CCI’s Steven Kellam and PartnerPath's Diane Krakora explore the evolving science of partner scorecarding. In this webinar, you will: • Learn the scorecarding process that represent your company’s unique aspects • Discover what the smartest channel players are doing to stay ahead of the competition • See how the revolutions in cloud, bundled services, and virtualization are shaping partner evaluations • Gain techniques to reveal who is actively invested in your business, positioning you for success

1. Part 1 of a 2-Part Series
Key Partner Scorecarding Practices
for Channel Success
Tuesday,
October 29, 2013
10am PT / 1pm ET

2. 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

3. 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
www.channelmanagement.com
info@channelmanagement.com

4. Introduction:
Scorecarding vs. Business Planning
Peter Hornberger

5. Two-Part Webinar Series
Scorecarding
October 29, 2013
Business Planning
December 11, 2013
415.472.5100
www.channelmanagement.com
info@channelmanagement.com

6. 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
www.channelmanagement.com
info@channelmanagement.com

7. 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
www.channelmanagement.com
info@channelmanagement.com

8. How to Get the Biggest Bang
for Your Buck
Steven Kellam

9. 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
www.channelmanagement.com
info@channelmanagement.com

10. Customizing the Scorecard
for Your Business
Diane Krakora

11. Make a Plan
Why
When
Who
How
How
Often
What
415.472.5100
www.channelmanagement.com
info@channelmanagement.com

12. Considerations
Customer
Segment
Partnering
Model
Maturity
Cloud
Adoption
Types of
Partners
Goals
415.472.5100
www.channelmanagement.com
info@channelmanagement.com

13. Top 10 Scorecarding Metrics
Roundtable Discussion

14. 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
www.channelmanagement.com
info@channelmanagement.com

15. 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
www.channelmanagement.com
info@channelmanagement.com

16. 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
www.channelmanagement.com
info@channelmanagement.com

17. 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
www.channelmanagement.com
info@channelmanagement.com

18. 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
www.channelmanagement.com
info@channelmanagement.com

19. Recap and Summary
Peter Hornberger

20. 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
www.channelmanagement.com
info@channelmanagement.com

21. 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
www.channelmanagement.com
info@channelmanagement.com

22. 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
www.channelmanagement.com
info@channelmanagement.com

23. 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
www.channelmanagement.com
info@channelmanagement.com