Partner Sales Operations
Partner and channel organizations can face significant obstacles in driving improvement to revenue. Prominent among these obstacles are competition for mindshare, complexity of diverse partner types, conflict among dealers, and challenges in communicating goals to the channel.
Further, Performance management initiatives in partner environments are often hindered by specific obstacles:
- Inability to aggregate individual partner sales, profit, and customer satisfaction data needed to drive behavior change
- Manual, error-prone incentive pay calculations and difficulty managing cross-channel commission communications
- Poor tracking of backlogs and other historical performance measures to allow for prompt corrective actions
- A wide range of partner profiles and customer audiences, leading to data complexity
- Poorly documented and administered channel management practices
|
|
Merced Systems’ Sales Performance Management and Service Performance Management solutions offer partner operations the ability to break through these obstacles, motivate the channel, and realize its full potential. Merced Systems’ solutions provide the performance management technology and processes needed to increase partner revenue and loyalty by changing frontline partner sales behavior. By improving communication, delivering accurate partner comparables, and reducing management costs, Merced Systems' solutions increase the efficiency and effectiveness of both channel managers and their partner counterparts.
Feature
- Frontline performance management with personalized dashboards, reports, and analytics delivered to every role across the partner operation
- Analytical applications with pre-built channel sales reports, dashboards and metadata
- Incentive compensation management enabling complete automation of commissioning in channel operations
- Frontline performance management with advanced coaching tools for both channel staff and partners including best practice sharing
|
 
|
|
Benefit
- Maximum performance transparency promoting optimal individual selling behavior
- Ability to rapidly uncover and react to emerging sales trends
- Ability to align individual objectives and compensation with strategic goals to improve performance
- Improved channel manager efficiency and effectiveness
|
