渠道合作伙伴规划.ppt

Partnering Model / CSFs of Partnering 合作模式与关键的合作成功因素 Hi-Tech Product Adoption Life Cycle产品生命周期与合作伙伴的关系 Go-To-Market Model切入市场模型 Management Flow管理流向 Channel Positioning渠道定位 Step6 Review System考评系统 5 Levels Of Sales Review 考评的5个层次 Strategy (for 1 year) 策略(一年) Tactics (for 3 months) 战术(3个月) Operations (for 6 months) 运作(6个月) 1.Differentiate from competitors找到与竞争对手的差异 2.Cost of Biz成本 3.Core competence核心竞争力 1.Pricing价格 2.Promoting促销 3.Programing市场活动 1.Role Responsibilities角色与责任 2.Engagement配合 3.Execution执行 SWOT 分析 Target 目标 Strategy 策略 Challenges 挑战 Resource 资源 Marketing Programs 市场计划 Action Plan 行动计划 CSF 成功关键 Milestone 里程碑 Measurement 考核 Opportunity 机会 Review Process考评流程 Actual number Forecast Commitment Upside The Gap Sales activity Sales plan Marketing activity Number数量 Activity行动 Skills 技巧 Attitude态度 Resources资源 What done在做什么？ Approach Account management skills How to do怎么做？ De-commitment Execution vs the plan Discipline Why not为什么不行呢？ What needed How to deliver Process What requested需要什么？ Actual vs forecast实际的与预测的 Capabilities = Your Capabilities + Partner’s Capabilities CNET Training and Consulting Partner Planning 合作伙伴规划 Beijing Jan 2003 CNET Training Consulting 概述 Summary Define your reasons for working with your partners. 确认选择合作伙伴的理由 Define now you will measure the success of the partnership. 合作伙伴关系是否成功的量化 Define your expectations of your partner. 确定你对合作伙伴的期望值 Identify the joint initiatives that will help you and your partner drive incremental revenues. 找到能够帮助你和合作伙伴营收共同持续增长的动因 Apply a consistent set of tools Processes for planning. 应用一种协调的方法(包括工具和过程)来做计划 Build a plan to go to market with your partner. 建立一个你和合作伙伴切入市场的计划 Evaluate your current relationship with your partner to determine of it meets your mutual goals. 评估你和合作伙伴目前的关系来确定它是否双赢 Objectives目标 Discovering what is possible发掘所有可能的机会 Vision长远目标 Intimacy紧密合作 Impact效果 Closeness，sharing and Mutual trust 紧密合作，经验共享，相互信任 Adding Genui