success planning with your partners
Make your partner plans predictable & successful
What you see today only provides a sliver of what you really need to know about your partner ecosystem
Too many communication mediums—email, partner portals, Google Docs—make it nearly impossible to get a clear overview of partner plan progress
Creating QBRs and other presentations takes too much time and effort
Onboarding new channel partners or technology partners becomes inconsistent and confusing
Joint action plans fall apart without accountability and clarity on next steps
Everything that happens under the surface as you try to reach your joint business plan objectives
Business Relationship Management (BRM) makes indirect sales predictable with a mutual success plan
What’s the difference between BRM, CRM and other partner software?
CRM & BI
PRM & Portals
Focus on the right partners based on data
Whether you manage 20 partners or hundreds, you want to make sure you allocate the right resources to the right partner.
The problem with one-size fits all partner management
High-quality partner enablement doesn’t mean managing every partner the same way, considering different OKR plans, preferred working styles, and strategic importance. A successful, committed partnership in business requires unique collaboration and an ongoing understanding of partner plan progress.
Achieving more partner success with less effort
Qollabi’s data-driven partner profiling functionality allows you to build mutual success plan templates based on the partner profile, strategic needs and OKR plans/goals.
Determine what success looks like
Qollabi data analysis shows that partner productivity increases up to 35% for partner account managers who define what success looks like with their partner vs. those who don’t.
The problem with mutual success plans in spreadsheets and project management tools
Using spreadsheets to identify all the leading indicators and necessary tasks for joint business plan success has its limitations. Data is not synchronized and becomes siloed; there’s limited automation when you collaborate with partners; and the lack of data aggregation across channel partners and technology partners makes using templates a manual, confusing process.
Do what matters most, and do it right
Build mutual success plan templates in Qollabi that you can collaborate with partners on. As you learn what works well and what doesn’t, you can scale mutual success planning, while still having the flexibility to adjust and update plans based on unique OKRs and other factors.
Connect the most important data points
Partner data is often siloed, such as among customer relationship management (CRM) software, business intelligence (BI) platforms, partner relationship management (PRM) tools, learning management systems (LMSs) and partner portals.
How can you connect the dots? Use BRM software.
The problem with CRM, BI, PRM and other tools
These types of tools, even prominent ones like Salesforce or Microsoft BI, generally involve analyzing end results, i.e., lagging indicators, rather than leading indicators. That’s like looking at your finish time in a race and trying to improve based on that alone, instead of also looking at what led to that result, like your training plan.
Predicting partner success
Qollabi’s BRM software connects the dots between achieving your end results (lagging indicators) and the status of the KPIs and activities like mutual success planning (leading indicators) needed to achieve the end result.
Collaborate internally with your team and externally with your partners
Communication is key to partner success, but without business relationship management capabilities, it’s hard to keep track of everything that’s happening throughout your partner ecosystem.
The problem with email, spreadsheets, Slack, Monday.com, and other tools
Project management tools are great for internal collaboration, but they’re generally not ideal for external collaboration with partners, especially when it comes to complex indirect sales channel agreements or technical partnerships. Assigning tasks to your partners and sending/receiving status updates usually happens over email or in separate tools, making it hard to keep track of progress.
Increased commitment from all stakeholders
Qollabi’s shared spaces keep everyone literally on the same page in terms of tracking priority items and understanding where joint business plans need extra attention.
Get notified about important tasks and milestones
You can have a great strategy and OKR plan, but in the end, it all comes down to execution. This means making sure the right things are done in the right way, and on time.
The problem with task management and project management tools
It’s already hard to keep track of all the tasks you and your team members need to complete, let alone all the tasks you agreed on with your partners. Task management and project management tools tend to work better for internal to-dos, rather than keeping you in the loop on mutual success plans.
Stress less while gaining accountability
Qollabi’s BRM software makes managing your partner ecosystem less stressful by keeping everyone up-to-date. Your partners and team members will get reminders about important tasks and milestones so they stay on target, and partnership managers will get notifications about task progress and OKR plan achievements.
Get an instant overview on all Objectives & Key Results (OKRs)
If you want successful, committed partnerships, your business needs to measure if you’re meeting mutually agreed upon goals.
The problem with other analytics tools
Managing your partner ecosystem is a niche area that most analytics platforms aren’t designed for. You want software that specializes in business relationship management.
Build successful partner alliances
Get on the same page as your partners and maintain momentum by sharing OKR plan progress. If you need to course correct, having clear data to share makes that easier.
We analysed more than 400 partner plans in Qollabi and found up to 35% increased partner success!
"At DataCore, the way we were building business plans with our channel partners wasn’t up to standards. Executing partner strategy over different regions requires a uniform, although flexible, approach.
At first, the management of these strategic initiatives and programs was supported by static, disconnected spreadsheets. This resulted in a lack of overview in partner performance, a lack of control in allocated quota, and an uncontrolled back-end rebate.
Qollabi streamlined our partner planning operations and install a proactive collaboration between our partners and the partner teams based on mutual success plans. Connected with our current data sources."
Discover how this IT vendor automated global partner collaboration
"Baloise's use of Qollabi's OKR framework has transformed their planning process from a static exercise in spreadsheets to a dynamic and collaborative one.
This has allowed Baloise to collaborate more effectively with their partners and define mutual strategic goals.
The Qollabi platform has helped to install commitment and have effective follow-ups on a joint business and action plans, making Baloise's commercial planning process more dynamic and efficient.”
"Our challenge was to get a better understanding of the activities and the plans from our field sales.
We had different CRM reports available (contracts, appointments, results), but we had the open different reports and consolidate them to really get the overview.
In Qollabi our sales team could plan for the next week and report on their daily progress in a user-friendly way. This exercise creates awareness on the progress and what’s working or not."
Belgian Postal Company increased branch commitment
“Going to the desert to participate in a road trip without a road book can guarantee us to have a pleasant and fun ride but without success in arriving at our destination and certainly not in the allotted time!
That’s why we turned to Qollabi. We could eliminate our plans in Excel and Google and transform them into a collaborative SaaS platform which now is the road book or GPS for our channel in the international zone (EMEA and APAC) .
Moreover, it also gave me the capacity to measure best practices and shortcomings and act quickly in the right places at the right time without having to wait until my next QBRs."
blogs, trends and insights from
Why business planning blocks the execution of your partner strategy
Why business planning blocks the execution of your partner strategy
How To Find The Right Sales Processes For Your Team
A uniform sales strategy could make a salesforce easier to manage so how to get started? Unfortunately, this is an impossible dream.
QBRs Are Dying: Channel Managers Need Continuous Insights￼
QBRs hold channel managers back from doing business. Modern tools enable real-time, continuous updates, and it no longer makes sense to review business results on a quarterly basis.