Business Challenge:

The client, a tech giant, utilized its partner community to reach end customers, with key partners meeting specific requirements. Feeling the need to revamp these requirements and establish new benchmarks to limit the number of top managed partners, the client sought TurnB's assistance in designing and formulating these criteria.

TurnB Approach:

Involved collaboration with the client, and the following steps were executed:

• Factor mapping was performed to identify a comprehensive list of factors for assessing partner behavior.
• Hypotheses regarding these factors were formulated and tested.
• Exploratory analysis was conducted on sales data to analyze seasonality and market trends.
• Purchases of different partner levels for the upcoming year were forecasted.
• An Excel-based model with varying thresholds was designed to estimate partner purchases.
• The team identified the appropriate thresholds and requirements to define the program.

Implications:

• Sales forecasts for top partners in the upcoming year were generated.
• The focus was prioritized on critical partners, leading to increased retention and up-selling opportunities.