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Do the (Engagement) Math for Partnerships How to Analyze Partnership Potential
Westport, CT (January 5, 2004) – FollowUp Networks’ AllianceTrakker has developed a remarkable - and remarkably simple way - way of measuring partnership potential: multiply the number of accounts both partners have by the number of sale people covering those accounts. But many companies ignore basic math in their approach to partnerships and under perform.
If a company has a target list of 200 accounts and works with 4 partners, that means there are 800 potential “partner engagement opportunities”. If the partners are all covering – or “aligned” on – the same accounts, the partnerships will be at 100% of their potential to drive business. Companies can measure the potential of their partnerships by how close they get to 100%. “It a very simple and effective way of looking at what a company can expect from its partner ecosystem”, says Ward Doonan, Managing Partner of FollowUp Networks' AllianceTrakker program. “It is often a total surprise to companies that they are missing half their partnership potential because their account list simply does not match with their partners. Everyone just assume that their partners focus on the same accounts they do. But in many cases, we see account lists off by 50%, even in the biggest enterprises. The difference between matching sales efforts 800 accounts instead of only half that many is serious business.” Doing the math is the basic blocking and tackling of business relationships and it is easy to make significant improvements by simply analyzing and addressing partnership alignment in a systematic way. About FollowUp Networks FollowUp Network’s AllianceTrakker is an enterprise-level service that maps and aligns sales teams across partners or business units, enabling them to locate and communicate with other salespeople who cover their same accounts and who can drive new business. AllianceTrakker is not a CRM or PRM tool, which are useful once a sales cycle is started. Instead AllianceTrakker ensures that salespeople find new business partners and opportunities, while enabling managers to see the blind spots in their relationships. |
