WorkSpan Solution Map

 

Explore the use cases our customers leverage today to
drive exponential value in their ecosystem programs.

Partner Programs

Joint Sales

Joint Marketing

Joint Solutions

Joint Funds

Collaborative Portfolio Planning

Partners want to build solutions around your portfolio of products. Your company needs to build solutions around your partners’ portfolio of products. You need a place to plan your investments together with your partners, such that you coordinate with your ecosystem intentionally – ensuring that your partners are investing across the spectrum for the full breadth of your customers’ needs.

 

Without Collaborative Portfolio Planning, you risk having your partners over-invest in “hot” areas making that area super-competitive for your partners and therefore less rewarding for them in the long term. You also risk having your partners miss areas that will create tremendous value for your customers – exposing your portfolio to risk of losing market share.

Industry Drivers

  • Customers want end-to-end solutions to their problems
  • A vibrant ecosystem is able to innovate much faster on customers’ problems than any single company

Business Needs

  • Improve experience of customers / prospects
  • Provide a holistic solution to customer needs
  • Align and integrate your solutions with your ecosystem partners’ offers

Capabilities

  • Plan your joint solution portfolio
  • Set goals for solutions, by industries and use cases
  • Plan budgets and spend for joint development
  • Invite your partners to collaborate, review and approve the plan.

Business Outcomes

  • Increase joint solution nominations
  • Faster launch of new initiatives / solutions
  • Increase partner driven revenue

Stakeholders

  • SVP Business Development
  • VP of Alliances
  • SVP of Product

Idea to Launch / Apply To Publish

Partners want to work with you to build solutions around your portfolio of products. You have to guide them on your internal processes, check-lists and gates that helps put together solutions that are ready for your sellers or channel to sell. Conversely, your partners also have their own internal processes, check-lists and gates.

 

Without collaborative Idea to Launch, your partners experience your processes as a “black box”. They are not sure how many steps they have to take to reach your field. This lack of visibility results in a lack of planning and tracking, which delays time to market of your joint solutions.

Industry Drivers

  • Customers want end-to-end solutions to their problems
  • A vibrant ecosystem is able to innovate much faster on customers’ problems than any single company

Business Needs

  • Reduce risk of underperforming partners
  • Grow digital initiatives that require multi-partner components
  • Assemble holistic offerings

Capabilities

  • Source joint solution ideas from your partner ecosystem
  • Design a cross-company collaborative workflow that includes approval steps across your company and the partners, track the progress of build assets (Business Case, Solution Architecture)
  • Build a stringent certification process that ensure partner solutions meet your requirements and standards
  • Built-in notifications to inform users of progress, upcoming tasks and milestones, resulting in higher partner engagement and accelerated time to market
  • Plan launch activities for demand generation and awareness

Business Outcomes

  • Accelerate speed to market
  • Improve connectivity and collaboration
  • Create more design wins
  • Scale joint solutions faster

Stakeholders

  • VP of Alliances
  • Regional Head of Alliances
  • VP of Business Development

Launch to Scale

Partners want to work with you to scale their sales for their solutions built around your portfolio of products. You have to guide them on how to engage with your sellers or channel — receive incoming leads from them or your sellers or your channel, jointly assess leads with them, engage with your field during the selling process, and track each opportunity through closure.

 

Without collaborative Launch to Scale, your partners experience your go-to-market as a “black box”. They are not sure if you are promoting their solutions through your marketing, if your sellers or your channel are engaging with customers around their solutions. They do not know who needs their SME help nor do they know how to provide their help.

Industry Drivers

  • Shift to selling a whole solution
  • Enable multi partner solution packaging and sales
  • Product and platform focus

Business Needs

  • Reduce barriers for partners
  • Deliver superior whole solutions to customers
  • Work across company boundaries
  • Streamline GTM motions
  • Increase revenue

Capabilities

  • Promote in-market solutions to larger ecosystem – Resellers, MSPs
  • Import existing solutions from your catalog or other marketplaces
  • Enable Partners:
    • Maintain joint solution enablement assets (Datasheets, Case Studies)
    • Attach solution assessments to enable all ecosystem partners to sell at scale
    • Engage and collaborate with solution experts across companies, on a specific deal
    • Track how many partner resources are certified for the solution
  • Partners are notified on solution and asset updates
  • Nominate opportunities and track solution pipeline and closed revenue in real-time across geographies
  • Find complementary solutions, for recommendation on opportunities to drive deal expansions

Business Outcomes

  • Increase deal size
  • Accelerate speed to market
  • Grow revenue with increasing co-sell transactions

Stakeholders

  • Channel Chief
  • VP of Alliances
  • VP of Channel Sales
  • Regional Head of Alliances/Channels

Review Performance

Partners want to work with you to review performance of their solutions built around your portfolio of products. They want to share their performance with you, and expect you to share your performance with them.

 

Without a collaborative Review Performance, your partners receive an ad-hoc perception of performance of their joint solutions. It is hard for your to articulate their contribution to your company’s performance. It is hard for your partners to articulate your contribution to their company’s performance.

Industry Drivers

  • Partner accountability
  • Driving joint KPIs across partner companies
  • One source of truth is expected

Business Needs

  • Track partner performance
  • Ideation and creative flexibility
  • Speed to market

Capabilities

  • Review solution performance in real-time, track pipeline and revenue metrics
  • Analyze top performing solutions by partner, industry, region and use case
  • Invest in top performing joint solutions
  • Retire poor performing joint solutions

Business Outcomes

  • Eliminate manual spreadsheet tracking/tracing activities
  • Driving performance and business impact with increased visibility
  • Take advantage of hidden market opportunities
  • Apply feedback faster (fail fast, pivot)

Stakeholders

  • Channel Chief
  • VP of Alliances
  • VP of Channel Sales
  • Regional Head of Alliances/Channels

Apply to Publish

Partners want to work with you to publish their solutions to your marketplace. You have to guide them on your internal processes, check-lists and gates that helps put together solutions that are ready for your sellers or channel to sell. Conversely, your partners also have their own internal processes, check-lists and gates.

 

Without collaborative Apply to Publish, your partners experience your processes as a “black box”. They are not sure how many steps they have to take to reach your field. This lack of visibility results in a lack of planning and tracking, which delays time to market of your joint solutions.

Industry Drivers

  • Customers want end-to-end solutions to their problems
  • Expedite and automate processes
  • Drive partner accountability

Business Needs

  • Deliver superior whole solutions to customers
  • Work across company boundaries
  • Empower field awareness
  • Foster collaboration

Business Outcomes

  • Create and package solutions faster
  • Streamline and automate processes
  • Eliminate legacy disparate tools

Stakeholders

  • Regional Head of Alliances
  • Alliance Manager
  • Partner Managers

Collaborative Marketing & Enablement Plan

Partners want to build marketing & enablement plans around your portfolio of products and services. Your company needs to build marketing and enablement plans around your partners’ portfolio of products and services. You need a place to plan your investments together with your partners, such that you coordinate with your ecosystem intentionally – ensuring that your partners are investing across the spectrum of your joint audiences.

 

Without Collaborative Marketing Planning, you risk having your partners over-invest in “hot” areas and under-invest in many market segments. You risk mis-aligned marketing, where partners bid against you making it cost higher for the same set of leads. You risk not having an intentional execution plan to achieve your shared revenue goals.

Industry Drivers

  • Joint marketing drives awareness and demand around your joint solutions.
  • Expand your company’s reach to new markets and audiences through partners.
  • Build on your partner’s brand value and market leadership in markets you don’t play.
  • Double your market reach at half the cost.

Business Needs

  • Get “outside-in” ideas for effective in-market joint campaigns.
  • Plan your marketing with your partners across regions, industries and LOB.
  • Inform your field of events from you and your ecosystem.

Capabilities

  • Plan your joint marketing strategy. Define the markets, industries and use cases to target.
  • Set goals by year, including # leads and pipeline.
  • Solicit marketing campaign ideas from your field and partners with tight approval and funding processes.
  • Invite your partners to collaborate, review and approve the plan.
  • Share marketing calendars and track joint events – webinars, conferences.

Business outcomes

  • Increase joint marketing campaign effectiveness
  • Expedite and empower field teams
  • Improve cross partner accountability

Stakeholders

  • VP, Partner Marketing
  • Partner Marketing Manager
  • Regional Marketing Manager

Propose to Market-Ready

Partners want to work with you to do marketing and enablement around your portfolio of products. You have to enable their field teams – across regions, industries and LOBs – to submit their marketing activity proposals, review their ideas, guide them on their performance goals, their audience segments and their marketing message till they are ready to execute.

 

Without collaborative Propose to Ready, your partners experience your company as a “black box”. They are not sure if they are making the right decisions, investing in the right activities, setting the right performance goals, or sending the right marketing message that would work for them and for you.

Industry Drivers

  • Gain outside-in ideas for the best in-market campaigns.
  • Customers and Prospects hear about your products and services from many sources.
  • Consistent messaging from your ecosystem drives faster market adoption and acceptance.

Business Needs

  • Build your marketing campaigns with your partners across regions, industries and LOBs.
  • Avoid conflict and optimize campaigns between partners across time, region, solutions, industries.
  • Ensure consistent messaging across your ecosystem.

Capabilities

  • Source marketing campaign proposals from ecosystem
  • Define ROI metrics by activity type – # attendees, # clicks, # conversions
  • Design a collaborative workflow that include approval steps across your company and the partner (regional and global approvals), track the progress of marketing assets.
  • Optimize marketing budgets across regions, partners, solutions, industries.
  • Invite marketing agency partners to participate in the campaign build
  • Track opportunities sourced from or influenced by this campaign

Business Outcomes

  • Optimized marketing campaigns across time, regions, solutions, industries.
  • Take advantage of the best ideas to drive greater market awareness and results.
  • Reduce manual activities
  • Create one source of truth
  • Improved performance with real-time reports

Stakeholders

  • VP, Partner Marketing
  • Partner Marketing Manager
  • Regional Marketing Manager

Market-Ready to Done

Partners want to execute with you on marketing around your portfolio of products and services. You have to enable their field teams and your field teams – across regions, industries and LOBs – to drive audiences to joint marketing activities. You have to track performance for each activity so that you can do more of what works, and less of what doesn’t.

 

Without collaborative Ready to Done, your partners experience their performance as a “black box”. They are not sure if their activities are under-performing in your ecosystem. You don’t know their performance – they do not know the performance you saw for their activities. There is no mechanism to exchange leads that are best for you or them to pursue. There is no tracking for leads sourced or influenced through revenue attribution.

Industry Drivers

  • Need for coordinated partner ecosystem joint marketing activities to drive joint revenue.
  • Need to launch and market joint solutions into global markets to drive joint revenue.

Business Needs

  • Execute your marketing with your partners across regions, industries and LOBs.
  • Track performance across each activity for every partner in your ecosystem.

Capabilities

  • Execute joint marketing campaigns across company boundaries for coordinated joint marketing programs.
  • Connect to your and your partner’s marketing automation systems for real-time updates on campaign results across companies
  • Invite marketing agency partners to participate in the campaign build
  • Track opportunities sourced from or influenced by this campaign
  • Build a Content Library to securely share assets with partners
  • Partners use content templates to accelerate go-to-market

Business outcomes

  • Scale campaigns across partners, solutions, regions, and industries.
  • Double market reach at half the cost.
  • Accelerate time to market

Stakeholders

  • VP, Partner Marketing
  • Partner Marketing Manager
  • Regional Marketing Manager

Review Performance

Partners want to review their marketing and enablement performance with you. You have to normalize marketing and enablement performance across your ecosystem – so that the best performers know what they are doing is right and can continue to execute; the poor performers know what they are doing is not working and can start doing activities that are working for others in the ecosystem.

 

Without collaborative Performance Review, your partners experience marketing and enablement with you as a “black box”. They are not sure if their investments are working for their partnership or not. You are not lifting up the ROI for every dollar invested in your ecosystem. As a result, your ecosystem under-performs.

Industry Drivers

  • Customers and Prospects perceive your brand and your service based on the messages that your partners send to them.
  • Customer and Prospects make their decisions before they engage with you — their decisions are based on their own research online and from your partners.

Business Needs

  • Systemized and consistent partner sync
  • Accelerate decision cycle times

Capabilities

  • Integrate results from marketing automation systems (Eloqua, Marketo)
  • Review performance by marketing campaign
  • Analyze top performing campaigns by partner, industry, region
  • Determine ROI on marketing campaigns and get end-to-end reporting on your joint marketing funnel—from leads, to MQLs, SQLs, pipeline, & closed revenue

Business Outcomes

  • Reduce manual tracking/tracing activities
  • Driving performance and business impact with increased visibility
  • Apply feedback faster (fail fast, pivot)

Stakeholders

  • VP, Partner Marketing
  • Partner Marketing Manager
  • Regional Marketing Manager

Collaborative Sales Planning

Partners want to build sales plans around your portfolio of products and services and around your shared accounts. You need a place to plan your sales together with your partners, such that you coordinate with your ecosystem intentionally – ensuring that the right goals are being set and the right activities are happening in driving revenue across all field teams – across regions, industries and LOBs.

 

Without Collaborative Sales Planning, you risk having your partners mis-aligned on your shared goals. You risk mis-aligned selling, where partners are pursuing opportunities and generating a pipeline that has lower win rates or lower profitability. You risk not having an intentional execution plan to achieve your shared revenue goals with your ecosystem.

Industry Drivers

  • Ecosystem partners source or influence >50% of your revenue.
  • Partners reach audiences that your sellers do not.
  • Partners give you permission to engage in accounts that your company does not have a meaningful presence yet.

Business Needs

  • Align sales across sales, partner management, and your ecosystem partner teams
  • Empower alliance teams
  • Generate new revenue streams

Capabilities

  • Build a joint sales plan. Define joint objectives including revenue and pipeline targets by region, industry, use case.
  • Invite your partners to collaborate, review and approve the plan
  • Run your QBRs and pipeline review calls with a shared view of joint opportunities
  • Accelerate deals with built-in collaboration features such as comments and task assignments

Business Outcomes

  • Grow joint partner revenue
  • Increase in joint pipeline
  • Increase deal velocity

Stakeholders

  • Channel Chief
  • SVP, Alliances and Channels
  • Partner Sales Manager
  • Regional Alliance Manager
  • Global Alliance Manager

Manage Pre-Pipeline

Partners and you share leads and opportunities with each other even before they are registered in your CRM. You need a place to record your partner sourced and partner planned opportunities in accounts. This is your “pre-pipeline” — it will eventually become a pipeline when your sellers engage and create an opportunity in CRM. It often takes 2-3 months before this opportunity appears in CRM.

 

Without Managing your Pre-Pipeline, you risk having your partner sourced and partner planned leads and opportunities be recorded in spreadsheets or emails. The ball often gets dropped or actions don’t get followed up on – many times at your end by your sellers. Later, for the pre-pipeline that ends up as an opportunity in your CRM, your partners are not tagged. As a result, they are not rewarded for their work that started 2-3 months before your seller got engaged. This lowers trust in your partnership and hurts your ecosystem revenue.

Industry Drivers

  • Modernization of ecosystems
  • Ecosystem partners source or influence >50% of your revenue.
  • Elevate accountability and trust
  • Follow all leads

Business Needs

  • Track cross-company joint sales opportunities between 2 or more partners
  • Create actionable insights to drive revenue
  • Report on pre CRM joint pipeline across partners, regions, solutions, industries.

Capabilities

  • Identify target accounts for joint pursuit with one or more partners
  • Assess accounts for solution and use case fit
  • Source opportunities from your ecosystem partners
  • Develop pre-pipeline opportunities with your partner teams, and hand-off partner qualified leads to sales
  • Plan customer and partner meetings, and coordinate tasks to move the deal forward
  • Mobile app to collaborate on-the-go. Capture notes on the opportunity, share comments and send messages to partners.

Business Outcomes

  • Accelerate joint opportunities
  • Improve engagement and partner navigation
  • Increase customer centric joint solution creation

Stakeholders

  • Channel Chief
  • SVP, Alliances and Channels
  • Partner Sales Manager
  • Regional Alliance Manager
  • Global Alliance Manager

Nominate to Close

Partners want to leverage your SME in their engagements with their customers. They want to leverage your expertise around your products and services to engage with their customers better and serve their customers better. You need a place to record nominated opportunities from your partner where they want to engage with you – to help them with assessments, their opportunity plans, their sales activities (e.g., RFP, competition, demos, presentations). They want to share some information and withhold some information – you want to accept their translucency so that trust and velocity both increase.

 

Without a “Nominate to Close” process with your partners, you are playing a passive role in driving ecosystem revenue. You are hoping that partners are enabled enough to execute on each opportunity on your customer’s time. Such an approach decreases win rates, decreases deal sizes and increases the possibility of a dissatisfied customer.

Industry Drivers

  • Modernization of ecosystems
  • Customers are purchasing a whole solution, consisting of your products combined with your partners products and services
  • Ecosystem partners source or influence >50% of your revenue
  • Elevate accountability and trust
  • Follow all leads

Business Needs

  • Drive more joint revenue in a predictable way
  • Track and reward alliance activity / contribution
  • Build accountability
  • A shared system of record

Capabilities

  • Source opportunities from your ecosystem partners
  • Orchestrate the deal with reviews and approvals across partners
  • Manage development of joint sales assets e.g. PoC and Architecture proposals
  • Track partner activities and contribution on the deal – # meetings, # assets
  • Build a prescriptive sales playbook with automated check-list and tasks by stage (Path to Revenue)
  • Integrate with CRM systems:
    • Receive partner opportunities sourced by field sales and send to partners
    • Send partner nominated opportunities to sales
    • Updates automatically synced between your sales team and partner team
  • Mobile app to collaborate on-the-go. Capture notes on the opportunity, share comments and send messages to partners.

Business Outcomes

  • Lift joint partner (ecosystem) revenue growth
  • Improve partner check-ins and timing
  • Increase execution and partner connects

Stakeholders

  • Channel Chief
  • SVP, Alliances and Channels
  • Partner Sales Manager
  • Regional Alliance Manager
  • Global Alliance Manager

Co-Sell

Customers are focused on getting the “whole solution”. They want their buying experience to be seamless. They want to purchase your products from your resellers, purchase your technology partner’s products that complement your products, and leverage your services partner’s capabilities to implement and manage “whole solution” for their business needs. You need a place to record nominated opportunities and enable your partners to find complementary partners from your ecosystem that enables them to put together valuable “whole solutions” that drive value for the customer.

 

Without a “Co-Sell” process for your partners, you are playing a passive role in enabling ecosystem connections to happen in an ad-hoc manner. You are hoping that partners know which products can be assembled together to meet customer’s needs and which services will be needed to achieve value for the customer. Such an approach decreases win rates, decreases deal sizes and increases the possibility of a dissatisfied customer.

Industry Drivers

  • Modernization of ecosystems
  • Customers are purchasing a whole solution, consisting of your products combined with your partners products and services
  • Ecosystem partners source or influence >50% of your revenue
  • Elevate accountabiity and trust
  • Follow all leads

Business Needs

  • Combine forces to drive joint revenue with ecosystem partners
  • Create multi-partner selling motions between partners
  • Leverage skill sets, brand value, and executive relationships of multiple parties

Capabilities

  • Co-sell and collaborate with multiple partners to close joint opportunities together
  • Identify and invite partners with complementary offerings to expand the deal size and increase win rates
  • Attach recommended solutions that match the opportunity profile including customer region, industry, use case

Business Outcomes

  • Accelerate joint partner (ecosystem) revenue growth
  • Increase joint pipeline
  • Increase sourced and influenced revenue
  • Increase execution and partner connects

Stakeholders

  • Channel Chief
  • SVP, Alliances and Channels
  • Partner Sales Manager
  • Regional Alliance Manager
  • Global Alliance Manager

Review Performance

Partners want to review their sales performance with you. You have to normalize sales performance across your ecosystem – so that the best performers know what they are doing is working and can continue to execute; the poor performers know what they are doing is not working and can start doing activities that are working for others in the ecosystem.

 

Without collaborative Performance Review, your partners experience sales with you as a “black box”. They are not sure if their pipeline and their wins are working for their partnership or not. Manually collecting information for QBRs is time-consuming, inefficient, and error-prone. You are not growing the deal size or driving more value at customer accounts engaged by your partners in your ecosystem. As a result, your ecosystem underperforms.

Industry Drivers

  • Modernization of ecosystems
  • Customers are purchasing a whole solution, consisting of your products combined with your partners products and services
  • Ecosystem partners source or influence >50% of your revenue
  • Elevate accountabiity and trust
  • Follow all leads

Business Needs

  • A real-time source of truth on pipeline and revenue performance with ecosystem partners
  • Validation of alliance influenced revenue
  • Push real-time updates on performance against KPI’s to key decision makers

Capabilities

  • Report on sales performance by partner, region, industry, solutions
  • Report revenue influence (%) per contributing partner, partners who sourced and/or influenced the deal
  • Determine which partners are sourcing the highest value deals
  • Full reporting and analytics based on a single, real-time database of sales activities across partners

Business Outcomes

  • Reduce manual reporting
  • Provide real-time pipeline visibility and status
  • Make investment adjustments to GTM strategies based on real-time market trends and opportunities
  • Increase execution and partner connects

Stakeholders

  • Channel Chief
  • SVP, Alliances and Channels
  • Partner Sales Manager
  • Regional Alliance Manager
  • Global Alliance Manager

Funds Planning

You offer funds to your partners, and you receive funds from your partners. You have to plan the utilization of these funds so that they help you and your partner achieve your shared goals. You need a place to plan your funds together with your partners, such that you coordinate with your ecosystem intentionally – ensuring that the right goals are being set and the right activities are happening in driving revenue and driving solutions across all field teams – across regions, industries and LOBs.

 

Without Collaborative Funds Planning, you risk having your partners mis-aligned on your shared goals. You risk mis-aligned spending, where partners are funding activities and generating outcomes that have lower win rates or lower profitability. You risk not having an intentional execution plan to achieve your shared goals with your ecosystem.

Industry Drivers

  • Typically 30% of available funds go unused annually
  • 50% of utilized funds often get spent in a knee-jerk manner to use up funds in the last weeks of the quarter
  • CFOs are asking for accountability on funds utilized. The questions are increasing in preciseness and intensity.

Business Needs

  • Measure ROI from funded activities
  • Compliance tracking against business policies Improve fund utilization
  • Drive more revenue with funds allocated to more effective marketing programs

Capabilities

  • Set MDF budgets by partner and region
  • Fund can be owned by one or many partners
  • Combine your funds and amplify your marketing to reach an extended ecosystem.
  • Invite one or multiple partners to apply to the fund
  • Build fund proposal and claim templates to capture data and metrics, tailored to your business policies

Business Outcomes

  • Drive more revenue with funds allocated to more effective marketing programs
  • Better alignment on funds allocation and program execution
  • Better auditability and reduced misappropriation of funds
  • Bi-directional allocation of funds to run the most effective programs across multiple partners

Stakeholders

  • VP Global Channels
  • Alliance Marketing Manager
  • Alliance Program Specialist
  • Partner Operations Director
  • CFO

Propose to Done

Partners want to utilize shared funds to execute with you around your portfolio of products and services. You have to enable their field teams to propose activities that you can fund to drive shared outcomes. You have to enable your field teams – across regions, industries and LOBs – to connect with their field teams and leverage these funded activities to achieve your goals. You have to track performance for each activity so that you can do more of what works, and less of what doesn’t.

 

Without collaborative Propose to Done, your partners field team perceive of your fund process as a “black-box”. They are not sure how much funds are available, how much performance goals are expected from them, and how to adapt their ideas based on what you know works. You don’t know their performance – they do not know the reasons you accept or reject their proposals. There is no mechanism to connect funded activities with Marketing or CRM systems that tracks outcomes for these activities automatically.

Industry Drivers

  • Typically 30% of available funds go unused annually
  • 50% of utilized funds often get spent in a knee-jerk manner to use up funds in the last weeks of the quarter
  • CFOs are asking for accountability on funds utilized. The questions are increasing in preciseness and intensity

Business Needs

  • Measure ROI from funded activities
  • Compliance tracking against business policies
  • Improve fund utilization
  • Drive more revenue with funds allocated to more effective marketing programs

Capabilities

  • Source funding proposals from your ecosystems for any partner activity – marketing campaigns, or sales and solution development activities
  • Build fund proposal template to request data and metrics, that match with your business policies
  • Design a collaborative workflow, include approval steps across your company and the partner (regional and global approvals)
  • Track ROI based on pipeline/revenue of opportunities sourced from or influenced by approved campaigns
  • Mobile approvals so you can approve on the go

Business Outcomes

  • Drive more revenue with funds allocated to more effective marketing programs
  • Better alignment on funds allocation and program execution
  • Better auditability and reduced misappropriation of funds
  • Bi-directional allocation of funds to run the most effective programs across multiple partners

Stakeholders

  • VP Global Channels
  • Alliance Marketing Manager
  • Alliance Program Specialist
  • Partner Operations Director
  • CFO

Claim to Reimbursement

Partners want to get reimbursed on their spend on activities that were approved for funding. You have to enable their field teams to submit claims and receive timely reimbursements. You have to inspect their proof of spend, proof of execution and proof of performance so that you can reimburse compliant spending.

 

Without collaborative Claim to Reimbursement, your partners field team perceive of your claims process as a “black-box”. They are not sure how much claims are pending, which claims were declined and for what reason. You don’t know their spending – they do not know the reasons you accept or reject their proposals. There is no mechanism to connect their proof points that tracks outcomes for these activities automatically.

Industry Drivers

  • Typically 30% of available funds go unused annually
  • 50% of utilized funds often get spent in a knee-jerk manner to use up funds in the last weeks of the quarter
  • CFOs are asking for accountability on funds utilized. The questions are increasing in preciseness and intensity.

Business Needs

  • Measure ROI from funded activities
  • Compliance tracking against business policies
  • Improve fund utilization
  • Drive more revenue with funds allocated to more effective marketing programs

Capabilities

  • Partners register claims for approved funding proposals
  • Submit claim packages that include proof of execution and proof of performance
  • Design a collaborative workflow for claims approval, include approval steps across your company and the partner (regional and global approvals)
  • Track status of payments against the claim
  • Mobile approvals so you can approve on the go

Business Outcomes

  • Drive more revenue with funds allocated to more effective marketing programs
  • Better auditability, compliance tracking, and reduced misappropriation of funds
  • Funds spending can be tied to partner program proof of performance for true co-marketing value reporting

Stakeholders

  • VP Global Channels
  • Alliance Marketing Manager
  • Alliance Program Specialist
  • Partner Operations Director
  • CFO

Review Performance

You want to review your fund performance with your partners. You have to normalize funds performance across your ecosystem – so that the best performers know what they are doing is working and can continue to execute; the poor performers know what they are doing is not working and can start doing activities that are working for others in the ecosystem.

 

Without collaborative Performance Review, your partners experience funds from you as a “black box”. They are not sure if their activities are working for their partnership or not. You are checking for compliance after the execution is done, you are receiving performance feedback that is missing in the best case and incorrect in the worst case. As a result, your funds under-perform and thus your ecosystem under-performs.

Industry Drivers

  • Your company invests a lot in your partnerships in funds and incentives
  • Your company expects 20x return on these investments
  • CFOs are asking for accountability on funds utilized. The questions are increasing in preciseness and intensity.

Business Needs

  • Measure ROI from funded activities
  • Compliance tracking against business policies Improve fund utilization
  • Drive more revenue with funds allocated to more effective marketing programs

Capabilities

  • Comprehensive reports for the funding lifecycle, including funds available, funding proposals requested and approved, claims requested and approved
  • Guide partners towards planning for activities that generate highest ROI
  • Optimize fund allocations to the top performing partners and campaigns

Business Outcomes

  • Drive more revenue with funds allocated to more effective marketing programs
  • Better auditability, compliance tracking, and reduced misappropriation of funds
  • Funds spending can be tied to partner program proof of performance for true co-marketing value reporting

Stakeholders

  • VP Global Channels
  • Alliance Marketing Manager
  • Alliance Program Specialist
  • Partner Operations Director
  • CFO

Collaborative Partner Planning

Partners want to build sales, marketing, enablement, solution, funds & incentives plans around your portfolio of products and services. Your company needs to do the same around your partners’ portfolio of products and services. You need a place to plan your execution together with your partners, such that you coordinate with your ecosystem intentionally – ensuring that your partners are activating across your target market.

 

Without Collaborative Partner Planning, you risk having your partners over-invest in “hot” areas and under-invest in many market segments. You risk misaligned partnering, where market reach and coverage is spotty, leaving segments open for your competition. You risk not having an intentional execution plan to achieve your shared revenue goals with your ecosystem.

Industry Drivers

  • Modernization of ecosystems
  • Ecosystems drive revenue, market share, time to market, customer satisfaction and customer usage and adoption
  • An aligned ecosystem drives higher customer satisfaction, usage and adoption much faster than 1-1 partnering
  • Customers are purchasing a whole solution, consisting of your products combined with your partners products and services
  • Ecosystem partners source or influence >50% of your revenue.

Business Needs

  • Remove limitations on partnering
  • Gain greater partner participation in your partner programs
  • Gain greater visibility for the value and benefits of your program to attract new partners.

Capabilities

  • Define programs for bilateral partnerships or multi-partner ecosystem programs
  • Align partnership and program strategies across build-with, market-with and sell-with motions
  • Set program objectives including areas of investment, expected business outcomes
  • Set quantitative goals for spend, revenue, market share and overall ROI
  • Define partner incentive plans, that align with your business goals
  • Design program onboarding, with steps for partners to sign agreements and register partner profiles
  • Publish partner onboarding and enablement content

Business Outcomes

  • Improve visibility of your partner program to more potential partners
  • Set, measure and track performance against program goals
  • Expedite partner onboarding
  • Improve partner participation in your partner program

Stakeholders

  • Chief Revenue Officer
  • Chief Partner Officer
  • Channel Chief
  • VP of Alliances
  • Regional alliance and sales leaders

Manage Incentives

You offer incentives to your partners, and you receive incentives from your partners. You have to plan the achievement of these incentives so that they help you and your partner achieve your shared goals and hit their incentives. You need a place to plan your incentives together with your partners, such that you coordinate with your ecosystem intentionally – ensuring that the right goals are being set and the right activities are happening in driving revenue, marketing, enabling and building offerings across all field teams – across regions, industries and LOBs.

 

Without Collaborative Management of Incentives, you risk having your partners misaligned on your shared incentives. You risk misaligned activities, where partners are gaming incentives and doing activities that you know have lower win rates or lower profitability. You risk not having an intentional execution plan that hits incentives but results in an under-performing ecosystem.

Industry Drivers

  • Incentives help drive revenue, market share, customer satisfaction and customer usage and adoption through your partner ecosystem
  • An aligned ecosystem drives higher customer satisfaction, usage and adoption much faster than 1-1 partnering.

Business Needs

  • Management of partner incentive programs
  • Deploy new incentives and measure effectiveness against critical KPIs
  • Deploy incentive programs at a per partner level

Capabilities

  • Award incentives (monetary and non-monetary)
  • Incentives can be auto-computed, based on a factor of other achievements as input e.g. # new customers, $ value of deals, # certified resources, # joint webinars.
  • Partners and program owners track accrued incentives in real-time, driving urgency to increase their engagement and contributions to the program

Business Outcomes

  • Accelerate revenue and market expansion
  • Drive partner behavior for improved customer outcomes
  • Measure incentive results against target KPIs

Stakeholders

  • VP of GTM Initiatives
  • Director of Alliances

Review Performance

You want to review your ecosystem performance with your partners. You have to normalize performance across your ecosystem – so that the best performers know what they are doing is working and can continue to execute; the poor performers know what they are doing is not working and can start doing activities that are working for others in the ecosystem.

 

Without collaborative Performance Review, your partners experience programs from you as a “black box”. They are not sure if their execution is working for their partnership or not. You are checking for outcomes after the execution is done, you are receiving performance feedback that is missing in the best case and incorrect in the worst case. As a result, your programs under-perform and thus your ecosystem under-performs.

Industry Drivers

  • Modernization of ecosystems
  • Ecosystems drive revenue, market share, time to market, customer satisfaction and customer usage and adoption
  • Your company invests a lot in your partnerships via programs
  • Your company expects 20x return on these investments.

Business Needs

  • Remove limitations on partnering
  • Gain greater partner participation in your partner programs
  • Gain greater visibility for the value and benefits of your program to attract new partners
  • Create innovative GTM solutions

Capabilities

  • Track partner engagement metrics on the program – # users, # connections, # asset downloads
  • Measure overall ROI from the program and per partner in the program, as revenue and spend metrics are consolidated in a single page view
  • Award incentives (monetary and non-monetary) based on partner’s achievements in the program

Business Outcomes

  • Set, measure and track performance against program goals
  • Measure improved partner participation in your partner program
  • Demonstrate delivery of better whole solutions and customer experience to your joint customers

Stakeholders

  • Chief Revenue Officer
  • Chief Partner Officer
  • Channel Chief
  • VP of Alliances
  • Regional alliance and sales leaders

Partner to Partner (P2P)

Customers are focused on getting the “whole solution”. They want their buying experience to be seamless. They want to purchase your products from your resellers, purchase your technology partner’s products that complement your products, and leverage your services partner’s capabilities to implement and manage “whole solution” for their business needs. You need a place to record nominated opportunities and enable your partners to find complementary partners from your ecosystem that enables them to put together valuable “whole solutions” that drive value for the customer.

 

Without a “Partner-to-Partner” program for your partners, you are playing a passive role in enabling ecosystem connections to happen in an ad-hoc manner. You are hoping that partners know which products can be assembled together to meet customer’s needs and which services will be needed to achieve value for the customer. Such an approach decreases win rates, decreases deal sizes and increases the possibility of a dissatisfied customer.

Industry Drivers

  • Modernization of ecosystems
  • Ecosystems drive revenue, market share, time to market, customer satisfaction and customer usage and adoption
  • An aligned ecosystem drives higher customer satisfaction, usage and adoption much faster than 1-1 partnering
  • Customers are purchasing a whole solution, consisting of your products combined with your partners products and services
  • Ecosystem partners source or influence >50% of your revenue.

Business Needs

  • Remove limitations on partnering
  • Gain greater partner participation in your partner programs
  • Gain greater visibility for the value and benefits of your program to attract new partners
  • Create innovative GTM solutions

Capabilities

  • Drive partner to partner connections, and accelerate the pace of innovations and go-to-market
  • Discover partners and solutions in the program, based on partner profile and solution profile attributes
  • View recommended solutions from partners that match the opportunity profile such as customer region, industry, use case
  • Facilitated “handshake” to request access to solution, start collaborating, and create a whole solution for your joint customers.

Business Outcomes

  • Improve visibility of your partner program to more potential partners
  • Set, measure and track performance against program goals
  • Expedite partner onboarding
  • Improve partner participation in your partner program
  • Holistic multi-way solutions

Stakeholders

  • Chief Revenue Officer
  • Chief Partner Officer
  • Channel Chief
  • VP of Alliances
  • Regional alliance and sales leaders

360-degree Planning

Your partners want a multi-dimensional relationship with you. They are interested in driving revenue through joint sales execution; in driving awareness and demand through joint marketing execution; in driving “whole solutions for customer needs” through joint solutions execution; in aligning business outcomes via incentives and funds; in doing periodic reviews to keep execution aligned. You need a place to plan and execute across multiple dimensions together with your partners, such that you coordinate your ecosystem intentionally – ensuring that your partners are activating across your target market.

 

Without Collaborative 360-degree Partnering, you risk having your partners over-invest in “hot” areas and under-invest in many market segments. You risk misaligned partnering, where sales-marketing-solutions-incentives-funds are mis-aligned, leaving segments under-performing for your competition to pick up market share. You risk having an under-performing ecosystem.

Industry Drivers

  • Modernization of ecosystems Ecosystems drive revenue, market share, time to market, customer satisfaction and customer usage and adoption
  • An aligned ecosystem drives higher customer satisfaction, usage and adoption much faster than 1-1 partnering
  • Customers are purchasing a whole solution, consisting of your products combined with your partners products and services
  • Ecosystem partners source or influence >50% of your revenue.

Business Needs

  • Remove limitations on partnering
  • Gain greater partner participation in your partner programs
  • Gain greater visibility for the value and benefits of your program to attract new partners
  • Create innovative GTM solutions

Capabilities

  • Define annual sales plans, track opportunities and review sales metrics across the program
  • Define annual marketing plans, track campaigns and review marketing metrics across the program
  • Partner Locator identifies best fit partners based on their location and expertise
  • Engage a partner on a specific opportunity or a campaign based on their profile and contributions in the program

Business Outcomes

  • Improve visibility of your partner program to more potential partners
  • Set, measure and track performance against program goals
  • Expedite partner onboarding
  • Improve partner participation in your partner program
  • Holistic multi-way solutions

Stakeholders

  • Chief Revenue Officer
  • Chief Partner Officer
  • Channel Chief
  • VP of Alliances
  • Regional alliance and sales leaders

Create A product first!

Create a product first please!