Channel Benchmarking

Channel - Benchmarking Channel Assessment - Map, Rank & Score Anand Subramaniam

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Highlights ,[object Object],[object Object],[object Object],[object Object],[object Object]

Channel Partner Assessment Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Channel Benchmarking Process Objective # 1 Strengths and Weaknesses What categories to recruit ? Objective # 2 Find the top partners Who to recruit? Objective # 3 Prioritise partners Resource Allocation Map Rank Channel Management Share of Wallet Score Channel Audit Channel Recruitment Channel Deployment Channel Strategy Market Priorities

Pre-requisites – Channel Mapping ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Channel Map Your Market Competitor #1 Your channel Partner Competitor #2 Competitor #3 Competitor #4 Competitor #5 Competitor #6

Channel Map - Areas ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Audit – Channel & Sales Team

Channel Audit ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Team Audit ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Rank – Top Partners ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Priority Ranking – Old vs. New E D C B A New Ranking Priority Old Ranking Priority Comments (strong or weak) Wallet to Gain Share of Wallet (%) Revenue Estimate Partner

Rank – Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object]

Scoring – Potential Revenue / Share Low share of wallet Low potential How to adapt support? How to increase training? Strong share of wallet Low potential How to help them to develop sales and business? Low share of wallet Strong potential How to seduce them? How to compete? Strong share of wallet Strong potential How to keep them? How to support them How to control competition? Share of wallet The potential revenue ,[object Object],[object Object],[object Object]

Scoring – Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Channel Benchmarking

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Channel Benchmarking