How do you segment and target your channel partner audience based on their needs and preferences?

Quanto mais claro for o seu sistema de avalia??o dos seus parceiros de distribui??o, mais fácil será a gest?o deles. Quanto você tem a sua estratégia clara e comunicada de forma clara, e essa estratégia está desdobrada em objetivos e indicadores bem definidos, toda a sua cadeia saberá o que se espera de cada ator. Quando você ainda conjuga um programa de "pay for performance" a um sistema de gest?o claro, aumenta as suas chances de alcan?ar alta performance.

To identify your ideal partner profile (IPP) you should start by defining your partnership goals (generating revenue is too broad and general;) Analyze your target audience and market, assess partner expertise, size, and location, and align partner goals and challenges. Remember that your partners are a gateway to your end customers so what matters to THEM? Is it stypes and levels of service, range of other products? Review your past partnerships and gather feedback to refine your criteria. The partner segments (like partnerships) are dynamic, you can't create this once a year and focus on one IPP without constantly tracking the market and adapting accordingly.

De acordo com as especificidades do seu negócio, identifique quais s?o os critérios mais adequados para segmentar seus parceiros para tornar seu relacionamento mais próximo e sua comunica??o mais eficiente.

Some ways to get started at segmenting your partner audience would be: Set your rules: Figure out what matters most to you in a partner. It could be their industry, size, or location - your call. Get the dirt: Collect data on potential partners based on your rules. This could mean some digging around, like surveys. Spot the trends: Find common traits among your potential partners. Look for the stuff they have in common, like interests or needs. Pick your favorites: Choose the segments that seem most promising. Focus on the ones that'll give you the most bang for your partnership buck. Stay flexible: Be ready to change your game plan as your partner scene evolves. What works today might not tomorrow.

Uma vez que você tem seus principais identificados e com objetivos SMART tra?ados, você pode classificar seus parceiros segundo um modelo que abranja as principais competências e atitudes esperadas.

Firstly, just so that you don't forget - Maintain a feedback loop for ongoing improvement and to constantly assess your partner's fit!!!! Now, when you're assessing a potential partner, start by checking if they match up with your ideal partner profile (IPP). Look at things like their industry, size, and expertise. It's also crucial to make sure your goals and expectations are on the same page to avoid any surprises later on. Take a good look at what resources and capabilities they bring to the table, and don't be shy about asking for references to see if they've got a solid track record. See if your working styles and communication mesh well, and consider how you'd handle potential problems.

Create personas that your internal teams (partner managers, sales reps, etc) will look at. If this is going to lead you to a slide only looked at once a year during a strategic meeting with VPs - you're gonna miss the point of doing this. Once you know your personas, craft executive summaries that emphasize the strategic value of each persona. Keep personas relevant with ongoing engagement strategies, and ensure they're a vital tool for driving growth and maximizing partnership success. Gamify it, make them friendly, give them names, and use them in your day-to-day discussions so that the personas are familiar throughout the team.

- Collect feedback from partners about their experiences, as often as possible. - Analyze data for insights on partner interactions and conversions. (use zugit.com to do this) - Spot patterns and identify pain points for partners. (Don't ignore the elephants in the room.) - Map out the journey stages with touchpoints and challenges. - Keep gathering feedback and update the map for ongoing improvements.