|
Within this newsletter we're excited to share key findings and suggestions for best practices that we've learned by implementing Partner Relationship Management (PRM) solutions for dozens of the world's leading brands.
We often find that there is a significant gap between how managers at the manufacturer/corporate level perceive their level of support for their dealers/distribution partners (usually high, more than adequate, good, etc.) and how well the Channel Partner perceives they're being supported (usually needs improvement - rarely adequate in all areas). We also have found that the highest performing companies constantly measure this gap, low performing companies do not. High performing companies then tie their channel performance improvement interventions to closing these measurable gaps.
Part of the practice of measuring these gaps involves surveys. Surveys are conducted across the departments and business unit managers at the manufacturer/corporate level as well as at the dealer/distribution partner level.
What's the result? Clear gaps and specific areas of improvement emerge from the results. In addition, direct correlations between levels of engagement in key operational areas of dealer/distribution partner support and dealer financial performance can be made.
See an article below describing LogicBay's process for developing a State of the Channel Report including an Ease of Doing Business Index and a Dealer Engagement Index.
Additionally we encourage you to respond to a 5-question survey about friction you may be experiencing with your channel partners. This data is being compiled into a 25-minute educational web briefing on PRM best practices, industry trends and key findings we've learned from our work in this area. The link to the survey appears below.
Lastly, we're proud to announce a multi-year contract extension with Caterpillar. More details about our work for Caterpillar are available in the press release referenced in the last section of this newsletter.
The LogicBay Team | 
