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Successful channel partner enablement: Asking the right questions

According to Jeff Bezos, some companies work to try to charge more and others work to charge less. In today's business world, more companies are choosing to be the second kind. Business consultants are constantly challenged to come up with offerings and solutions that help companies achieve that goal.

One such business problem is how clients can achieve speedy route to success in their partner relationship management (PRM) transformation programs and therefore streamline channel operations and experience for partners.

 

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According to Jeff Bezos, some companies work to try to charge more and others work to charge less. In today's business world, more companies are choosing to be the second kind. Business consultants are constantly challenged to come up with offerings and solutions that help companies achieve that goal.

 

One such business problem is how clients can achieve speedy route to success in their partner relationship management (PRM) transformation programs and therefore streamline channel operations and experience for partners. At Infosys, we have introduced a PRM cloud consulting offering Channel Partner Enablement (CPEN) Solution that addresses our clients' needs in a holistic manner by incorporating the perspectives of both the enterprise and their channel partners. We offer a 'Value Transformation Framework" template to illustrate how value initiatives / capabilities can be determined, documented and incorporated into a transformation roadmap. We also offer a ready-to-configure solution using Salesforce Sales Cloud's Partner Communities functionality to operationalize the output of the Value Transformation Framework.

 

For solutions like these, while the tool-kits and templates ensure consistency and reliability of delivery, the key differentiator lies in the ability of business consultants to ask the right questions which help them to identify the right solutions. Here are sample questions that are integral to the success of any such consulting exercise:
• What business and technology transformation initiatives are needed to deliver value for the enterprise as well as their channel partners?
• What is the business lifecycle of the enterprise and how does it relate to the transformation initiatives?
• What capabilities need to be enabled to fulfill the transformation initiatives? Can this be compiled and presented as a transformation roadmap?
• Which technology solution suits the needs of the enterprise i.e. package evaluation and selection vis-à-vis the transformation roadmap?

 

Have you addressed such questions with your clients? Are there other questions that are equally (or perhaps more) important that need to be in a business consultant's backpack? I welcome your feedback.

Comments

I read this post with great interest. I think that understanding the producer / agent / advisor role and point of view is critical to successful B2B site development.

Inaightful observations!

Agreed with your points regarding asking the right questions and presenting the transformation in a roadmap.

I also believe that the foremost important factor in a successful business transformation program is the readiness and alignment of the client. Working in a similar program in the middle east, many a time i've found the engagement with the client to be a major obstacle in successful implementation. Tailoring the BPP model for the client's specific needs is worthy task.

Enjoyed the article. Looking forward to more.

Thanks James. I agree with your observation and believe that careful attention to the same will increase the probability of success of such transformation programs.

Thanks for your comments Rajesh. You have raised a good point about client readiness. That typically involves another form of assessment and is indeed essential for the overall success of the transformation program.

Great words, appreciate the quality of information you have shared. The questions are valid too, one more thing we can add along with is, "What about Timely Delivery's on preset Goals" ?
Keep sharing, looking for future updates.

Great Article, I really appreciate the quality of information you have shared.

Thanks for sharing the article.
Appreciate the quality of information and liked your way of presentation.

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