Pre-event results
Thank you to all those who took the time to provide answers to the survey which we sent through prior to the event.
This is an important part of the process as it provides some of the backdrop to current issues; highlighting the similarities in terms of the challenges experienced by so many in channel roles.
We asked if you felt you were doing well, or could do better, across several channel elements and generally three quarters of all respondents felt they could do better across all elements.
From having an efficient partner portal signposted so that partners can find what they need through to sales tracking, ease of doing business and partner marketing.
Above, we show the differences between answers in EMEA to those in the US and the only topic that stood out was training and enablement where a higher percentage in the US felt they could do better.
The delegate audience in the US tended to have a more global role, whereas those in the UK had an EMEA or UK role and perhaps that influenced this question?
We do this well EMEA (%)
We do this well US (%)
We could do this better EMEA (%)
We could do this better US (%)
Partner Portal - Partners can find what they need
25%
37%
75%
63%
Marketing campaigns in a box
12%
19%
84%
81%
Partner Advisory Council or Partner Roundtables
28%
35%
72%
65%
Marketing Funding (MDF,Co-Op,etc)
31%
30%
70%
EMEA Results
US Results
Training and Enablement
45% could do better
67% could do better
Incentives and rewards
55% either don't offer these or could do better
59% either don't offer these or could do better
Sales and lead management (tracking, visibility, biz planning)
60-70% across “Sales” could do better
75-85% across “Sales” could do better
The "all up ease of doing business" Partner Experience
65% could do better
68% could do better
There is change afoot for the basic partner program (another topic to be unpicked in future sessions). Core program structures are moving from pure revenue drivers to accommodate skills, net new customers, usage, adoption, or consumption.
This is reflective of a land and expand tactic rather than a pure revenue play and more than 50% of both the EMEA and US audience are beginning to look at their programs in an entirely new light.
This pre-event data helps to reassure everyone that you are not alone – you share similar challenges and concerns as others in the room. Our role is to help the community come together to see who is resolving some of these issues and sharing best practice.
Percentage EMEA (%)
Percentage US (%)
12.5%
No
44%
37.5%
32%
50%