… with the segmentation and coverage plan you’ve made so far, you should now have a summary of your current landscape and a fairly good idea of where your current contribution & potential lies.
But first,
Reflect – do you have the right setup to support your and your customers growth?
Considerations – Implications – Actions
🎯 Fit ✅ A. Do you have the right partners (capabilities & effectiveness)
based on the markets you are pursuing?
✅ B. What is your customers satisfaction with your partners?
🎯Balance ✅ A. Is there a balance between your A and B partners?
✅ B. Is there a balance between strategic, transactional, tactical
& Trusted partners?
✅ C. Do you need to recruit more partners?
🎯Impact ✅ A. Do the results of the segmentation (A,B,C) and your
partners status with your company correspond?
✅ B. How will you adress discrepancies between the partners,
their status and their actual value contribution?
– To you?
– To your customers?
✨Passion creates brilliance!
My goal with the ”IAW´s” is to hopefully provide you with some useful tips, insights, inspiration & reflections on the topic – when building & managing a world class extended salesforce that scales.
All of it based upon my own experiences, insights from people I have met and worked with, tools I have gathered and developed over the years on this topic.
Finally, nothing would make me more glad if I can give you an idea or inspiration to try something different or remember something you’ve already learned – be passioned and keep an open mind.
Stay tuned for the next IAW – 💡”Different roles – Different values”
Be safe, kind & pay it forward.
Best
/ John B
