Infor Channel Manager Assessment Survey - IC

Channel Manager Self Assessment

This assessment should take you between 45 and 60 minutes to complete. It is important that you complete it in one sitting as you will not be able to save your work and come back to finish it later.

Thank you for your participation.

Channel Manager Self Assessment Survey

Contact Information

* First Name :
* Last Name :
* Email Address :

* How long have you been in your current role at Infor?

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.

Analyze Portfolio Objectives and Capacity

* 1. Partner-driven revenue objectives clearly documented in Portfolio Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 2. Non-revenue objectives clearly documented in Portfolio Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 3. Strategies, tactics and action plans on how to achieve revenue and non-revenue objectives clearly documented in Portfolio Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 4. Competitive landscape and Infor solution analysis results clearly documented in Portfolio Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Prioritize Partner Accounts and Allocate Objectives

* 5. Clearly documented partner segments and segment definitions in Portfolio Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 6. Segment partner lists with partners in priority order clearly documented in Portfolio Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 7. CM can explain/justify which segment and what priority within the segment any given partner is assigned within the portfolio.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 8. CM can articulate why any given partner is assigned to a given segment and priority within the segment.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Manage Partner Account Performance

* 9. Documents a negotiated and agreed-to partnership review cadence in a Partnership Business Plan shared with partner.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 10. Conducts regular partnership review meetings with partner executives to review both long and short-term goals and performance.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 11. Conducts regular pipeline reviews and opportunity forecast discussions with partner sales team.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Manage Pipeline

* 12. Conducts bi-weekly pipeline analysis to review coverage and balance, and to identify revenue engine issues.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 13. Maintains a balanced pipeline with adequate coverage based on a rolling quarterly/annual portfolio quota.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 14. Uses pipeline analysis results to organize and prioritize time to be spent on partner development and revenue management time and efforts.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 15. Develops and executes demand generation activities in collaboration with field marketing, sales management and partner / practice management according to pipeline needs.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 16. Is able to articulate how specific sales and demand generation activities will impact pipeline.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Forecast / Set Expectations

* 17. Updates system opportunity information regularly. (daily, weekly).

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 18. Establishes a predictable rhythm with partner to collect and provide forecast data.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 19. Produces portfolio forecasts that are complete, accurate and on-time.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 20. Regularly produces portfolio forecast that is within ±5% of actual quarterly results.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 21. Executes a regular rhythm of production-to-quota gap analysis.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 22. Proactively addresses and seeks help to address revenue production gaps.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Resolve Issues and Advocate

* 23. Regularly conducts partnership operational health discussion with partner or includes on other partnership meeting agendas.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 24. Actively seeks to resolve partnership operational issues.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 25. Documents an issue identification and resolution process in partnership plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 26. Is known internally at Infor for being a partner advocate.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

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.

Evangelize and Educate

* 27. Develops an evangelism plan to increase mind share and sales capacity within the partner aligned with growth needs.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 28. Uses account evangelism plan to drive execution of evangelism activities and resources.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 29. Develops an education / enablement plan to increase capability and capacity within the partner aligned with growth needs.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 30. Uses account education / enablement plan to drive investment and execution of education / enablement activities and resources.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Build Strategic Executive Relationships

* 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.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 32. Develops and executes a plan to achieve desired relationship with identified partner executives, decision makers and influencers.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Drive Long-term Goal Alignment

* 33. Creates and maintains a detailed list or “business map” of the partner’s long-term business goals, objectives and initiatives.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 34. Is able to articulate, at any given time, the long-term vision and business imperatives for the partner.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 35. Creates and maintains a relevant list or “map” of competitive solutions and preferences within the account.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 36. Documents long-term partnership goals in a Partnership Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 37. Documents planned long-term investments for both parties in a Partnership Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Develop Execution Capacity

* 38. Documents partner capacity development plan in a Partnership Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 39. Includes progress against capacity development plan goals in quarterly business reviews.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Build Tactical Execution Relationships

* 40. Creates and maintains a detailed “player map” of all relevant partner execution players and influencers.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 41. Develops and executes a plan to achieve desired relationship with identified partner execution players and influencers.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Drive Short-term Goal Alignment

* 42. Creates and maintains a detailed list or “business map” of the partner’s short-term business goals, objectives and initiatives.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 43. Is able to articulate, at any given time, the short-term business imperatives and fiscal priorities for the partner.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 44. Documents short-term partnership goals or offerings in a Partnership Business Plan including action plans to execute.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 45. Documents required investments from both parties to achieve short-term partnership goals in a Partnership Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

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.

Coach/Drive Business Development

* 46. Documents partner lead generation goals and metrics in a Partnership Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 47. Conducts regular reviews of demand generation plans and progress.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Coach/Drive Opportunity Management

* 48. Documents partner opportunity management process mapping to Infor opportunity management process.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 49. Actively coaches partner sales people on opportunity management best practices.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Provide Key Opportunity Support

* 50. Actively seeks to identify partnership sales rep opportunity management barriers and helps to remove them.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 51. Encourages sales reps to define value-added roles in opportunities for the Channel Manager to play.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 52. Coaches sales reps on best use of Channel Manager strengths in opportunities.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 53. Executes assigned and agreed upon opportunity activities according to sales rep direction.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Coach/Drive Territory & Account Planning

* 54. Documents partnership territory and account planning goals and metrics in a Partnership Business Plan.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 55. Conducts regular reviews of territory and account planning goals and progress.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Coach/Drive Pipeline Management

* 56. Documents partnership pipeline management rhythm in a Partnership Business Plan

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 57. Conducts regular pipeline management reviews with partner sales management.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

Coach/Drive Expectation Setting

* 58. Documents partner forecast rhythm and language mapping to Infor forecast rhythm and language.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.

* 59. Regularly coaches partner sales reps on forecast best practices.

I execute this activity...

Not at all.

Partly or somewhat.

Satisfactorily but room to improve.

Very well.

With excellence and shows leadership.