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)    ASPX lacks NFP filtering and Business Premium tenant insights.    Currently ASPX does not allow Partners to filter customer type by Not For Profits.  Describe the business problem or pain point (why is this feature needed?) There are times when Partners need to explicitly exclude or include NFPs when running campaigns.    Describe the expected impact (quantify the impact e.g. improves productivity, reduces manual toil) This would save significant time for the Partners given they can easily identify NFP or non NFPs   How many partners asked for it? (quantify the ask) This was requested by 1 Partner, however would benefit all   What is the urgency? High/Medium/Low New feature, nice to have    How does success look like? (success criteria, measurable outcomes, KPI) Partners would have the ability to include an additional filter when reviewing their customer base

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)  Renewal dates show “Not Available,” making CSP planning difficult.   Describe the business problem or pain point (why is this feature needed?) Partners who are looking to identify up coming opportunities need to slice our data in varying ways. It would be helpful to include renewal dates for greater specificity when planning targeting motions Describe the expected impact (quantify the impact e.g. improves productivity, reduces manual toil) Time saving when planning campaigns   How many partners asked for it? (quantify the ask) 1, but would benefit all   What is the urgency? High/Medium/Low New feature, the sooner we can release the sooner we can provide the benefit   How does success look like? (success criteria, measurable outcomes, KPI) Incorporation of the Renewal Dates in ASPX so they can prioritise accordingly

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)  Geo visuals limited to US; no NSW/VIC/NZ segmentation.   Describe the business problem or pain point (why is this feature needed?) ASPX shows visual graphs for US datapoints only. Would be beneficial to include other regions and their states e.g. NSW, QLD, Vic, Tasmania from Australia [as examples].   Describe the expected impact (quantify the impact e.g. improves productivity, reduces manual toil) Partners can identify what regions their opportunities exist in which assists in resource capacity planning How many partners asked for it? (quantify the ask) 1, but would benefit all   What is the urgency? High/Medium/Low New feature, the sooner we can release the sooner we can provide the benefit   How does success look like? (success criteria, measurable outcomes, KPI) Visuals would be localised for a given Partner in ASPX

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.