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Partner Impact Assessment & CDC

The Partner Impact Assessment (PIA) is an in-depth dialogue between a client and a senior VC Global Partners team member. It is used to evaluate an Automation vendor's Partner program and benchmark it against Automation Channel management best practices - gathered from years of working with industry leaders and VC-funded start-up’s.  This enables us collectively to answer the most important question: “What should we do to drive sales productivity and improve our profitability?”

VC Global Partners has developed a tool that we call the Channel Development Continuum™, or CDC. Taking the data from the PIA, we use the CDC to identify accurately what stage a client organization has reached on their own Channel optimization path. This is not only in their development of Channels, but also in their own internal development in the ability to manage and optimize those Channels - and ultimately, ROI.

Each of the five CDC stages has its own mix of challenges, accomplishments and recommended growth initiatives. Regardless of where a client may be along the continuum, we have programs to elevate the impact of Partnering and foster sustained, exponential growth.

Click here for an explanation of each of the five Channel Development Continuum™ stages.

Sample Automation Vendor Questions

The following are sample PIA questions of the type used to enable us to position an Automation vendor for success:

Overall Market Strategy

1. •   Where will our growth come from?
   

1. •   How can we increase market share?
   

1. •   Do we really understand who our customers are or should be? Can we identify meaningful segment categories that help us to focus our efforts and get the highest return from our resources?
   

1. •   Do we understand how customers want to purchase our product solution/s? From whom do they want to buy, and what broader solution are they looking for?
   

1. •   Do we fully understand the cost and capacity of alternative routes to market?
   

Selecting Suitable Channel Partners

1. •   What’s the best Channel we could use to reach these customer segments? How do we know (i) if our current Channels and Partners are the best and (ii) when we should look to add to or replace them?
   

1. •   Do we know what we want our Partners to do? Are they capable of doing these things and if not, what are we doing to enable them?
   

1. •   Who and what kind of Partners are best for us?
   

Channel Partner Development/Nurturing

1. •   Have we the right skills and resources to manage the Channels we need? How do we achieve maximum revenue from them?
   

1. •   Do we communicate well with our Partners? Do they understand their role and have the information they need to succeed?
   

1. •   Partners will often have multiple and conflicting priorities, so how should we motivate them to do what we need?
   

1. •   Does our organization “embrace” the Channel? Is our Channel strategy clear and are we united to achieve shared Channel objectives?
   

1. •   How do we manage the organizational change required for Partnering success?

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