Sales Channel Management

Typically, sales channels are engaged and mobilised to build, enable, and empower a robust ecosystem of partners that amplify market position, with the intention of driving faster sales growth, realising efficiencies, and securing broader portfolio adoption.

In partnership with The Rhythm of Business, NIP created the Partner Portfolio Manager, a tool that encapsulates the rich portfolio management process set out in the Association of Strategic Alliance Professionals (ASAP) Practitioner’s Guide, Part Three – “Emerging Alliance Practices”.

Here’s how they describe the relevance of portfolio management and capabilty development:

Creating an alliance network or developing a portfolio of partners doesn’t occur at any one stage of the alliance life cycle, but rather overlays all of them. Additionally, the activities associated with building a network or portfolio are often concurrent; an organization can be adding a new partner to its network while managing and even terminating others. Alliance capability is similar in that there is no one stage of the life cycle where capability switches on or off. It is true that some aspects of capability and culture are utilized more at some stages of the life cycle than others, but these are actually crucial throughout the entire life of an alliance.

Red Hat, the world’s leading provider of open source solutions, and Symantec are software companies that use the Partner Portfolio Manager to manage their primary route to market – their Sales Channels.

The Partner Portfolio Manager utilises NIP’s Diagnostic Management Framework, providing “one stop” access to the common functionality required to manage a variety of diagnostic tools and processes:

  • Web-based service, managed by NIP, but can be run by an external consultant or taken ‘in-house’.
  • Automatic participant invitation and progression process (deadlines, reminders, etc).
  • Capture of parameter scoring and related issues.
  • Reporting at multiple levels – individual diagnostics, portfolios, etc.

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