Our Partner Prioritisation Digital Assessment tool was at the core of our service to quickly and easily help him prioritise partners and the investment made in them, objectively. This ensured our client only worked with those partners that had good engagement and aligned to the European business’s strategic objectives.
Based on findings from primary research carried out with The University of Huddersfield, and best practice white papers, the tool took the client’s Partner Account Managers through a simple online questionnaire based around two criteria, Strategic Fit and Engagement. Their answers were used to automatically plot their partners onto a Boston Matrix-style prioritisation summary. This approach gave our client a quick, visual way to see which partners were Cash Cows, Rising Stars, Question Marks, or Dogs.
Our additional insights gathered through the surveys gave our client a more granular view of each partner. For example, although 48% of partners were mapping as Dogs, we determined that just over half of them were new partners, meaning the total number of real Dogs dropped to only 21%.
Once the priority partners were selected, action plans were generated from the tool. These provided a management dashboard with an elevated view across an entire region or partner base, presenting what was working well and areas for improvement. This dashboard is perfect for 1-1 channel management reviews, partner MDF allocation, and to track actions monthly.