Designed and Formulated Requirements for Defining Partner Membership

Business Challenge:

The client was a tech giant. The client leveraged its partner community to reach the end customer. Partners who satisfied certain requirements were elevated to key partner status.

The client felt the need to revamp the requirements and set new benchmarks for partners to restrict the number of top managed partners. They approached TurnB to design and formulate requirements for them.

TurnB Approach:

Collaborated with the client and following approaches were performed:

  • Performed factor mapping to identify an exhaustive list of factors for asserting partner behvaior
  • The hypotheses around factors were formulated and tested
  • Conducted exploratory analysis on sales data to analyze and explore the seasonality and market trends
  • Forecasted purchases of different partner levels for the following year
  • The team designed an excel based model with varying thresholds to estimate the purchases of partners
  • Identified the right thresholds and requirements that are required to be used for defining the program

Implications:

  • Sale of top partners were forecasted for the upcoming year
  • Modified thresholds, only the highly engaged partners would be eligible for top partner levels
  • Prioritized the focus on critical partners, thereby increasing the retention and up-selling