Channel Methodologies, CHAMP, Partner Portfolio Management Process

Selling with or through a partner are strategically important ways of extending your reach into new markets, or serving segments that otherwise would not be possible.  Working with channel partners requires organizations to not only understand their clients’ motivation to buy, but also their partners’ motivation to sell.

CHAMP (Channel and Alliance Management Process) enables you to create and manage predictable revenue streams from partnerships.  CHAMP Partner Planning provides the method and tools for building and implementing the insightful plans needed for effectively going to market with and through partners. CHAMP Joint Planning provides the method and tools for reviewing with the partner the planning methodology and CHAMP plan introduced in the Partner Planning program, in order to gain the partner’s approval and support.

The Benefits of CHAMP Partner Planning

• Clear plans for how to drive incremental revenue and strengthen partner relationships
• A company standard for partner planning and development
• Better allocation and use of company and partner resources
• Improved execution of the “go-to-market” strategy

The Benefits of CHAMP Joint Planning

• Increased partner commitment in joint selling activities based on validation of the
  CHAMP Plan
• Greater synergy with the partner to drive incremental revenue and strengthen partner relationships
• Better allocation and use of company and partner resources
• Improved execution of the “go-to-market” strategy

The Partner Portfolio Management (PPM) process is a structured methodology for channel or alliance professionals responsible for growing and managing a portfolio of partners. A typical portfolio contains a selected set of partners, often organized by geography or industry vertical, for which a sales history may or may not exist.  

PPM shows channel or alliance professionals how to assess their partners and apply the right strategies to each, resulting in an optimal mix of resource allocation and revenue achievement. PPM enables the channel or alliance professional to:

• Objectively prioritize their portfolio into ‘A,’ ‘B,’ and ‘C’ partners based on current and potential revenue
• Understand and quantify the short- and long-term business potential of the entire portfolio
• Develop new business opportunities with their strategic partners
  
• Manage the opportunity pipeline across their portfolio
  
• Maintain and grow key partnerships
  
• Develop a specific plan for each strategic ‘A’ partner, with an emphasis on developing new business and critical resource investments
  
• Build and implement a comprehensive Portfolio Plan for all partners in the portfolio

Use Dealmaker® for TAS Opportunity and Account Management to drive revenues, get clear channel forecasts and maximize the return on your investment in training and enabling your channel partners.