1. Partner Relationship Management Administration Guide
  2. What’s New in This Release

19Reporting on Partner Performance

Reporting on Partner Performance

This chapter describes the ways that you can use Siebel PRM to produce reports about partner companies, and to analyze partner performance. It includes the following topics:

About Partner Performance and Reporting

Siebel PRM gives you a number of ways to analyze partner performance, including the following:

  • CHAMP Planning and Partner Performance Reports. CHAMP planning lets you create initiatives and joint business plans with your partners. Because these plans have clearly defined objectives and action plans, you can create and use CHAMP metrics to measure the success of each partner company in achieving its objectives. You can also use the Partner Performance view of the Partners screen to see reports about a partner’s performance. For more information, see Using CHAMP Planning and Partner Performance Reports.

  • Assessments. Assessments let you evaluate partner performance based on criteria that you specify in assessment templates. They let you define any criteria that meet your needs. For more information, see Using Assessments to Evaluate Partner Performance.

  • Siebel PRM Reports. Siebel PRM includes many built-in reports that let you integrate information and performance results from different tools. These prebuilt reports include Smart Reports, which incorporate recommended practices from sales and call center applications, and Parameterized Reports, which let the user customize the report at runtime. For more information, see Using Siebel PRM Reports.

  • Partner Analysis. Partner Analysis uses Oracle Business Intelligence Enterprise Edition and the Siebel Data Warehouse. Partner Analysis includes nearly 200 prebuilt, partner-specific reports to help brand owners assess individual partner performance and the success of the partnership program as a whole. In addition, Siebel PRM includes hundreds of prebuilt reports for sales analysis, service analysis, marketing analysis, and executive analysis within your organization. The reports focus on key performance indicators across a large number of predefined metrics. Oracle Business Intelligence Enterprise Edition also lets users design new reports. For more information, see Oracle Business Intelligence Enterprise Edition Partner Reports.

You can use one or more of these methods of reporting or evaluating partner performance, depending on your business needs.

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 enter the actual values. The Partner Performance Reports 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

  • Create a sample CHAMP plan. In this situation, 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.

To view partner performance

Use the following procedure to view partner performance.

  1. Navigate to the Partners screen, then the Partner List view.

  2. In the Partners list, drill down on the name of the partner whose performance you want to evaluate.

  3. Navigate to the Partner Performance view.

  4. Click Performance Over Time.

  5. Use the 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. Click Performance On A Metric.

  7. Choose the metric, the partner, the plan, and the plan period that you want to measure performance on.

  8. 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.

Using Assessments to Evaluate Partner Performance

Assessments give you a quick way to evaluate the performance of partner companies based on the criteria that you specify. First, your Siebel business Applications administrator must create one or more assessment templates that specify the factors to use to evaluate the partner. You can then attach a template to the partner’s record and see how well the partner scores.

You can use assessments to evaluate accounts, opportunities, and contacts based on the criteria in the assessment template. You can define any criteria that meet your needs.

For information about creating assessment templates, see the topics on setting up assessment templates in Siebel Applications Administration Guide.

To enter a partner company assessment

  1. Navigate to the Partners screen, then the Partner List view.

  2. In the Partners list, drill down on the name of the partner that you want to assess.

  3. Navigate to the Assessments view.

  4. In the Assessments list, add a new record.

  5. Fill in the fields with the details of the assessment. In the Template field, choose an existing assessment template.

    The factors that are evaluated by that template and the score for each factor are listed in the Assessment Attributes list.

  6. In the Assessment Attributes list, enter the actual values for the assessment attributes.

  7. To see how well the partner did overall, view the values in the Score, Percent, and Max Possible Score fields of the Assessments record.

To work with partner assessments

Use the following procedures to work with partner assessments.

  • Modify a record by selecting a field and changing the information.

  • Delete a record by clicking the menu button and then clicking Delete Record.

Using Siebel PRM Reports

Siebel PRM lets your employees and partner employees run and distribute reports in batch or interactive mode. Users can schedule reports so they run periodically at a specified time, or can run long reports at off-peak times.

Siebel Business Applications’ prebuilt reports include Smart Reports, which incorporate recommended practices from sales and call center applications, and Parameterized Reports, which let the user customize the report at runtime.

To optimize performance, report output is generated in DHTML format and sent to the browser one page at a time.

There are a wide variety of reports available that Siebel PRM shares with other Siebel Business Applications. The following reports are specific to Siebel PRM:

  • Partner Profile. This report gives the full partner profile for the current or selected partner record. It is available in the Siebel PRM Manager’s partner list views (My Partners, My Team’s Partners, and so on).

  • Partner Report Card. This is a full report of how the partner has met its CHAMP objectives, including lists of objectives for each plan in which the partner participates and charts of the partner’s targets and actuals. It is available in the Siebel PRM Manager’s partner list views (My Partners, My Team’s Partners, and so on), CHAMP Plan view.

  • Marketing Funds Detail. This is a report that lists the funds and gives details on each fund, including the fund type, the current balance, totals for debits and credits, and a list of transactions. It is available in the Siebel PRM Manager’s Fund Design view.

  • Fund Request Summary. This report lists market development funds and summarizes the fund requests for each one, including request details such as amount requested, amount approved, approver, and status. It is available in the Siebel Partner Manager’s Fund Request view and the Siebel PRM Portal’s Fund Request view.

To produce a report

Use the following procedure to produce a report.

  1. Navigate to one of the screens where that report is available.

  2. If necessary, perform a query to filter the data.

  3. Click the Reports button.

  4. In the Reports list, select the report that you want to run and click Run.

Oracle Business Intelligence Enterprise Edition Partner Reports

The Siebel PRM Manager and Siebel PRM Portal use Oracle Business Intelligence Enterprise Edition to provide a variety of different types of reports.

For more information about Oracle Business Intelligence Applications Fusion Edition, formerly known as Siebel Business Analytics Applications, see the relevant documentation for the version of the software that you are running:

  • For versions earlier than 7.9, see Oracle's Siebel Business Analytics Applications documentation.

  • For versions 7.9 or later, see the Oracle Business Intelligence Applications Fusion Edition documentation.

For more information about the analytics platform on which your analytics application runs, see the relevant documentation for the version of the platform that you are running:

  • For versions earlier than 10.1.3.2, see Oracle's Siebel Business Analytics Platform documentation.

  • For versions 10.1.3.2 or later, see the Oracle Business Intelligence Enterprise Edition documentation.

    Siebel Partner Analysis

    Siebel Partner Analysis includes predefined reports that you can use to gain insight into your company’s and partners’ performance. It also includes the ability to create ad hoc reports so you can produce the reports you need.

    Oracle Business Intelligence Enterprise Edition’s predefined reports cover most business reporting needs.

    The following is a scenario showing how a marketing manager, channel manager, or other executive at the brand owner company might use Siebel Partner Analytics to analyze partner performance:

    • The channel manager at a brand owner company wants to evaluate performance of partner organizations, in order to find out the following:

      • Which partners are bringing in the most revenue

      • Which types of partners are bringing in the most revenue

      • Which partner tiers have the highest margins and the greatest sales volume

      • Which products and product lines partners are selling

      • Which partners are closing deals most quickly

      • Which partners are responding to service requests quickly

      • Which partners are creating the most quotes

      • Which partners are engaging in the most (or fewest) activities for each deal

      • Which partner territories have the greatest number of opportunities

      • Which partners have the greatest expected revenue this quarter

    • In the Siebel PRM Manager, the brand owner’s channel manager navigates to the Partner Analytics screen to view available prebuilt reports. The brand owner navigates to on the view for the report category to display a list of reports in that category, and then navigates to on a report link to bring up that report with charts.

    • The brand owner can analyze information further by using filters based on business objects. For example, if all partners are displayed in the report initially, the brand owner can analyze information by partner type (such as reseller, consulting partner, VAR), tier (such as Platinum, Gold, Silver), and territory. The brand owner also can analyze information by account, product, month, quarter, and year.

    • If there is not a prebuilt report that displays the information the brand owner wants, the brand owner can navigate to the Ad Hoc Analysis view to create a new report. This view allows you to select and move tools used to develop the new report.

      Viewing Available Oracle Business Intelligence Enterprise Edition Reports

      In addition to Partner Analytics, the Siebel PRM Manager has several screens with Oracle Business Intelligence Enterprise Edition reports for a variety of purposes. Visibility to these analytics screens and views depends a user’s responsibility, so all users might not see all screens.

      Use the following procedure to view available Oracle Business Intelligence Enterprise Edition reports.

      To view available Oracle Business Intelligence Enterprise Edition reports

      1. Navigate to one of the following screens or views:

        • Executive Analytics

        • Marketing Analytics

        • Partner Analytics

        • Sales Analytics

        • Service Analytics

        • Partner Analytics screen, Commerce Analytics view

        • Partner Analytics screen, Segmentation Analytics view

        • Partner Analytics screen, Partner Marketing Analytics view

      2. Select the categories of the reports you want to view.

        Siebel Portal Analytics

        Oracle’s Siebel PRM Portal provides Oracle Business Intelligence Enterprise Edition reports for your partners which they can use to analyze their performance in sales, service, marketing, commerce, and training.

        The PRM Portal Analytics incorporates visibility rules to make sure that one partner does not have access to another partner's reports.

        The PRM Portal Analytics screens and views visible to the user depends on the user’s responsibility, so all users might not see all of these views.

        To view available Oracle Business Intelligence Enterprise Edition reports

        1. The partner navigates to the Analytics screen, then the Partner Analytics view and to one of the following views:

          • Executive Analytics

          • Sales Analytics

          • Service Analytics

          • Marketing Analytics

          • Commerce Analytics

          • Training Analytics

        2. The partner selects a report category.