thebiginterview Tese changes in deal registration exemplify our dedication to
supporting and valuing SMB business, and going forwards, we’ll continue to invest in automation and incentives tailored to this segment.
Can you elaborate on the specific benefits of each Track? We offer three tracks – Principal, Elite, and Premier - in Partner Connect, not solely based on revenue but also on engagement levels, such as business and marketing plans, quarterly business reviews, specific solutions certifications that we offer and more. All tracks can apply for MDF, submit deal registrations, and access back-end rebates. Elite and Principal partners receive website placement, higher back-end margins, a dedicated channel account manager, marketing support, and participation in the partner advisory board. Tese partners commit to joint business plans, certifications, marketing plans and quarterly revenue milestones. Premier partners opt for lower engagement, while Elite partners collaborate on campaigns and joint business without strict quarterly targets. We are proud to be a channel-driven business and recognise that
there’s many pathways to joint success. We believe in the flexibility for partners to be able to choose a model that corresponds to their business model.
What are your expectations for partner adoption of the new programme? We’ve had a great response from our partners so far. Tey recognise why the requirement for each track is in place, how it would benefit them, and appreciate they should take the time to learn, provide their feedback and adapt to our reporting requests. As our first quarter aſter the programme launch has just closed, we are working on our first partner advisory board to truly bring them in and give them the ability to shape the programme’s evolution.
Can you provide examples of typical partners who might choose each Track? Our partner landscape is varied, and we are proud that there is no typical partner in each track. Instead, tracks are assigned based on competencies. In almost every country in Europe, we have a Principal partner which only does business in a single country, and yet is very committed to Logitech, alongside some of the biggest multinational resellers, which do business across the globe. Conversely, we have seen integrators who are not focused on AV, and hybrid working solutions are only a part of the solution they offer their customers, so the Premier track is right for them. We encourage partners to speak with their assigned CAM as they
get onboarded on the programme, to ensure they understand the requirements and incentives for each partner track. We also offer a lot of training materials on our partner portal, which goes into detail on their specific needs and requirements. Is there flexibility for partners to move between Tracks over time? Te partners will review their partners’ track status each year,
alongside their CAM, to assess whether they are on the right track to grow together with Logitech. Some might decide they wish to invest more into our partnership. Our first such review is in the coming months, where we will talk to partners about the past year and make plans for the year ahead, so everyone in our partner programme has the opportunity to go through this process with us.
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How is performance measured within each Track, and how does it influence rewards and benefits? Depending on the track a partner has chosen, they might have to hit quarterly or annual milestones and goals we set together. Tose goals are not purely revenue-based, but also qualitative - we value partners promoting Logitech through joint campaigns and events, their investment of time and resources to train their team for example, to make sure they can really understand the breadth of our portfolio.
Can you explain the LEAP growth rebate and how it incentivises partner growth? LEAP is what we call our back-end rebate incentive. It rewards partners for growth quarterly, across the entire Logitech portfolio, on targets we set together. Te goal is to continue growing our business together, and we will be paying LEAP rebates based on POS data, so partner rebates are calculated very transparently, which is something partners all value. Other incentives include lead allocation, supported pricing for
own use and proof of concepts, dedicated account management (for certain tracks) and Partner portal access.
How do the PRM and CIM tools streamline partner interactions and management? Tese are tools to help streamline interactions as they can be used not only for our partners to track their performance and benefit eligibility in real-time, but also to automate their MDF requests and claims. Partners will be able to apply for, procure and complete the end-to-end processes for MDF, rebates, and deal registration all through our platform. Te new tools we are introducing as part of Partner Connect
mean that we can use partners’ Point of Sale (POS) data to establish incentives and rebates we can offer them in a very transparent way. It also allows us to ensure we accurately manage our inventory and correctly forecast stock, so we can offer a quick turnaround time on their orders. Tis is just one small example of how the programme is transforming the way we do business together. What are your long-term vision and goals for the Partner
Connect Programme? We will continue to assess partner satisfaction, as our goal is to
have a programme that values and is shaped by their feedback. We believe that alongside the breadth and depth of our solution portfolio, the partner programme now offers a best in class, partner-first go-to-market motion that can serve partners and Logitech, setting us up for growth together. As we continue to evolve, we are proud to invite the partners to contribute to shaping the programme through the advisory board. We are not simply going to look at revenue growth, instead we’ll
be looking at how much our joint business with a specific partner grows year-on-year. One of the other key areas we are looking at, for example, is how much our in-house share of the business our partners is growing. If we are growing both in revenue and also growing our in-house share, this means the partner is on the right track, they prefer the ease of doing business with us, and the benefits we offer are meaningful.
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