In part I of this series, we discussed examining how partner business planning is handled in your organization today \u2013 and then to consider tossing it all out<\/em>. That’s right, just chuck it! Think about the ecosystem and what partners are going through. What’s the approach that will drive their growth in the future? You will find it’s more about daily<\/strong> execution with a relentless focus on business transformation and changing customer needs. Start there and create something new.<\/p>\n\n\n\n So, what does “new” mean? Today it seems as if everything is slowing down. Everything is more complicated<\/em>. Vendors are struggling to change to multi-partner class ecosystems while partners face changes in customer delivery and key transformative initiatives in a COVID-19 world. If you sense things slowing down, you’re observant. Don’t fall into the trap yourself.<\/strong><\/p>\n\n\n\n NOW is the time to effect change and transformation.<\/strong> Right now.<\/strong> As in today. Partner business planning between partners and vendors is entering the high season. The planning process’s transformation is crucial to move quickly and impact performance and growth. First, let’s consider why,<\/em> and then go deeper into the impact<\/em> of partner planning and execution.<\/p>\n\n\n\n Driving performance and sales growth require fundamentally different ways<\/strong> of working and outstanding execution. Advances in digital partner planning and execution platforms can create this reality. By moving with speed,<\/strong> customers, partners, and<\/span> the vendor are impacted. Consider these two important recent articles from McKinsey & Company:<\/p>\n\n\n\n \u201cTop sales innovators are embedding data and technology throughout their organizations to reimagine sales”, because “sales growth today requires fundamentally different ways of working as well as outstanding execution across large, decentralized sales teams and channel partners<\/strong>“.<\/em><\/p><\/blockquote>\n\n\n\n The impact can be up to 10 points in revenue growth with the same or even stronger margins<\/strong>. Powerful to any sales leader or business owner. Further evidence to go digital, go dynamic, and go value.<\/em><\/p>\n\n\n\n At Siemens Digital Industries Software, we recently implemented a digital platform called Partner Planning & Execution, a unique extension of our PRM system, that facilitates a connection between the vendor and partners around the globe. The purpose is to move from static plans to digital dynamic plans that are agile with a strong focus on joint execution. The goal is to enhance value across customers, partners, and vendors.<\/p>\n\n\n\n Let’s unpack the value-driven from a digital platform and the impact points. As a reminder, the digital platform facilitates all key planning discussions between vendor and partner, jointly, including revenue planning, enablement\/personnel and marketing, but with accurate and timely information for a more profound business conversation about goals, objectives and tasks. The difference is that it’s\u00a0live<\/em>\u00a0and moves from\u00a0planning meetings<\/em>\u00a0(e.g., annual and QBRs) to a\u00a0daily<\/strong>\u00a0execution focus. Both vendor and partner remain connected,\u00a0daily<\/strong>, as new objectives emerge, as goals transform, and as tasks are completed, changed or added.<\/p>\n\n\n\n Let’s consider the impact<\/em> in this way: Go Digital, Go Dynamic, Go Value. Beginning at a higher level, the focus of this new approach to business planning is to:<\/p>\n\n\n\n Go Digital:<\/em><\/p>\n\n\n\n Go Dynamic:<\/em><\/p>\n\n\n\n Go Value:<\/em><\/p>\n\n\n\n The call to action is this: Now is the right time to effect significant change and move toward a digital and dynamic solution for partner planning and execution across the ecosystem. The world is slow; you are not. The ultimate results can affect revenue and margin points \u2013 as in growth \u2013 in your organization. Maintain a focus on the partner and their customer which leads to the right platform customization. There will be a flurry of requirements from multiple constituencies. That’s okay. That’s good. Work the prioritization, pick a platform, work the priorities to customize the solution. New mindset. New results<\/a>.<\/strong><\/p>\n\n\n\n At Siemens Digital Industries Software, we work with our partner management team on key business drivers and hone skills, competencies and processes based on contemporary partner, customer and market demands. Working with our professionals and partners led us to embrace and invest in this new business planning approach.<\/p>\n\n\n\nNew Mindset, New Results<\/h3>\n\n\n\n
Why speed in a slow world?<\/h3>\n\n\n\n
Speed to impact<\/h3>\n\n\n\n