The strategy titled "Improving Demand Chain Visibility and Control" aims to streamline the demand pipeline of channel partners by enhancing production planning and distribution through analytics and collaborative sales processes. An example of this is implementing a Channel Partner Analytics Platform. This involves selecting an analytics platform, setting up training, and creating dashboards to track demand trends, which allows for better forecasting and decision-making.
In addition to analytics, establishing a Collaborative Sales and Operations Process involves mapping current processes, identifying pain points, and standardizing frameworks across partners. For instance, workshops on collaborative planning and forecasting can improve integration and operational efficiencies.
Lastly, enhancing engagement and communication with channel partners is crucial. This can be achieved through dedicated communication channels, newsletters, and webinars, fostering a supportive network. An annual partner summit can provide a platform to share knowledge and recognize outstanding partners.
The strategies
⛳️ Strategy 1: Implement a Channel Partner Analytics Platform
- Research and select an analytics platform that integrates with existing systems
- Set up a training programme for channel partners on using the platform
- Collect baseline data on current quote and conversion rates
- Configure the platform to track and analyse quote pipelines from partners
- Develop customised dashboards for visibility on demand trends
- Implement automated alerts for significant changes in demand forecasting
- Schedule regular review meetings with key partners to discuss platform insights
- Establish a feedback loop for partners to suggest improvements
- Share best practices from partners performing well using the platform
- Evaluate and report on improvements in demand forecasting accuracy monthly
⛳️ Strategy 2: Establish a Collaborative Sales and Operations Process
- Set up a task force to lead the development of new sales processes
- Map out the existing sales and operations processes of key channel partners
- Identify key pain points in the current processes for each partner type
- Develop a standardised framework for sales processes to align partners
- Encourage partners to integrate sales forecasts into system planning
- Provide partners with templates and tools to streamline order processing
- Deliver workshops on collaborative planning and forecasting techniques
- Create a support team to assist partners with operational challenges
- Pilot the new process with a selected group of partners
- Measure the reduction in lead time and operational disruptions quarterly
⛳️ Strategy 3: Enhance Channel Partner Engagement and Communication
- Create a dedicated communication channel for regular partner interactions
- Initiate a bi-monthly newsletter sharing insights, updates, and opportunities
- Host quarterly webinars addressing industry trends and business strategies
- Develop a resource centre with self-help guides and instructional videos
- Implement a partner feedback portal to identify areas for support and improvement
- Recognise and reward partners for achieving sales process adherence
- Establish a mentoring programme pairing high-performing partners with others
- Run an annual partner summit to foster community and share knowledge
- Solicit feedback from partners to continuously improve communication approaches
- Monitor partner satisfaction and engagement levels bi-annually
Bringing accountability to your strategy
It's one thing to have a plan, it's another to stick to it. We hope that the examples above will help you get started with your own strategy, but we also know that it's easy to get lost in the day-to-day effort.
That's why we built Tability: to help you track your progress, keep your team aligned, and make sure you're always moving in the right direction.
Give it a try and see how it can help you bring accountability to your strategy.
