News from LogicBay Corporation

ChannelTune™

In This Issue

Linking Engagement to Performance

Relieving Channel Fricton

A Case Study

Channel Performance on LinkedIn

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Issue: 4

April 2011

For the past several months all of us at LogicBay have been taking a fresh look at what drives channel performance....after all that's our business. You'll read about some of our conclusions within the content of this newsletter.

Article One this month is an abstract describing a body of research which concludes that performance of a distributed dealer network is directly correlated to dealer engagement with and satisfaction for their manufacturing vendor partners.

Article Two written by LogicBay's CEO, John Panaccione, describes how friction in the channel can be resolved by a well-designed, channel management program supported by a role-based partner relationship management (PRM) system.

Section Three is a case study describing how tension within the dealer network was resolved by a multi-billion dollar heavy equipment manufacturer. It's no coincidence in our opinion that heightened performance resulted from paying close attention to dealer engagement and satisfaction indicators.

The LogicBay Team

Why do Industry Heavyweights Pay Attention to Engagement and Satisfaction Measurements Within Their Indirect Channel?

Because Engagement and Satisfaction Within the Channel Drives Performance for All Parties

For over ten years LogicBay's Performance Center™ solutions have been influencing Key Performance Indicators (KPIs) measuring dealer engagement and satisfaction. It's clear that driving KPIs in these areas will dramatically improve business outcomes.

Read more here on how and why the world's leading manufacturing companies pay attention to these metrics!

Relieve Friction in the Channel by Executing Best Practices and Deploying a Role-based Partner Relationship Management (PRM) Technology

PRM Solutions Enabled by Technology Can Dramatically Reduce Friction in the Channel

A well designed, channel management program supported by a role-based partner relationship management (PRM) system can dramatically reduce friction in the channel. Leading manufacturers have figured it out mainly because they were the first to deploy tech-enabled PRM solutions. Today, these PRM technologies have matured to the point that any manufacturer - of any size - can utilize the same systems and best practices to manage channels of any size.

Read the full article by here!

Case Study: Keeping the Leader in Heavy Duty Truck Manufacturing on the Road to Continued Success!

Selling More May be as Easy as Answering Three Key Questions

With a dealer network in the Americas of approximately 1,000 dealers, and a target audience of sales, service, parts and finance people, this manufacturer sought out and found answers to 3 key questions that all manufacturers face that sell through independent distribution channels:

How do I heighten the engagement of the customer-facing professionals throughout my distribution channel, many of whom I've never met, and none of whom work directly for me?
How do I manage these people by measuring their effectiveness and keeping them motivated to sell more product at greater margins, service more product with greater efficiencies and lower warranty costs and satisfy more customers?
How do I develop these people and provide them with a full curriculum of sales and service training, product knowledge and both simple and complex certifications?