| Title: | US_SALES_SERVICE |
| Notice: | Please register in note 2; DVNs in note 31 |
| Moderator: | MCIS3::JDAIGNEAULT |
| Created: | Thu May 16 1991 |
| Last Modified: | Tue Sep 03 1996 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 226 |
| Total number of notes: | 1486 |
There ae a number of 'Partners' programs currently in existence. Most
of these require something on the order of 20% of the persons time be
devoted to 'Partner' activities.
How is this partner overhead to be accounted for in the account plans?
Peter Dillard
| T.R | Title | User | Personal Name | Date | Lines |
|---|---|---|---|---|---|
| 18.1 | Assuming there's no answer... | SUBWAY::DILLARD | Wed Jun 19 1991 23:34 | 12 | |
I assume that the silence on the Partner Program question means there
is no answer.
If there is no consideration of 'Partner time' in the
budgeting/planning process, I think it is important that the people
managing the Partners program be informed of that fact.
It will be very difficult to explain to an account manager why their
effective support is 20% less than they planned because the support
person is an <x> Partner.
Peter Dillard
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| 18.2 | Good Question | GERBIL::MURPHY | Sue Murphy MKO2-2/D14 dtn:264-0723 | Fri Jun 21 1991 10:57 | 5 |
Sorry for the delay in answering. We wanted to investigate before
answering. You will see a response by the end of the day. Check
back. Thanks for the good question!
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| 18.3 | Accounting for Partners | CARTUN::WERTHEIM | Fri Jun 21 1991 14:28 | 40 | |
Accounting for Partners activities in the account plans would be
handled the same as other indirect Sales Support activities.
In the SBS system, which helps track and report on activities
by type, the various activities that are unique to Partners would
be input as indirect labor, which is then allocated back to the
account/s which the person supports.
For any specific Partner program, these unique Partner activities include:
o attend Partner technical meetings, usually twice per
year for approximately 3 days/meeting
o provide input to Engineering/Marketing, via mail or
meetings, on product requirements and customer needs
o review PIDs; communicate required changes to Engineering
identify other PID deliverers for certification
o inform account group on [partner topic] futures, direction
and strategy
o disseminate [partner topic] information throughout
the local sales support organization; provide formal
mentoring when appropriate
It has been proposed that a new code be added to the activity table
in SBS for Partner activity. This activity code would permit the
tracking and reporting of unique Partner activities.
Would the addition of this code be useful to you?
Ande Wertheim
U.S. Sales Support
DTN 297-3747
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| 18.4 | Thanks - but will they pay the bill? | SUBWAY::DILLARD | Sun Jun 23 1991 20:55 | 19 | |
Addition of a 'universal' SBS code for partner activity would be
useful. Locally we have created wou own projects to try and track this
time.
The allocation of Partner activity accross accounts that the partner
supports is more problematical. The account managers are funding 'x'
amount of support and allocated activities that don't CLEARLY support
their sales efforts are a sore point. The support of senior sales
management for the Partner program and it's benefits to the sales
effort is CRITICAL to insure the continued support of the field for
Partner activities.
'Every cost adds value and every value returns a profit'- the customers
(sales) have not explicitly stated they sufficiently value the Partner
program to pay the cost of 'x' ammount of time. I'll be more
comfortable about the future of the program when I see that the
customer has agreed to support the effort.
Peter Dillard
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