Bookshelf v7.5: Business Scenario

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Business Scenario

Here is an example of a typical business scenario showing how you might use CHAMP Planning:

Your company sells computers and Internet services to consumers and to small and medium businesses, depending to a large extent on resellers to go to market. Your company has recently outlined a corporate strategy to identify and penetrate new markets for growth and profitability.

As part of this corporate strategy, your company has developed an initiative to enter into the North American financial services market for small and medium businesses. It has named this initiative, "Foray into Financial Services," and has set the revenue goal of $200M for the fiscal year 2001 as part of the initiative.

To execute the initiative, the company plans to leverage existing reseller partners who focus on the financial services industry. In addition, it has already run a marketing campaign to recruit new reseller partners who focus on this industry and has selected six new partners.

Your company recognizes the importance of carefully mapping out how you will work with each partner. Therefore, your company uses the CHAMP Partner Planning methodology to develop a strategy for each partner. Then, you invite their key partners to a CHAMP Joint Planning session to discuss and agree on the partnership strategy, and develop detailed goals for the partnership. The CHAMP Process provides:

A clear definition of each company's reasons for partnering, success metrics, and expectations for the partnership.

A better understanding of each company's business including their growth strategy, products and services, and their sales model.

The ability to identify, evaluate, and select the business initiatives that will help the partnership succeed.

The ability to assess and track the revenue potential of the partnership.

A business plan for developing and executing the partner relationship.

You use the CHAMP Planning module in Siebel PRM to create your business plan for the partnership. Your partners use the Siebel Partner Portal to:

Look up their objectives.

Design detailed action plans to achieve these objectives.

Assign its employees as resources to each of the action plans.

Associate various opportunities with each of its revenue objectives, so it knows how its revenue objectives can be achieved.

During the plan period and at the end of the plan period, your company uses the Siebel Partner Manager to track the performance of each of its partners, compare the performance of its partners, and to design incentives for partners based on their performance. At the same time, your partners use the Siebel Partner Portal to compare their actual performance with their objectives.