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Engagement Methodology 1) Map, 2) Align, 3) Communicate
Westport, CT (March 12, 2004) – “Executing the basics make winning teams; run with the ball, throw the ball, catch the ball,” explains Ward Doonan, Managing Partner of FollowUp Networks' AllianceTrakker program which enables strategic partners to optimize their relationships and create maximum business. “When we analyze the top sales companies, we see them execute on a basic framework for leveraging the internal and partners teams that can help them sell. We call that basic framework an ‘engagement methodology’ and it has three components: map; align; communicate.”
“We deal with the biggest companies in technology and finance and are always surprised that many of them do not follow the basics. Many have never even mapped out their common accounts with their partners, much less their internal teams,” adds Doonan. “You cannot build your business and reach your goals if you do not know how you line up with the partners you depend on for sales. Without mapping the marketplace coverage a business is only guessing on the level of sales they can expect from a partner. We have seen partnerships start with great hope, only to find that after a year, they just did not cover many of the same accounts. If they were to attend to that basics, they would understand their potential and be able to take action to realize it, instead of blaming the partnership for missing their budget.” 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. |
