My company doesn’t know
if investing in a BI or Analytics tool for partnerships can provide
real value since partners just seem to come and go and right now,
everything is great. Can PVO help my company with its partnerships
and channels so partners stay longer and generate more revenues?
Yes. Partners can come and go for a
myriad of reasons. Overall, partners that are satisfied with the
partnering relationship will stay and those that are not will go.
Understanding the drivers, motivations, issues and strategies from
both sides of the partnership goes a long way to building strong,
results driven partnerships and satisfied partners. Issues that
are impacting partnership results are different for each partner
making it difficult to determine which issues to fix and in what
order. Moreover, because each partner has its own business
strategy, it is nearly impossible to come up with one problem fix
that works for all partners. PVO can clearly identify issues (and
potential issues) by level of importance and severity for each
partnership. This enables the company to identify problems
proactively, to spend less time and money fixing problems and to
not spend money on problems that when fixed, will not yield
greater results.
What are the PVO
Indexes and how can they to assist my company in improving the
effectiveness of its partnerships?
PVO’s ability to calculate selection,
agreement, management and total value indexes for each partnership
and for any combination of a company’s partnerships is one of the
key reasons why PVO stands alone in its ability to cause
accelerated partnership results growth and effectiveness
improvement. The indexes are statistically accurate reflections
of a partnership’s overall effectiveness and overall potential.
How long is PVO’s
Return on Investment (ROI)?
Because we collect PVO’s first set of
data with the Customer, PVO’s ROI is met upon completion of its
implementation which is about 90 days.
My company has been
using alliance and channel consultants for years. Can PVO still
help us?
Yes. Both large and small companies
often use alliance and channel consultants to identify and fix
partnering issues and improve partner performance. Consultants
spend large portions of time researching and identifying issues.
PVO as an automated solution eliminates the need, time and expense
of conducting research, developing surveys and analyzing results
so that consulting dollars and time can be more effectively spent
on improvement initiatives that will have a greater impact than
just consulting alone.
Can PVO help in
determining the return on investment (ROI) of the marketing programs
that my company participates in with its partners?
Yes. PVO not only helps in
determining a marketing program’s effectiveness and ROI, it can
also assist in determining which partners would generate the
highest return for the company by participating in the particular
program. Moreover, PVO will determine which individuals in a
partner’s organization will work hardest to achieve results and
generate the highest return.
Can PVO help with
documenting the Sarbanes-Oxley 404 requirements for the continued
measurement of process effectiveness over financial controls that
relate to my company’s partnerships?
Yes. PVO can
provide process and policy adherence effectiveness measurements
for any compliance or regulatory requirement that relates to a
company’s partnerships as a regularly generated PVO report.
Will PVO help in the
selection of better partners?
Yes. As PVO collects and analyzes
data so that partnering effectiveness and results can be improved,
it also analyzes the data to determine the effectiveness of
partner selection processes and also the profile of an optimum
partner(s).
My company has multiple
types of partnerships in different parts of the world. Can PVO help
improve effectiveness and results given the diversity of our
partnerships?
Yes. PVO is extremely flexible in
its ability to measure cultural and custom aspects of partnerships
that may have an impact on partner results and performance. In
this regard, PVO has a powerful ability to educate companies that
are attempting to decipher and address these differences.
Can PVO help reduce and
reallocate partnering costs in a fiscal year?
Yes. PVO can provide the information
needed to make real reductions in partnering costs and to
assist in reallocating budgeted funds during a fiscal
year. New measurement information is collected and presented
by PVO multiple times during the year. PVO will provide
information on the most effective uses of funds, the areas where
costs can be reduced that will have the smallest impact on results
and the areas where if additional funding is available, results
will increase.
My company uses
channels to sell 100% of the company’s products. Can PVO help us to
increase revenues and decrease costs?
Yes. The fact that the company sells
100% of its products through channels doesn’t mean that its
channel partners may only sell the company’s products. As a
result, the company must anticipate and make up any revenue
shortfall by adding more partners, increasing incentives or add
temporary direct sales capabilities. These options can increase
revenues however, they can also increase costs. Depending on the
scenario, PVO may be able to increase revenues by increasing
effectiveness in other areas of the partnership. In the same way,
PVO may be able identify areas where decreasing expenses will have
little or no effect on revenues thus, will increase profit
margins.
My company surveys its
partnerships to gather feedback. Is PVO better and how is it
different?
Yes. PVO really should not be
considered a survey tool that gathers feedback. PVO is a
multi-application intelligence and analytic software tool that
uses surveys to capture only a portion of the effectiveness data
that has previously gone uncollected. Most companies survey their
partners annually only to gather feedback on how partners feel
about them and on how the company may improve. With this
approach, partner response rates have generally been low. But,
even with high response rates, the data that is received is
one-sided as it only reflects the partners’ point of view.
PVO is different in that it collects
data from both the company and the partners’ point of view
about the effectiveness of policies, programs, processes and
people in order to identify areas where changes need to take place
by both priority and severity. PVO also analyzes this new data
along with actual and forecasted results data to in order to
create PVO Indexes and additional analytics. These newly created,
precisely accurate analytics are used to determine issues that are
or may potentially impact future results.
Generally, survey software solutions
require that surveys be carefully designed using decision paths to
guide responders through a maze of questions that will validate
their previous responses so that the results data is statistically
accurate. Most survey software packages are designed to collect
and compare answers from respondents contained within a group.
PVO’s intelligence is built in behind the questions that are asked
making survey design extremely quick and easy. With PVO, each
partner can have its own survey so that information about its
nuances and unique business rivers can be captured.
Why can’t my company
use its current performance management and business intelligence
software tools to generate intelligence and analytics about my
company’s partnerships?
Performance Management and Business
Intelligence tools have evolved under a fixed assumption where the
information needed to make decisions for improving performance and
effectiveness, creating analytic data relationships to be analyzed
and predicting future results has already all been collected by
corporate systems and now just needs to be found and analyzed so
that decisions can be made. The truth is that these solutions
were developed to look inside the company and concentrate on only
an internal company view.
Conversely, PVO has been developed
under a fixed assumption that in order to improve the
effectiveness and performance between a company and other entities
sharing both common and individual goals, all of the shared
components between them must be measured and improved from a
shared perspective in order to improve. PVO’s Patent-pending
internal processes enable the ability to measure and make real
improvements.
Why can’t my company
generate analytics and intelligence about my company’s partnerships
from our CRM or PRM system?
CRM and PRM tools have evolved under
a fixed assumption where the information needed to make decisions
for improving performance and effectiveness, creating analytic
data relationships to be analyzed and predicting future results
has already all been collected by the CRM or PRM tool and
corporate systems and now just needs to be found and analyzed so
that decisions can be made. CRM solutions are pointed at
improving the internal effectiveness and performance of the
company as its own single entity.
Conversely, PVO has been developed
under a fixed assumption that in order to improve the
effectiveness and performance between two or more entities sharing
both common and individual goals, all of the shared components
between them must be measured and improved from a shared
perspective in order to improve. PVO’s Patent-pending internal
processes enable the ability to measure and make real
improvements.
Will PVO interface with
the company’s other BI, Corporate Performance and CRM tools?
Yes. PVO has
been built using Microsoft’s latest standard analytic and database
technologies making interfacing to PVO easy. PVO pulls objective
and results data in from corporate systems so that analytic
comparisons can be made between results and the criteria that
affects them. Also, once PVO has generated results, PVO data can
be pulled in by Excel or other reporting tools to create scenarios
and generate additional reports.
