IS BiR (BUSINESS IN RETAIL) AN EFFECTIVE STRATEGY FOR ACHIEVING SALES GROWTH (PART II)

As previously agreed, today’s article will focus on the last two points of the BiR best practices “The life cycle process” and “Measuring the partner performance”

1- The life cycle process?:

The successful organizations that use the BiR channel follow similar End-to-End processes, which include clear and basic steps. It is important to ensure that each of these steps is well defined, processed, and monitored. Therefore, when developing your channel program, you should consider the following questions to determine which processes to incorporate:

Then, you can list the questions that will help determine which processes to incorporate.

For exemple?:

? How will you select channel partners?

? What is your process for recruiting new partners?

? How will you onboard new partners and ensure they have the necessary training and resources?

? What strategies will you use to enable partners to effectively sell and market your products or services?

? How will you measure partner performance and ensure that they are executing effectively?

? What marketing strategies will you use to promote your channel program?

? How will you manage your channel relationships ?

? How will you measure the success of your channel program?

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2- Measuring the partner performance:

Measurement using a well-designed and precise scorecard is essential to assess and validate partner performance, ensuring that it aligns with the company's strategic objectives. By continuously monitoring and steering incentives, the company can drive growth and improve customer experience results.

When developing a measurement process, it is important to consider the following steps:

1. Choose the appropriate metrics.

2. Determine the number of metrics to use.

3. Ensure that the metrics can be accurately measured.

4. Establish a frequency for tracking the metrics.

5. Standardize the metrics to ensure consistency and comparability.

Here below useful elements that could help you better design your KPIs:

Once you have implemented your KPIs, you will have a clear view of your partner channel and can track the results.

This information can be shared to develop action plans and new processes that will help improve overall channel activity.

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