Can you tell how much every euro you spend on your partners brings you back?
Many companies struggle to maximize the value of their partnerships due to a lack of visibility and a clear strategy, because they do not differentiate between them and treat them all the same way while the reality requires another approach.
PartnersMap
Mapping your partners allows you to anticipate their performance and to optimize the allocation of your resources and programs accordingly.
PartnersMap aims to solve this problem by helping you set a map of your partners and to split them into 4 groups, that will allow you to treat them according to the characteristics of each.
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Who? How?
PartnersMap is for companies that want to get the best out of their business partners. The tool allows you to segment your channel partners based on their current performance and potential to develop. 4 quadrants are used to segment them: Invest, Prioritize, Maintain and Qualify, inspired by the quadrants of the Boston Consulting Group (BCG).
Mapping Partners into 4 Quadrants
For each quadrant, you will define specific programs and allocate the most appropriate budgets and resources. In this effort, PartnersMap will guide you with recommendations based on our expertise with 200+ clients.
Invest
Partners with high growth potential and strategic alignment. These partners deserve additional investments in resources, training and support to maximize their potential.
Prioritize
Successful partners but requiring special attention to maintain or improve their performance. They must be prioritized in your management and development efforts.
Maintain
Stable partners with consistent performance. These partners must be maintained with an adequate level of support to ensure the continuity of their contribution.
Qualify
Partners with uncertain potential or declining performance. These partners should be evaluated to determine whether they merit reskilling efforts or whether it is better to gradually reduce collaboration.
Your Data
PartnersMap first needs to be fed with your partners’ current revenue and 3-year revenue projections. Using the template provided to you in Excel format, you will upload all your partners data, with their current and 3-year turnover, as well as the success factors that will lead them there. You can modify your projections at any time, add new partners or eliminate them according to your needs, directly in the tool.
Your Criteria
Once your partners are downloaded, the tool will automatically calculate medians which will allow an initial segmentation which you can modify by dragging your criteria from High Performance Revenue Threshold and Minimum Revenue Threshold. You always maintain control over the segmentation of your partners, for a balanced distribution.
Roll-Out
PartnersMap is an annual exercise for which you must plan a full day organized in a channel team workshop. Furthermore, we recommend regular revisions which will allow you to refine your analysis.
PAD Support
We advise you to engage the support of one of our experts to facilitate the adoption of the tool, share best practices, participate in your definition of your programs per quadrant, thereby significantly increasing your return on investment.
Your Conclusions
The results of your PartnersMap analysis should ideally be shared on a regular basis with your teams, general management, and possibly even with other functions in your company, leading to the development of your partners and your indirect sales.
As a result, you will establish regular and clear communication ensuring transparency on your partners, whether in terms of their current state, follow-up of their progress, or the programs defined for each quadrant.
Can you tell how much every euro you spend on your partners brings you back?
PartnersMap offers you a methodology and rigor, in the establishment of your partners mapping, on an ongoing basis. Its ease of use and intuitive interface allows you to bring together all the stakeholders in the development of your indirect sales.
Thanks to the definition of specific programs for your Invest, Prioritize, Maintain and Qualify quadrants, inspired by the BCG matrix, PartnersMap is also a long-term tool, for improving the allocation of your resources.
Take Control of Your Indirect Sales Business with PAD Solutions!
Are you ready to elevate your indirect sales strategy and drive unprecedented and sustainable growth? Start your journey with PAD Solutions and take advantage of our 20+ years of expertise in channel sales to structure, optimize your partnerships and maximize your success.