ryan bott, impartner
TRANSCRIPT
© 2017 Impartner. All rights reserved.
No Really, What Should
We Be Measuring?
Ryan Bott - Head of InsideSales and Channels - Impartner
$150M cost to change the bins
..but this was only 10% of the cost of delayed flights from 2010-2015
Cause?
2014: the year that
overhead luggage sales
surpassed checked
luggage sales
What is causing the
disruption?
10% growth = 1X in value
1. Services
2. Mobile
3. On Demand
SERVICES
SERVICES
sales
MOBILE
MOBILE
© 2017 Impartner. All rights reserved.14
ON DEMAND
19
ON DEMAND
pick a number 1-10
multiply that number by 9
Take the sum of the
numbers and add
them together. ie: 25 is 2+5= 7
Subtract 5
Convert that number
to a letter in the
alphabet
ie: 1 is A, 5 is E..
Choose a country
with that starts with
that letter
9x4=36 (3+6=9)
9x10=90 (9+0=9)
9x5=45 (4+5=9)
…
5 Numbers to Predict
Success in This New
Economy
#1) Net Promoter Score
© 2017 Impartner. All rights reserved.32
© 2017 Impartner. All rights reserved.33
Track Client NPS by Partner
34
#2) Churn
Impact of Low Churn
© 2017 Impartner. All rights reserved.37
Lost
Track Client Churn by Partner
PartnerCase support. One team
VendorClient Success teams. Open
cases.
Who Is Responsible for Churn?
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5% 10% 20%
Pay Partner for Reduced Churn?
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Churn from Partner Revenue
#3). Number of New
Deal Registrations
It’s All Revenue..
#4). Customer
Acquisition Cost (CAC)
sum of total partner resource costs
from sales & marketing
number of customers acquired with
partners
How to Track CAC of Partner $
#5). Engagement
number of unique
logins per partner
per month
number of total
sales/marketing
people at partner
number of deal
registrations
number of total
partners
How To Track Engagement
1). NPS
2). Churn w/partner
3). # New Deal Registrations
4). CAC
5). Engagement