Partner Scorecard: The Route to a Better Program – A White Paper
- On January 26, 2022
The Need for a Partner Scorecard
How do we get the most from our program while keeping partners happy and productive?
It’s likely a question you’ve asked and come up with the same answer we all do, it’s about building a solid core of ideal partners. By creating an ecosystem full of great partners, with high loyalty, almost any program will begin operating at its full potential. But how do you discover which of your partners fit the bill and if you don’t have enough to round out your 20% quota, how can you ensure you recruit, and keep, more of the same quality? What you need is to use a partner profiling tool that provides a comprehensive and dynamic overview of your program and your partners’ activities that helps showcase their value, discover opportunities and eventually drive your relationships in the right direction.
Furthermore, the performance of partner sales and marketing teams is pivotal to the success of your program. However, the role of these teams is ever changing, and completely unrecognisable from what it was in the past. With tried and true techniques becoming redundant at an alarming rate, many managers are turning to new and emerging technologies in order to ensure the successful cultivation of long lasting business partnerships, securing revenue, and ultimately, leading to an actionable growth strategy. Thats why we created Partner Pulse and the Partner Scorecard, to help create evolving actionable insights about your partnerships.
Leveraging the Partner Scorecard
Creating a dynamic and up-to-date overview of partner performance is the key to ensure sustainable growth. Having the right partners in your network, who will drive business forward into new and existing markets is essential.
To ensure you are getting these partners you can implement and utilise a scorecarding system. This allows partners to be actively assessed, monitored and provides valuable insight into areas of possible improvement. An invaluable tool that will as results come in, produce a set of ideal partners and attributes. In turn you can use this information to learn from and generate more of these ideal partners using the same techniques and criteria. Combining the Partner Pulse modules to enhance recruitment engagement and attainment from every partner. By identifying these ideal partners you can focus support and finances to the partners producing results, or allocate resources to those with potential who are struggling, creating stronger, deeper and more sustainable partnerships.
By making your program more focused around your essential core partners and instilling the same values and ethic into every subsequent recruitment, onboarding and training, using the full power of your scorecard, you can reverse, stabilise and drive the course of your faltering program and see more great results than ever before.
To learn more about scorecarding our PRM specialists at Partner Pulse have create a White Paper you can download here: