Simon Rutgers Partner Success Manager (PSM)

ASPX: Automate Lead creation based on customer signals Configure the system such that when it identifies signals that indicate intervention could be required, it alerts the Partner and creates a Lead for them to follow up Describe the business problem or pain point (why is this feature needed?) Currently Partners manually have to export data or review the content within the tool to understand which Customers to target. By having our tool monitoring for changes, and categorising them and pushing them as Leads, it takes the burden off the Partner who can then focus on proactively reaching out to their customer base.   Describe the expected impact (quantify the impact e.g. improves productivity, reduces manual toil) This would save time. At the moment a Partner could be using a variety of resources to dig into ASPX depending on their role - from Pre sales to CSMs [both ends of the usage spectrum]. It would be another way to streamline and add value to an already great tool   How many partners asked for it? (quantify the ask) This would benefit ALL partners globally.    What is the urgency? High/Medium/Low Given its an enhancement request, its hard to quantify - but given the potential upside, the sooner we provide it, the quicker the benefit is to be had.    How does success look like? (success criteria, measurable outcomes, KPI) Partners could focus on value add conversations rather than administrative tasks with our customers. We could push white space to sales roles, or low usage high PAU to CSM roles. This is a feature that has broad scale impact. 

Describe the scenario briefly (what is the feature? how will it work as a partner i can do X so that i can achieve Y)  Workshop funding tied to conversion KPIs discourages early engagement.   Describe the business problem or pain point (why is this feature needed?) Currently Partners have KPIs tied to workshop delivery. This is causing challenges across the Partner given the depth of qualification required. We are now observing a reduction in the number of workshops delivered as a result.    Describe the expected impact (quantify the impact e.g. improves productivity, reduces manual toil) Decouple funding from initial KPIs; reward later-phase progress (deployment milestones). Partners would then be freed up to engage customers to identify opportunities without the burden or overhead of a performance metric tied to it.  How many partners asked for it? (quantify the ask) 1, but would benefit all   What is the urgency? High/Medium/Low This would be a high urgency one and would see immediate impact as workshop approvals and delivery would rise.   How does success look like? (success criteria, measurable outcomes, KPI) No restriction on Partners delivering workshops, but shifting of the incentives and performance metrics to drive behaviour towards funded activities that occur at deployment time.