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Siebel Analytics Partner Relationship Management Business Scenario

This scenario is an example of a process flow performed by several employees in organizations that have partner relationships. Your organization may have a different process flow.

Channel Executive

For partner management, the channel executive at the brand owner organization is responsible for defining overall channel strategy. To make informed decisions, the executive needs current information about metrics related to partner performance, such as pipeline, closed revenues, and customer satisfaction. For example, a brand owner may need to segment partners based on performance. If 20 percent of the partners are responsible for 80 percent of revenue, the channel executive needs to identify these partners so that the brand owner can invest in those relationships.

Executive analytics in the Siebel Partner Manager application provide information that the channel executive can use to identify the best-performing partners. The executive can view information about partners based on revenues generated and potential pipeline. The channel executive can also evaluate partners based on overall customer satisfaction scores and partner responsiveness in addressing customer needs.

The channel executive can use these metrics to identify the best-performing partners across all attributes. The brand owner can then develop programs that target the best-performing partners in the areas of partner loyalty and productivity. The channel executive can also identify partners that are not performing well, and develop appropriate programs to improve their performance.

Partner Operations Manager

For the partner, the partner operations manager at the partner site is responsible for overseeing the partner's relationship with the brand owner. The operations manager monitors the pipeline, customer satisfaction scores, and service performance in addressing end customer needs.

The dashboards in Siebel Partner Analytics provide information that the partner operations manager can use to better manage the relationship with a brand owner. For example, the partner operations manager can identify the best-selling products and the products that are not selling well. If customer profile analytics indicate that poorly selling products have a strong potential for sales in a certain customer base, the operations manager can work with the partner executive and the marketing manager to develop campaigns to target that customer base.


 Siebel Analytics User Guide 
 Published: 18 April 2003