Industry Benchmarking
Having solid data about competitive programs and general industry best practices relative to a particular element of your partner strategy can prove invaluable in helping you construct a solid, long-term partnering model or program. In this competitive and crowded partnering market, it's important to invest your channel strategies and programs that are well differentiated and leverage models that are easy and accepted for partners in which to engage. The Amazon Consulting team regularly conducts benchmarks on a wide variety of channel issues such coverage models, field role definitions and teaming models, margin and incentive structures, training and support offerings, and automation and partner portal offerings.
Industry Benchmarking Engagement Benefits:
- Ensure a program is competitively compelling and differentiated before launching
- Broaden mindshare within your company about channel program elements requiring financial investment, for the purposes of budgeting exercises, i.e., margin structures, free training, performance incentives and rebates
- Test the attractiveness of certain proposed program offerings before launch, to save time and money
Industry Benchmarking Methodology:
These benchmarks are all scoped and executed in a custom way for each AC client. However some of the topics mentioned above are those that the AC team regularly studies and on which we have detailed and strong historic data. The Amazon Consulting team uses a variety of sources to gather this data including client interviews, past-vendor-employee interviews, existing partner and target partner interviews and web research. Our benchmarks are structured with a division between proprietary data and publicly available data, to ensure the confidentiality of our clients.
