Channel Readiness Blog

Who owns results in the Indirect Sales Channel?

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Are your dealers engaged and ready to sell?  View Logicbay's Executive Web Briefing here.

The cost of this lack of engagement adds up. Towers/Watson reports that in companies with low levels of engagement, operating income declined by 33%. But in companies with high levels of employee engagement, operating income improved by 19% over 12 months.  So, it is mission critical for the enterprise to measure where support and enablement of the dealer network is deficient.  

How can you do this? With LogicBay, you can measure engagement in four critical areas: collaboration, marketing/communication effectiveness, training & certification and performance management.  Best in class companies study these four core elements of engagement regularly and make this gap analysis integral to their ongoing support programs for dealers.
 
By diagnosing the gaps that exist between manufacturer perception and the reality of what the dealers are experiencing, a clear roadmap for improvement presents itself.

In the past 90-days LogicBay has hired a third-party analyst to interview more than 50 senior executives all with Channel management responsibilities.  The findings reveal that most executives perceive that their support of the dealer channel is satisfactory, but this one way perspective may not be the whole story.
 
Take a very quick 5-question self-assessment and gauge where you stand amongst your peers.  After taking the survey,  we’ll send you the compiled results so that you can benchmark your environment against that of your peers.  Along with the interview results we’ll send a suggestion for a best practices framework that is proven to increase dealer performance.  Take the self-assesment here! 

About LogicBay

LogicBay provides technology-enabled Partner Relationship Management (PRM) solutions enabling organizations to engage, manage and develop their dealer networks, leveraging shared knowledge and best practices.  With a focus on the key elements of engagement including collaboration, marketing/communications effectiveness, training and certification and performance management LogicBay deploys powerful on-line communities that empower and connect the extended networks of a dispersed sales function to be able to sell and service products more effectively.  Learn more about LogicBay at www.logicbay.com .

LogicBay’s Partner Relationship Management (PRM) Technology is rich with best practice workflows making it easier for organizations to do business with channel partner re-sellers. The result: More engagement and Mindshare. Greater Efficiency and Cost Savings. Alignment with Channel Partners. And, Performance Improvement for the Entire Sales Enterprise.

	Download this premium white paper to learn Channel Management Best Practices – Make it easy for dealers to do business with you, Heighten dealer engagement, Gain mindshare and maximize financial returns. Learn about LogicBay’s 4Core Best Practice Framework including methods for more effectively training and monitoring dealer employee certifications.
	Link to LogicBay’s Library of Partner Relationship Management White Papers. These white papers provide best practice ideas on a Channel Readiness and Performance Improvement strategies. Topics include subjects such as: Effectively launching a LMS for the Channel, Applying Lean Principles to Channel Management, Channel Life-cycle Management, Partner Portal Technology Unification, and much more.
	Link to LogicBay’s Library of Client Case Studies. Learn how LogicBay’s PRM Solutions and Technology have created significant performance gains for clients such as Caterpillar, HP, Daimler Trucks and Outdoor Living Brands.