Published on March 7, 2014
Partner Channel Relationship Management Prepared by Christopher Busch
Table of Contents Introduction Channel Effectiveness Our Approach Your Partner Ecosystem Business Planning Sales Process Technology Clientele Piraeus Consulting was built from a foundation of Data & Business Intelligence experience. Our Channel Performance offering is special in that we’ve aligned with our enterprise and midsized clients to provide channel improvements built dynamically to scale across an entire organizations data infrastructure. We do this by focusing on business objectives through data analysis, modeling, and program management.
Introduction: Piraeus Consulting Management Consulting Project Management, Analysis, Research, Whitepaper, Business Requirements, Workshop Consulting™ Business Intelligence Database & Custom Development, Statistics, KPIs, Modeling, Dashboards Channel Effectiveness Engagement, Incentives, Compensation, Indexing, Partner Enablement About us Piraeus is a Management Consulting firm operating with a unique blend of capabilities to help their clients utilize data to make better decisions. Piraeus partners with its clients to turn data into actionable business intelligence to reach objectives in fields ranging from Marketing to Finance. Specializing in developing solutions across multiple sources, Piraeus prides itself on the ability to construct insight, as well as presenting findings to their partners in a clear and concise manner. In the last year, the firm has doubled in size and earned its 5th straight honor of being one of the top 100 companies in Seattle to work for.
Introduction: Partner Channel Effectiveness We understand sales channels, and distribution for enterprise & mid-size companies while able to speak to direct marketing, campaign, and operational analysis. We help your partners make money, retain customers, and improve customer satisfaction to help you protect the integrity of your channel. Engaged Partner Ecosystem Engagement Partner Indexing, Taxonomies, Partner Tier Requirements, Mobility Intelligent Business Operations Planning Quota, MDF, Incentives, Rebates, Whitespace Opportunity Efficient Sales Process Forecasting, Pipeline, Campaign Effectiveness, Lead Management Growth
Our Approach & Core Offerings Our experience tells us successful execution of the following channel components leads to a successful & growing enterprise. Understanding not all clients necessarily have the same gaps, Piraeus broke the following modules out in order to focus on our client’s most pressing needs. Business Opportunity Report Scoring Data Architecture Partner Ecosystem Taxonomy Engagement Index Capacity Planning Partner Satisfaction Operations & Cost Management Headcount Alignment Campaign & Programs Development Funding Quota Lead Management Lead Generation Customer Lifecycle Whitespace Reporting Analysis Data Environment Opportunity & Revenue/Volume Growth Modeling Insight
Your Partner Ecosystem Partners Associates Distributors Contractors Outsourcers Resellers Agents Integrators Consultants Operations Reporting Benchmarking Program Refinement Automation
Ecosystem: Foundation Why it works Our philosophy and background stems from developing high quality business intelligence solutions to solve business problems. We are in a unique position to give our clients analysis-driven channel improvements built dynamically to scale using your entire data infrastructure. Data Infrastructure • • • Technology Agnostic Actionable KPIs that meet Business Objectives Management of Baseline Taxonomies Partner & Engagement Indexing • • • Transfer Complex Engagement data into Measurable Stack Rankings Weight Partners based on Strategic Importance for Incentives Pinpoint Partners with Potential devise plans around them Capacity Planning • • Right Size Partner Types, Segmentation
Ecosystem: Partner Lifecycle & Programs The lifecycle of your indirect channel is as important as your base customer’s lifecycle. Having focused plans for each of your partners is critical for effective channel management. Recruitment Growth Maintenance Retirement Certifications & Tier Structure • • • Find which elements your best partners share. Configure correct milestones & attributes for your business objectives Empower Partner Mobility through reporting Partner-Focused Communications • • Recurring External-facing reporting with KPIs stack rankings Internal Views (Executive, Sales, & Marketing Focused) Campaigns • • • Customer Lifecycle Program Health Optimize Current Segmentation
Efficient Business Operations Revenue Incentives Strategy Modeling Margin Improvement Cost-Benefit Analysis Cost Management Reimbursements Preservation & Maintenance Investment
Operations: Investment Management Development Funds • • • • • • Preservation of top performers Empowering your top growers Rate of Return focused Allocate advertising funds efficiently Reimbursement Rate Reporting Organize Coverage across Product & Geography Incentives Analysis • • • A/B Testing to explore what incentives work. Build Customize plans to induce the right behavior. Architect Incentives TO SELL. Rebates/Deal Relief • • • Preemptive Deal Engineering for bid desks. Cost/Benefit Analysis of Current System. Lifetime Valuation of a Customer
Operations: Quota Modeling Creating and managing an effective Compensation and Bonus structure enables the business helps set focus on the part of the business most important to you. Incentives help motivate your account managers and partners to focus and deliver on key drivers for your organization. Quota Creation & Modeling • • • Compensation Alignment to Company Objectives Enable Multipliers to Incentivize Cascade High-level budgets to Account-Level Targets Quota Management • • • Quota Share Across Team Transfers & Reallocations Throughout the fiscal year. Bonus and Incentive Structure build out.
Improving Sales Performance Forecasting Pipeline Sales Cycle Coverage Campaign Effectiveness Marketing ROI Customer Insights Opportunity
Sales Performance: Process Forecasting • • • HQ Consolidation of multiple forecast owners Multichannel environment Seasonality and Market Correlations Pipeline Reporting • • • • Opportunity Quality Stagnation Reporting Proper Deal Registrations Account Ownership Reporting Sales Cycle Performance • • • • Sales Pipeline Creation & Quality Time to Close Conversion & Close Rate Deal size & BIF
Sales Performance: Strategic Insights At the heart of Piraeus Consulting is a team of Analysts and Developers who create reporting and programs for a number of organizations. Whether financial, statistical or operational, Piraeus helps their customers get the value out of their data to help move their business forward. Base Customer & Industry Metrics • • • • Customer Segmentation Multivariate Analysis for Propensity to buy ARPU, Churn, Lifecycle metrics Coverage & HQ Strategy Reporting and Communication Campaign Effectiveness • • • • Marketing ROI Pipeline Generation & Campaign tagging A/B Testing & Reflective Analysis Web Analytics
Technology We realize not all companies have the same needs and budgetary restrictions. Working for multi-national and small businesses alike, our client’s have a wide range of data sources. We can develop reporting and modeling using proprietary & top shelf systems. We pride ourselves on remaining technology neutral and keep informed to the latest in CRM and ERP software to continue to bring the highest level of consulting services to our clients.
Clientele Microsoft City Of Seattle Sage Fruit Paccar Darigold Seattle City Light Rocketdog Phillips BECU University Of Washington Ag Works Quote Wizard
Next Steps Recognizing proper channel management has roots in every aspect of your organization, it may feel overwhelming to start working with a consulting partner. Historically, Piraeus engages with new clients starting with a specific-focused project, campaign, or sales segment in order to discover where our expertise can be best leveraged. Starting Engagement Examples: 1. KPI Analysis 2. Particular Project Delivery 3. Program Improvement 4. Campaign Analysis 5. Business Requirements 6. Focus on a Sales Region 7. Adoption of an Area 8. Financial Modeling
Thank You Sean Clemmons President Sean.Clemmons@piraeusconsulting.com General Inquiries: 1-866-Piraeus (747-2387) or firstname.lastname@example.org Client Inquiries: (206) 577-0025 x116, or email@example.com Career Inquiries: firstname.lastname@example.org Christopher Busch Vice President - Analytics Christopher.Busch@piraeusconsulting.com
Appendix Data Consulting Philosophy Workshop Consulting™
Our Data Philosophy Regardless of how your organization is utilizing its data, our analysts can help drive it to the next level. From requirements gathering to report creation. Our goal in the Analytics Team is to help make better decisions. We do this by providing actionable analytics and being better Data Presenters on behalf of our clients. Reporting Data Requirements • Report Scoring • Validation • Architecture • Data Validation • Data Warehousing • Technical Delivery • • • • Statistics Business Alignment Levers/Understanding Usage Tracking Objectives • Communication • Accountability • Delivery Strategy • Industry Experience • Whitepaper • Research
Workshop Consulting™ Simply put, we take responsibility for allocating the right level of expertise to meet the shifting needs of our clients. Unlike a typical staffing engagement, Piraeus as a firm takes responsibility for the quality of deliverables, expertise, and strategic input and similarly we bear the responsibility of changing the team mix as needed to meet those goals. Our clients meet with the Team Lead who is ultimately accountable to the team’s performance and mix. A team with diverse skills, who knows the business, allows Piraeus to ramp up and down to match the business cycle. Project Ownership Coaching Director Manager / Lead Project Support Consultant Associate Consulting
Workshop Consulting™ Workshop Consulting is an approach unique to Piraeus which outperforms ordinary staffing and management consulting engagements: efficiency teamwork A mix of Jr. and Sr. consultants, even for small projects, ensures the right talents applied efficiently against the right problems instead of Sr. consultants working on Jr. problems. The workshop approach is at it’s core, a team approach, managed by Piraeus to meet our clients’ goals. We take responsibility for ensuring the right team is assigned, including making changes to that team as the project matures. progression Growth of our team members is as important to our success as the work we do for our clients. We love what we do, and share that enthusiasm with our teammates and partners alike. Workshop Consulting™ is the answer to the typical, isolated staffing arrangements seen from our competitors. innovation There are always multiple people with expertise on a given project and business, mitigating risk, increasing the pool of expertise, and increasing the velocity of scalability. “Piraeus developed Workshop Consulting™ as the best solution to a very specific set of problems with typical staffing and management consulting engagements.” - Sean Clemmons, President, Piraeus Consulting
Workshop Consulting™ Piraeus Consulting offers two type of engagements: A traditional consulting assignment & an approach unique to Piraeus called Workshop Consulting. We understand every engagement is unique & provide the best fit method for our clients. Which solution is right for your organization? Management Consulting Do you need the equivalent of a team’s skills over the course of an engagement? Will the project needs change over time, from a skills or from a scale standpoint? Does the project require expertise your team doesn’t have internally? Is there risk in having institutional knowledge anchored in one person? Are you looking to backfill a full time employee? Do you need one or more persons onsite full-time? Is this engagement less the four weeks requiring a narrow skillset? Workshop Consulting™
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