Real-time insight into channel partner performance

Channel Partner Sales KPI-tracking and analytics

Business Analyze enables organisations to effectively track performance (Partner KPIs) and gain insight into their channel partner relationships.

By providing a simple way to analyze and share data, both Channel Partner Managers and their agents, resellers, distributors or other partners can monitor the activities that lead to success and work proactively to build strong partnerships.

Why channel partner KPIs are important

Companies invest time and effort into finding the right sales partners. Once the stage is set, the relationship must continue to generate clear and measurable value. If partners aren’t regularly reminded how their work generates value, they lose motivation and sales die out.

While this may seem obvious, it’s easier said than done.

A key problem channel managers struggle with is poor visibility into the pipeline. Without being able to see down the pipeline and track change over time,  it’s impossible to gauge revenues and assess forecast accuracy.

Partners, on the other hand, may feel that sharing their pipeline is not worth the effort. “What value does it bring?” they ask.

That’s where channel analytics come in:

Channel analytics provide visibility into the relationship and enable partners to see how much value they generate. Transparency and communication is key to building trust.

The benefits of channel analytics include:

  • Improved sales processes due to greater visibility into what works and what doesn’t
  • Greater transparency in revenue generation and financial compensation
  • Increased motivation by providing channels with real-time metrics and commission reports
  • Better forecasting accuracy
  • Less administrative paperwork with automated reporting

When Channel Managers provide partners with real-time visibility into earnings, partners are more likely to provide quality sales data in return.

Better quality data helps Channel Managers work proactively to help partners close deals. It’s a win-win situation.

What partner KPIs to measure

There are many KPIs and supporting metrics that may be useful in building relationships. Channel Managers define these together with partners based on growth goals and sales strategy.

Some examples include:

    • Total and average revenue per partner
    • Revenue per product/segment
    • Number and value of open sales opportunities
    • Number of new opportunities registered
    • Lead time and other conversion rates
    • Contribution margin
    • Sales commission earned

How to measure channel partner KPIs with Business Analyze

Business Analyze collects sales data from spreadsheets, customer relationship management systems (CRM) or other databases and presents reports on live dashboards.

Dashboards make important information about relationship visible and easy to understand – across channels and on channel-by-channel levels. Rather than emailing around spreadsheets, important data is readily available for review and analysis.

Partners access their own information through secure portals. When the underlying data changes, dashboards are updated to ensure partner managers and their partners have the latest insight into sales processes and commissions.

Each dashboard is customized to user requirements.

Start with setting goals

One of the most important steps in successful channel partnerships is to agree clear measurable goals.

Once this  is done, you can start capturing data and track performance with  Business Analyze.

For more information, contact sales@businessanalyze.com

    Sign up for the latest articles, product news and event invites.

    By providing your email you agree to our Privacy policy.

    How to hold effective meetings with Business Analyze

    As a Business Analyze customer, data is readily available at your fingertips. Data helps you answer questions, gain insight and make better decisions.

    Best of all you don’t have to use time gathering data for weekly meetings. It is continuously updated and ready-to-use on dashboards.

    But don’t keep data to yourself!

    Share data directly from dashboards with meeting participants. Using data to support discussions is a good way to build trust and credibility. Data is power!

    If people have different opinions,  it’s easier to build agreement with fact-based information than subjective opinions.

    Meetings become more effective because you avoid pointless discussions and focus on what really matters.

    It’s well worth investing a few minutes to organize dashboards to be meeting-ready.

    These 4 tips will help you lead successful data-driven meetings.

    Set up dashboards to match agenda

    Before the meeting, check that dashboards are set up to support your agenda. Then check filters to ensure your audience sees the correct level of data – and can’t see any information that is sensitive.

    It should be easy to switch between levels of data for different types of meetings.

    E.g. Sales Directors with access to all data can switch between views for:

    • CEO/Management team (all data)
    • Department/team (by departments)
    • Partner/sales channel meetings (by partner)
    • Individual /one-to-one meetings (personal level)

    Communicate Clear KPIs

    Gather your most important  key performance indicators (KPIs) and metrics on one dashboard. This helps focus people’s attention on what you want to acheive during the meeting.

    Every participants has the same starting point for discussion.

    You should have one or two overarching performance indicators (KPIs).  Too many will be overwhelming.

    Each KPI should be clear and self-explanatory. This includes each element of the data visualisation. If people are struggling to understand what is shown on the dashboard, they won’t be listening to each other.

    As you review KPIS, keep the conversation positive and ask questions such as:

    • Why is the status the way it is?
    • What has helped or held you back?
    • What things could be better?

    Your data may hold the answers to these questions.

    If your KPI is ‘Growth in Sales Revenues’, for example, but you see your pipeline isn’t filling up fast enough to hit targets (i.e.pipeline refill report), you can discuss ways to fill it up.

    See example of KPIs and metrics

    Follow-up actions

    Once you have reviewed data and agreed next steps, follow up each meeting with activity dashboards. Activity dashboards keep everyone focused on key activities between meetings.

    Let’s say you agree with your team a revenue target for a new cross-selling opportunity. Your first action is to book meetings, within the next 6 weeks, with all customers that already have purchased Product X.

    You create a new dashboard for potential cross-sales and track progress. Because your team shares this dashboard, everyone knows who to target and how it going.

    At your next meeting, you discuss what is going well and what isn’t. Some people have probably put a lot of effort into booking meetings already. Their contribution is important and should be recognized.

    That’s the next step.

    Recognize achievements

    Every meeting should highlight some positive developments. Sharing successes builds team bonds.

    You can recognize acheivements on dashboards or leaderboards.

    Continuing on the example above, for example, you may add to the ‘A Customer Meeting’ dashboard a report of ‘New Meetings Booked This Week’.

    Every new booking is a new ‘win’. Everyone pulls together to acheive goals.

    If you are offering an incentive for good performance, add a picture of the reward or incentive to the dashboard.

    For more meeting tips, contact Ann, our Head of Customer Success, ann@businessanalyze.com

      Sign up for the latest articles, product news and event invites.

      By providing your email you agree to our Privacy policy.

      Sales gauge

      Top Sales KPIs on Sales Dashboards

      What is the purpose of sales dashboards? What KPIs or metrics should they include?

      In this article we share with you 5 types of dashboards and the metrics that can help you guide your team to success.

      This includes:

      • Sales overview dashboard
      • Sales pipeline dashboard
      • Sales commission dashboard
      • Motivational scoreboards
      • Self-serve analytics dashboard

      Some sales teams have all of these, while others choose a select few.

      Either way, the main benefit of a sales dashboard is it provides you and your team with instant information about performance, processes and activities. Dashboards are role-based, so each team or user should be able to easily find the information he/she is looking for at the right level of detail. Better insight leads to better results.

      Let’s look at the different types:

      Note: These are just examples. Every sales team must carefully select their own KPIs which are connected to their overarching goals and sales strategy.

      Sales Overview Dashboard

      Sales overview dashboards usually track actual and forecast sales compared to targets.

      They provide information on different levels, from company-wide through to individual.

      Because the underlying data is picked up directly from a CRM system or other sales software, the data is always up-to-date.

      Some KPIs which are often included on ‘overview’ dashboards include:

      • Amount sold vs. budget
      • Amount of sales forecast (and variance from actual)
      • Number and value of new opportunities
      • Total amount sold
      • Amount due to close

       

      Sales Pipeline Dashboard

      Sales pipeline dashboards help you understand where opportunities are coming from and how they are developing.

      They provide current views of data, helping you track progress and ensure all possible opportunities are handled in the best way possible going forward. They also provide historic information, so you can look back to see how your pipeline (or multiple pipelines) is growing or shrinking, and use this data to generate even better results.

      Sales pipeline dashboards often include:

      • Open sales by stage
      • Sales velocity metrics
      • Pipeline by close date
      • Pipeline fill versus requirements
      • Activity reports (e.g. number of customer meeting, offers sent etc.)
      • Number of opportunities without planned activity

      Sales Commission Dashboard

      Sales commission calculation

      Commission dashboards calculate earnings based on the bonus structure and return the results on graphs and tables. Instead of doing manual calculations in spreadsheets, commissions are calculated automatically.

      The dashboard tool should support you, whether you have a basic or flat commission model or have tiered calculations using advanced formulas.

      A system administrator decides who can access the commission reports, the same way as other dashboards.

      Commission dashboards can report and filter data for almost any time period or level:

      • Commission per category or org. unit
      • Sale commission per period
      • Earnings per person

      Motivational Scoreboards

      Scoreboards are specific types of dashboards used to showcase achievements and reinforce desired behavior.

      They can show new customer wins, present standings of a sales contest or highlight achievements, like who has hit a specific goal or target.

      When scoreboards are streamed to strategically placed TV screens or monitors, they can have an extra motivational effect and help to keep everyone involved.

      To work effectively, each element is carefully developed for maximum effect. This means:

      • Function and design is fit to purpose
      • Calculations are automatic
      • Information is updated dynamically

      Self-service Dashboards

      Self-service dashboards enable leaders and managers to run their own queries to company databases and navigate multiple layers of information – without needing technical skills.

      System administrators set up access to dashboards so that users only see information they are authorized to view.

      In the example below, sales managers can tap into order, purchasing or payment data to understand customer demand, optimize product mix, adjust pricing or identify cross-selling or upselling opportunities.

      Here’s how it works:

      • select relevant filters
      • choose grouping
      • export results to other formats like Excel or Powerpoint

      How to set up your dashboards

      Now that you’ve seen some dashboards, you may be wondering what’s involved in building them.

      There are many software tools on the market, but the general process is the same for all:

      • Define your KPIs and metrics
      • Connect to data
      • Build custom reports or adapt standard reports

      Once you start tracking your most important KPIs, you can analyze the data to better understand what your doing well and where you can improve.

      Would you like to know more about how to set up a dasbhoard for your business? Contact us

       

        Sign up for the latest articles, product news and event invites.

        By providing your email you agree to our Privacy policy.

        Viking Venture provides SaaS KPI dashboards to portfolio companies

        Viking Venture has developed new KPI dashboards for its portfolio companies.

        KPI dashboards are an online benchmarking tool which makes it easy to track recurring revenues and other key metrics.

        Benefits for investor and portfolio companies

        The dashboards include important KPIs within software-as-a-service industry (SaaS). These are based on Viking Venture’s experience from multiple exits and investments.

        Each portfolio company has their own set of dashboards with relevant reports, graphs and charts.

        The dashboards provide a way for companies to:

        • learn from each other
        • gain insight into operations
        • provide a healthy competition

        According to Erik Fjellvær Hagen, Managing Partner at Viking Venture:

        From Viking Venture dashboards, portfolio companies can monitor their own performance, gain insight and continually improve. They are also able to see how other portfolio companies are doing on specific KPIs and then reach out understand what they are doing right and what they can do better.

        See video

        The dashboards are powered by business intelligence (BI) platform Business Analyze.

        Business Analyze assisted Viking Venture in customizing and designing their solution.

        For more information about subscripton revenues and KPI tracking? Contact info@businessanalyze.com.

         

          Sign up for the latest articles, product news and event invites.

          By providing your email you agree to our Privacy policy.

          sales contests scoreboards

          Business analytics and sales competitions: Business Analyze to develop new solution for Mobit

          Sales contest scoreboard

          Mobit, a leading Norwegian IT and phone service provider, has selected Business Analyze, business analytics platform, to track sales, manage competitions and share insights between more than 30 dealerships country-wide.

          The goals of the project are twofold.

          • help leaders manage sales by plugging into data from CRM and ERP systems
          • provide real-time feedback and motivational sales leaderboards

          “This is an exciting project because it involves the elements of multiple data sources, data visualization and gamification – all at the same time,” says Øyvind Skogstad, senior consultant at Business Analyze.

          Business Analyze will provide Mobit with detailed business, sales and activity reports. The data for the reports will be pulled directly from company systems onto digital dashboards.

          Business Analyze will also help Mobit manage sales competitions for sales team motivation. Business Analyze will calculate scores and present results on sales leaderboards for everyone to view.

          During sales competitions, scores will be presented live and updated automatically. This enables participants to check the latest scores and review other sales performance indicators (KPIs) from home offices, mobile devices and other locations.

          This is an important next step because it provides us with easy, fast access to data, says Harald Boyum, Director of Product and Business Development at Mobit.

          – With Business Analyze we can quickly analyze, report and share data – and even run sales competitions. It’s a very flexible tool, says Boyum.

          – Because Business Analyze is connected to both SuperOffice CRM and Multicase ERP, we can reuse data without having to enter it twice in separate systems.

          Mobit is a customer of Business Analyze and partner CRM Insight.

          Above: Senior consultant Øyvind Skogstad is developing digital dashboards and sales scoreboards for Mobit.

          Read also: Business Analytics Guide for B2B Organisations

            Sign up for the latest articles, product news and event invites.

            By providing your email you agree to our Privacy policy.