOW?
The most challenging step is to put all theory into practice.
TOOLS
Make use of all digital tools to build a
closer relationship with your partner.
TOOLS
ANALYSE
ANALYSE
Continuously assess if daily
activities are in line with
the strategic plan.
partner performance
FOLLOW-UP
FOLLOW-UP
Sales governance: install
a management framework
with weekly, monthly and
quarterly evaluation.
Howaboutsales brings you closer to your sales
partners by blending four building blocks.
Potential analysis
and insight
partner performance
Sales & marketing
PLANNING
registration
& Follow-up
Monitor
past
FOLLOW-US
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YoU
Your sales partner
end customer