Case Study 1
“Kovendi helped us build a highly effective channel coverage model that helped us segment and identify which channel partners to focus on. They worked with the regional sales leaders to create a partner engagement plan and delivered an easy to use dashboard to help us measure and track our success.”
Chris Ross - SVP Sales, International at Barracuda Networks
Use of sales and market data to establish baseline potential growth, and to calculate the number of additional partners of each type required to meet corporate revenue goals.
Workshopping of model outputs with the country and regional sales teams to validate and explore the activities required to meet revenue goals. How many of what type of partner needs to be recruited.
Agreement of Key Performance Indicators for channel growth for each country and region. Building of scorecards to review progress towards agreed KPI's
Integration of channel scorecards to existing partner management systems in order to feed partner counts and revenue, and to monitor performance.