Siebel Partner Relationship Management Administration Guide > CHAMP Planning > Process of Using the Siebel PRM CHAMP Planning Module >

Evaluating Partner Performance

This task is a step in Process of Using the Siebel PRM CHAMP Planning Module.

One of the powerful aspects of CHAMP planning is that it allows you to analyze and measure partner performance against the targets set in the partner plans.

While the plan is being executed, you can view the plan periodically to review the partner company's performance. The partner company can also check its performance during the plan period. If the actual values are not on track to reach the target values, the problem can be corrected.

After the plan is completed, you should review the partner's performance thoroughly, taking action to correct problems and rewarding good performance.

You evaluate the partner's performance by comparing the values in the Actual Quantity and the Actual Amount fields with the target values that you entered when you created the objective as part of the partner plan.

After the end date for the plan, you can manually enter the actual values. You can also automate the entry of actual values using workflow rules or business services. For example, a workflow could be written to populate to the actual values based on transactional data such as opportunities, service requests, orders, and so on.

For example, if a partner has a revenue objective of $20 million during the plan period of fiscal year 2005, then Siebel Business Process Designer can be configured so that, at the end of the plan period, it adds the revenues associated with all the opportunities this partner closed during the year and enters this computed revenue in the Actual Value field for this objective.

You can also evaluate performance by comparing the performance of different partners.

For more information about Siebel Business Process Designer, see Siebel Business Process Framework: Workflow Guide.

To evaluate partner performance across multiple partners

1. Navigate to the CHAMP Planning screen > Performance Across Partners view.

   The Plan Objectives list and Performance Over Time chart appear.

2. As shown in the following table, choose values in the fields of the Objectives list to view the performance of your partners. When a combination of criteria is selected, you will see objectives that meet these criteria.

   Field	Comment
   Metric	Allows you to choose objectives for a particular metric or the metrics for which there are associated objectives. NOTE:  The Performance On a Metric chart and the Performance Over Time chart are valid only if you choose a metric here.
   Partner	Allows you to choose objectives for a particular partner or the partners in your portfolio for which you have a partner plan.
   Plan	Allows you to choose objectives for a particular partner plan or all partner plans.
   Plan Period	Allows you to choose objectives for a particular plan period or all plan periods.

3. Use the Link bar in the chart to toggle between the following charts:
   • Performance Over Time, which displays the performance of your partners across different plan periods for both quantity and amount metrics.
   • Performance On a Metric, which displays the performance of your partners over different metrics for both quantity and amount metrics.

To evaluate partner performance for an individual partner

1. Navigate to the Partners screen > Partner List > All Partners Across Organizations view.
2. In the Partners list, drill down on the name of the partner you want to evaluate.
3. Click the Partner Performance view tab.
4. As described in the following table, choose values in the fields of the Objectives list to view your partner's performance. When a combination of criteria is selected, you will see objectives that meet these criteria.

   Field	Comment
   Metric	Allows you to choose objectives for a particular metric or the metrics for which there are associated objectives. NOTE:  The Performance On a Metric and the Performance Over Time charts are valid only if you choose a metric here.
   Partner	Allows you to choose objectives for a particular partner or the partners in your portfolio for which you have a partner plan.
   Plan	Allows you to choose objectives for a particular partner plan or all partner plans.
   Plan Period	Allows you to choose objectives for a particular plan period or all plan periods.

5. Use the Link bar in the chart to toggle between the following charts:
   • Performance Over Time, which displays the performance of your partners across different plan periods for both quantity and amount metrics.
   • Performance On a Metric, which displays the performance of your partners over different metrics for both quantity and amount metrics.

To display charts evaluating Partner Performance

1. Navigate to the Partners screen > Partner List view.
2. In the Partners list, drill down on the name of the partner whose performance you want to evaluate.
3. Click the Partner Performance view tab.
4. In the link bar, click Performance Over Time.
5. In the Performance Over Time (Amount) or the Performance Over Time (Quantity) views, use the drop-down lists to choose the time periods for which you want to display a chart and the type of chart you want to display.

   Charts are displayed showing the partner's performance during the time period as measured by an amount metric or by a quantity metric.

6. Navigate to the Performance On a Metric chart, and in the Plan Objectives list, click the drop-down lists to choose the metric, the partner, the plan, and the plan period for which you want to measure performance.
7. In the Performance On a Metric (Amount) or the Performance On a Metric (Quantity) views, use the drop-down lists to choose the chart you want to display.

   Charts are displayed showing the partner's performance against this metric for an amount metric or for a quantity metric.