Channel Audit: Award with attractive margins and model

Question 1 of 5

How do you support your resellers with their annual business planning?

Local Market Analysis: Do you help assess their local market, competitors, and segment customer needs?
SWOT: Do you help complete a strength, weakness, opportunity and threat analysis?
Positioning: Do your help define their target market, frame of reference and point of difference?
Positioning: Do your help define their target market, frame of reference and point of difference?
Goal Setting: Do you help establish time-bound, quantifiable, relevant and measurable goals?

Question 2 of 5

How do you help your resellers establish a financial budget to support their business strategy?

Revenue Targets: Do you help establish revenue and growth targets?
Product Sales: Do you help establish sales goals by product line?
Staffing Levels: Do you help establish the staffing budget they’ll need to reach these revenue targets?
G&A Expenses: Do you help or advise on how to budget for other G&A expenses?
Timing: Do you help to develop monthly budgets and do scenario planning for different outcomes?

Question 3 of 5

Do you provide tools to your resellers to help them establish their pricing and margin strategy?

Product Pricing: Do you provide support tools to help analyze pricing options for their local market?
Service Pricing: Do you provide support tools to help establish pricing for their internal services?
Promotion Pricing: Do you provide assistance with good promotional pricing processes to help maintain margins?
Margin Calculator: Do you provide customizable margin calculators to make it easier to analyze their margins?
Profit Optimization: Do you provide business resources to help train on how to optimize profits?

Question 4 of 5

How do you help your resellers analyze their business to maximize their ROI?

Product ROI: Do you provide tools to help look at which products are generating the highest ROI?
Service ROI: Do you provide tools to help evaluate which services are generating the highest ROI?
Bundled ROI: Do you provide tools to help resellers evaluate different product / service bundles will yield the highest ROI?
Marketing ROI: Do you provide marketing ROI calculators for both before and after the investment is made?
Sales ROI: Do you provide tools to help calculate the incremental and total ROI generated by your sales team?

Question 5 of 5

How do you administer incentive programs at all levels to motivate higher reseller performance?

MDF Incentives: Do you provide MDF funded incentives?
Activity Spiffs: Do you provide time-bound, periodic, activity incentives for special programs?
Rep Incentives: Do you provide representative financial incentives for meeting / exceeding targets?
Margin Enhancement: Do you provide programs that will reward with higher overall margins based on performance?
Level Incentives: Do you provide incremental incentives associated with different partner class levels?

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