The ‘IDEAL’ Framework for Business Development & Attaining Desired Closure Murad Salman Mirza Senior Vice President (Client Advocacy & Organizational Effectiveness) APAC & EMEA Regions
Table of Contents
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Objective Pictorial Depiction & Brief Explanation of the ‘IDEAL’ Framework Key Performance Indicators Conclusion
Objective
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This framework has been designed to ensure a consistent & proactive approach in developing, consolidating and reinforcing desired channel partner acquisition and retention in the APAC and EMEA Regions
The ‘IDEAL’ Framework Introduce
Leverage
Accomplish
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Demonstrate
Economize
The ‘Introduce’ Stage
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Includes all the proactive activities associated with setting up an initial orientation session with a potential channel partner through the optimum use of available mediums
The ‘Demonstrate’ Stage
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Includes all the proactive activities associated with showing the strengths of our product / service offerings to the potential channel partner through the optimum use of available mediums
The ‘Economize’ Stage
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Includes all the proactive activities associated with presenting a win-win value proposition for the potential channel partner within the available resources
The ‘Accomplish’ Stage
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Includes all the proactive activities associated with reaching a comprehensive agreement with the selected channel partner
The ‘Leverage’ Stage
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Includes all the proactive activities that are focused on benefiting from the extended network of the existing channel partner to gain additional business and market share while sustaining the win-win value proposition as a retention imperative
Key Performance Indicators
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% success in initial response % success in orientation response % success in on-time conduct of demonstration % success in gaining desired channel partner % annual retention rate of channel partners % success in gaining additional channel partners from existing network of channel partners Average time in securing initial response Average cost in securing initial response Average time in securing orientation response Average cost in securing orientation response Average time in ensuring scheduled demonstration Average cost in ensuring scheduled demonstration Average time in gaining desired channel partner Average cost in gaining desired channel partner
Conclusion
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This framework has been presented as a ‘baseline’, upon which, future strategies can be effectively and efficiently developed, implemented, monitored, reinforced and improved to complement the ‘Big Picture’