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This assessment should take you between 45 and 90 minutes to evaluate your team, depending on the number of team members. It is important that you complete the assessment in one sitting as you will not be able to save your work and come back to finish it later.
Additionally, completing the assessment in one sitting will help you provide a consistent assessment across all team members and all role framework elements.
Thank you for your participation. |
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Channel Manager Assessment Survey
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| * How long have you been in your current role at Infor? |
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Business Management
Desired Outcome:
Well managed partner portfolio which strongly contributes to the business, achieves assigned revenue and growth targets and develops high Infor brand awareness. |
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Analyze Portfolio Objectives and Capacity
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1. Partner-driven revenue objectives clearly documented in Portfolio Business Plan.
The employee executes this activity...
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2. Non-revenue objectives clearly documented in Portfolio Business Plan.
The employee executes this activity...
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3. Strategies, tactics and action plans on how to achieve revenue and non-revenue objectives clearly documented in Portfolio Business Plan.
The employee executes this activity...
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4. Competitive landscape and Infor solution analysis results clearly documented in Portfolio Business Plan.
The employee executes this activity...
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Prioritize Partner Accounts and Allocate Objectives
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5. Clearly documented partner segments and segment definitions in Portfolio Business Plan.
The employee executes this activity...
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6. Segment partner lists with partners in priority order clearly documented in Portfolio Business Plan.
The employee executes this activity...
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7. CM can explain/justify which segment and what priority within the segment any given partner is assigned within the portfolio.
The employee executes this activity...
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8. CM can articulate why any given partner is assigned to a given segment and priority within the segment.
The employee executes this activity...
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Manage Partner Account Performance
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9. Documents a negotiated and agreed-to partnership review cadence in a Partnership Business Plan shared with partner.
The employee executes this activity...
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10. Conducts regular partnership review meetings with partner executives to review both long and short-term goals and performance.
The employee executes this activity...
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11. Conducts regular pipeline reviews and opportunity forecast discussions with partner sales team.
The employee executes this activity...
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Manage Pipeline
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12. Conducts bi-weekly pipeline analysis to review coverage and balance, and to identify revenue engine issues.
The employee executes this activity...
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13. Maintains a balanced pipeline with adequate coverage based on a rolling quarterly/annual portfolio quota.
The employee executes this activity...
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14. Uses pipeline analysis results to organize and prioritize time to be spent on partner development and revenue management time and efforts.
The employee executes this activity...
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15. Develops and executes demand generation activities in collaboration with field marketing, sales management and partner / practice management according to pipeline needs.
The employee executes this activity...
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16. Is able to articulate how specific sales and demand generation activities will impact pipeline
The employee executes this activity...
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Forecast / Set Expectations
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17. Updates system opportunity information regularly. (daily, weekly).
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18. Establishes a predictable rhythm with partner to collect and provide forecast data.
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19. Produces portfolio forecasts that are complete, accurate and on-time.
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20. Regularly produces portfolio forecast that is within ±5% of actual quarterly results.
The employee executes this activity...
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21. Executes a regular rhythm of production-to-quota gap analysis.
The employee executes this activity...
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22. Proactively addresses and seeks help to address revenue production gaps.
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Resolve Issues and Advocate
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23. Regularly conducts partnership operational health discussion with partner or includes on other partnership meeting agendas.
The employee executes this activity...
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24. Actively seeks to resolve partnership operational issues.
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25. Documents an issue identification and resolution process in partnership plan.
The employee executes this activity...
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26. Is known internally at Infor for being a partner advocate.
The employee executes this activity...
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Partner Account Development
Desired Outcome
Well developed partner account with well though out growth plans and capabilities to support year over year Infor license revenue growth. |
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Evangelize and Educate
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27. Develops an evangelism plan to increase mind-share and sales capacity within the partner aligned with growth needs.
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28. Uses account evangelism plan to drive execution of evangelism activities and resources.
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29. Develops an education / enablement plan to increase capability and capacity within the partner aligned with growth needs.
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30. Uses account education / enablement plan to drive investment and execution of education / enablement activities and resources.
The employee executes this activity...
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Build Strategic Executive Relationships
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31. Creates and maintains a detailed “player map” of all relevant partner senior executives, decision makers and influencers as appropriate for size of partner organization.
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32. Develops and executes a plan to achieve desired relationship with identified partner executives, decision makers and influencers.
The employee executes this activity...
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Drive Long-term Goal Alignment
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33. Creates and maintains a detailed list or “business map” of the partner’s long-term business goals, objectives and initiatives.
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34. Is able to articulate, at any given time, the long-term vision and business imperatives for the partner.
The employee executes this activity...
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35. Creates and maintains a relevant list or “map” of competitive solutions and preferences within the account
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36. Documents long-term partnership goals in a Partnership Business Plan.
The employee executes this activity...
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37. Documents planned long-term investments for both parties in a Partnership Business Plan.
The employee executes this activity...
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Develop Execution Capacity
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38. Documents partner capacity development plan in a Partnership Business Plan.
The employee executes this activity...
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39. Includes progress against capacity development plan goals in quarterly business reviews.
The employee executes this activity...
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Build Tactical Execution Relationships
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40. Creates and maintains a detailed “player map” of all relevant partner execution players and influencers.
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41. Develops and executes a plan to achieve desired relationship with identified partner execution players and influencers.
The employee executes this activity...
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Drive Short-term Goal Alignment
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42. Creates and maintains a detailed list or “business map” of the partner’s short-term business goals, objectives and initiatives.
The employee executes this activity...
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43. Is able to articulate, at any given time, the short-term business imperatives and fiscal priorities for the partner.
The employee executes this activity...
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44. Documents short-term partnership goals or offerings in a Partnership Business Plan including action plans to execute.
The employee executes this activity...
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45. Documents required investments from both parties to achieve short-term partnership goals in a Partnership Business Plan.
The employee executes this activity...
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Partner Revenue Management
Desired Outcome:
More than enough opportunity pipeline with a higher than industry-standard close ratio and high Infor and partner sales team satisfaction. |
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Coach/Drive Business Development
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46. Documents partner lead generation goals and metrics in a Partnership Business Plan.
The employee executes this activity...
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47. Conducts regular reviews of demand generation plans and progress.
The employee executes this activity...
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Coach/Drive Opportunity Management
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48. Documents partner opportunity management process mapping to Infor opportunity management process.
The employee executes this activity...
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49. Actively coaches partner sales people on opportunity management best practices.
The employee executes this activity...
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Provide Key Opportunity Support
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50. Actively seeks to identify partnership sales rep opportunity management barriers and helps to remove them.
The employee executes this activity...
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51. Encourages sales reps to define value-added roles in opportunities for the Channel Manager to play.
The employee executes this activity...
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52. Coaches sales reps on best use of Channel Manager strengths in opportunities.
The employee executes this activity...
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53. Executes assigned and agreed upon opportunity activities according to sales rep direction.
The employee executes this activity...
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Coach/Drive Territory & Account Planning
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54. Documents partnership territory and account planning goals and metrics in a Partnership Business Plan.
The employee executes this activity...
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55. Conducts regular reviews of territory and account planning goals and progress.
The employee executes this activity...
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Coach/Drive Pipeline Management
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56. Documents partnership pipeline management rhythm in a Partnership Business Plan.
The employee executes this activity...
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57. Conducts regular pipeline management reviews with partner sales management.
The employee executes this activity...
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Coach/Drive Expectation Setting
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58. Documents partner forecast rhythm and language mapping to Infor forecast rhythm and language.
The employee executes this activity...
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59. Regularly coaches partner sales reps on forecast best practices.
The employee executes this activity...
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