I have been speaking with several people who are working to solve for Partners and Distributors in Gainsight. I'd like to begin the conversation here and then carry it on in a networking group if there is interest.
I've included some of the questions that have come up in discussions:
- What criteria is being used to score partner health?
- What were the successful approaches taken to drive adoption with the channel team? [list]
- What were the unsuccessful ones?
What kinds of CTAs are in place for Channel Managers?
How are the CAMs/CSMs/AEs collaborating with others in the organization?
How are are notes regarding the Partner being collected and/or consolidated?
How is the Channel partnership being valued/tracked?
- What is considered success or value for the partner?
How do you include Gainsight as part of your discussion of a Partner's portfolio health?
What do you use to determine when you intervene when a customer in a Partner's portfolio is declining in health?[/list]
