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Stop Using Spreadsheets for Partner Management

If you’re using spreadsheets to manage your partner program, you don’t get it.

Relayware Partner Relationship Management

Stop Using Spreadsheets for Partner Management

The best channel partner management relies on a warehouse of tools to engage partners at every stage of the lifecycle in many different ways. These tools include databases, learning management systems, deal registration, emails and so many more.

If you’re using spreadsheets to manage your partner program, you don’t get it.

You or your employees will spend more time managing the various tools and then trying to connect the dots to see how your partners are performing than thinking strategically and moving the needle to increase channel sales.

To effectively manage all of your partners and get the very best performance out of the channel – regardless of what type – make sure that all aspects of your program are integrated. You should be able to quickly see how your top performing partners consume your training (webinars, on-demand videos, on tablets). How often are these top performing partners co-branding materials with you? What percentage of the leads do they self-generate vs. glean from you and what percentage of each of those categories do they close? By comparison, take a look at the 75th percentile and the 50th percentile of your performers to identify the differences and where you can easily add lift to your next best performers.

This slicing and dicing shouldn’t take many laborious hours because you have to pull information from eight different places. Also, when looking at these measurements, examine down to the partner professional level, not just your partner organizations. There are likely to be some poor performers at your largest partner organizations and some very strong channel sales professionals at organizations you see as low performers.

You can’t steer your channel partner network if you are in the hull sorting out the oars.

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