RM: The higher a partner’s PQi, the better we can determine how successful they will be.
CP: Can you think of an example of a partnership that would score well in PQi?
RM: In terms of a partner relationship, we have partners who have integrated Telarus into their business. They use our account management to serve the day-to-day needs of their customers so they can continue selling into new accounts.
In terms of suppliers, we have suppliers who have designated specific channel representatives to support Telarus. We believe this builds trust and ensures success.
TC: Organizations that have created high-trust cultures, notably with their partnering strategy, tend to score well on PQi baselines. PQi measures an individual, and organizations can aggregate scores across their channel team to identify areas of improvement.
CP: What do you hope partners will take away from this session?
TC: Partners no longer need to speculate on how effective their channel teams are at driving lasting relationships with their partners. Of course, MBOs, trainin, and enablement efforts can upskill individuals, but without a way to measure progress on individual relationship-building, channel leaders are left blind. Perhaps a CAM does exceptionally well for a quarter — was this luck of the draw or a direct result of a channel managers ability to partner effectively? PQi assessments allow channel leaders to assess, plan, execute and measure on a new dimension.
RM: I hope partners will realize the success they enjoy can be directly tied to the relationships they have built — with their technology solutions brokerage, with suppliers and with their customers.