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Using CHAMP Planning and Partner Performance Reports

Channel and Alliance Management Process (CHAMP) is an established process that allows brand owners to work collaboratively with partner organizations and evaluate the partner's performance. CHAMP planning involves creating partnership initiatives and partner plans with clearly defined objectives and action plans, so you can measure the success of each partner company in achieving these objectives.

After you execute the plan, you measure partner performance against the established objectives.

For more information about CHAMP planning and reporting, see CHAMP Planning.

Performance reports measure partner performance as you do in CHAMP planning, without going through the entire process of setting up CHAMP initiatives and action plans. You have to enter objectives and metrics only.

These reports are read-only. In order to create objectives for a partner and measure them, you have to first create a dummy CHAMP Plan for this partner in the CHAMP Planning screen and add objectives to this plan. At the end of the objective time period, you should enter the actual values. The Partner Performance Reports will display the objectives that you created for this partner. You can filter these objectives based on the Plan, Plan Period, and the Metric fields.

The advantage of using these performance reports is that you do not have to create comprehensive CHAMP plans with highlights and action plans, and you do not have to work closely with the partner to jointly approve the plans. This approach would make sense when you have hundreds or thousands of second- or third-tier partners and you want to track their performance, but you do not want to engage in detailed planning sessions with each partner.

The Partner Performance view is driven by CHAMP objectives. It uses the objectives' metrics, target number and actual number, target amount and actual amount, condition clause and condition met in the same ways as CHAMP objectives.

Each partner performance report measures the success of one or more objectives, which work like CHAMP objectives. The report is based on the target number or target amount that you entered when you created the objective. For example, if the objective is to sell computers, the target number might be 1000 computers sold in the quarter, or the target amount might be $2 million in sales for the quarter.

At the end of the performance report period, you can manually enter the actual number or actual amount for the objective (for example, if 1124 computers were sold, or if $2,231,426 of computers were sold). However, it is best to create workflow rules or business services to calculate the actual values automatically based on transactional data such as opportunities, service requests, orders, and so on.

The sample database includes an example of such a workflow. Its name is eChannel CHAMP Update Metrics workflow. The name of the corresponding business service is eChannel CHAMP Services.

To create performance reports, perform the following tasks:

• Create a sample CHAMP plan. In this case, the user is creating this plan just to serve as a placeholder for the performance objectives. The plan must be created because performance objectives cannot exist without being associated with a plan. For more information on creating a CHAMP plan, see CHAMP Planning.
• Create performance objectives. Use the Plan Objectives view to create performance objectives. For more information on creating performance objectives, see CHAMP Planning.
• View the partner's performance. Use the Partner Performance view of the Partners screen to see reports on the performance of the partner company.

Use the following procedure to view partner performance.

To view 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 Partner Performance link bar, click Performance Over Time.
5. In the Performance Over Time (Amount) or Performance Over Time (Quantity) list, 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. In the Partner Performance link bar, click Performance On A Metric.
7. In the Plan Objectives list, use the drop-down lists to choose the metric, the partner, the plan, and the plan period that you want to measure performance on.
8. In the Performance On a Metric (Amount) or the Performance On a Metric (Quantity) list, 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.