Channel Partner Analysis

channelpartner70bw Channel Partner Analysis

While managing a direct sales force can be challenging enough, optimizing the performance of the partner channel can be “one degree of separation” more difficult. That difficulty arises as the result of being separated from the partner sales force, the sales cycle and the ultimate buyer.

To fully understand your partner channel, you need information typically out of your reach. Veralytics tackles this problem by going directly to the source of the information, namely the partners themselves, as well as the end buyers of the product. This data then has deep analytics applied to it, which isolates the issues impacting channel performance.

Veralytics gets to the heart of channel performance by first uncovering the factors that drive partner recommendations. Once the factors are understood, Veralytics works directly with the partners and target buyers to identify opportunities to increase the frequency of partner recommendations. Finally, Veralytics analyzes the deals won and lost to understand the leading causes of positive and negative outcomes, and develops insights designed to improve not only partner recommendation rates, but win rates as well.

Using this fact- and marketplace-based approach allows clients to the channel and enables Sales executives to follow through on the recommendations with confidence.

By harnessing the Voice of the Customer (and Partners), Veralytics gives you the power to know:

  • How are my channel partners performing in the eyes of the customer?
  • Are my channel partners targeting the right people and companies?
  • Are my channel partners establishing value for my product?
  • Which channel partners are actively promoting my product and services?
  • Where does my company fit in my partner’s universe?
  • What issues do my channel partners have with my professional services and support?
  • Where do my channel partners want me to improve?

 

Veralytic’s Channel Partner Analysis has been developed over years of careful testing and refinement to ensure that the recommendations we make lead to more closed business for our clients. Our proven methodology is built around three discrete phases:

  • Capture accurate and unbiased information directly from buyers and partners: Veralytics has developed a tuned research instrument designed to reduce both question and response bias, ensuring the most accurate outcomes possible. Our field analysts are seasoned professionals who are trained to actively listen to customers, seek honest, candid responses and to probe for underlying sentiment in a way that only an unbiased third party can.
  • Isolate insights that drive purchasing decisions: There can be a vast chasm between what people say and what they do. Veralytics has built an analytic platform that correlates words and actions to differentiate customer insights that affect buying behavior from those that don’t – allowing our clients to focus on the insights that matter.
  • Develop actionable recommendations that will improve performance: Our account teams are experienced Sales, Marketing and Product practitioners who understand business dynamics as well as the research and statistics behind them. Each recommendation that we deliver must be: 1) actionable 2) supported by fact, and 3) tied to performance improvement.

Veralytics continously feeds the system the most recent Win-Loss information – from both buyers and channel partners –  to monitor performance and reflect back the impact of the changes made to your business throughout the year — ensuring you always repeat your wins and learn from your losses.