Summit Europe Sessions Ensuring Quota Attainment Through Better Joint Partner Planning

Ensuring Quota Attainment Through Better Joint Partner Planning

Thursday 4 October 2018 | 11:30 - 12:15

Speaker(s):  Chris Cleary

Syndicate(s): Channel Sales, Sales Executive

Focus: Operationalize

Priorities: Channel Sales Execution

Collaborating with partners to build business plans should be a process that defines mutually beneficial strategies that drive action, accountability and revenue growth. In reality, planning is often nothing more than a low-value, form-filling exercise. Suppliers and partners miss a valuable chance to improve growth when they don’t plan together in an effective way. This presentation will provide the following benefits:

For sales:

  • Gain an understanding of the tangible benefits of effective joint business planning, along with the reasons why partners and channel account managers resist getting them done
  • Learn how to operationalise a standardised joint business planning process that helps organisations formulate win-win plans and ensure they are effectively executed

For marketing:

  • Understand the role channel marketing should play in driving and executing joint business planning with key partners
  • Gain insights into the benefits organisations derive from aligning supplier and channel partner marketing plans and funding as part of the joint business planning process