How to Build a Future-Ready Channel Partner Ecosystem with Co-Creation and Rewards
Explore how digital transformation is reshaping the channel partner ecosystem. Learn to co-create, collaborate, and reward for lasting partner engagement and growth.
Pada halaman ini
- The new reality: Collaboration over competition
- Characteristics of the next-gen channel ecosystem: So, how will the new channels look?
- Key forces shaping the modern partner ecosystem
- Partner selection framework for the future
- Igniting your new channels with the power of rewards: Key partner behaviors to reward and encourage
- Use Compass to gamify engagement and maximize performance
Synergy, co-creation, and rewards are the pillars of a brand-new channel partner ecosystem.
The only constant about 21st-century sales & delivery channels is that they change:
Kami fikir mereka akan kekal sama selama-lamanya. Sebahagian daripada kita mengiranya. Tetapi pengalaman produk yang kompleks, perubahan jangkaan pengguna, dan trend baru dalam penyampaian penyelesaian menimbulkan ekosistem perkongsian baru di alam semesta saluran B2B.
Kami menyaksikan kemunculan 'pasukan' berbilang rakan kongsi. Setiap ahli secara progresif menyumbang 'sekumpulan hasil' kepada penyelesaian akhir, mendarabkan nilai untuk pembeli dan meningkatkan 'simbiosis' ke tahap yang baru.
Komuniti, penciptaan bersama, dan penyampaian bersama adalah tonggak masa depan yang sedang disegerakan oleh transformasi digital tanpa henti.
"76% of business leaders surveyed agree current business models will be unrecognizable in the next five years — ecosystems will be the main change agent." ~ Accenture study
The new reality: Collaboration over competition
Fokus berkelip pada penyelidikan tempatan, inovasi dalaman, dan format tradisional rakan kongsi pengedaran linear dan transaksi tidak lagi akan memotongnya.
If you want to brainstorm, chat with a partner. If innovation is your game, get your ideas from the marketplace (they’re floating, and they’re free). If you want to storm the market, do it with storm-troopers (battle and market-ready partners) who believe in your struggle.
To win now, channel partners must do some - or all - of these
- Berkembang kepada peranan yang lebih tinggi
- Mencipta semula dan pangsi di sekitar peranan lama
- Master sama sekali peranan baru
Characteristics of the next-gen channel ecosystem: So, how will the new channels look?
How will the ‘next’ channel ecosystem look, feel, and smell?
Nah, ia boleh:
1) Canggih ('rumit' sehingga anda membungkus kepala anda di sekelilingnya).
2) Dalam keadaan fluks kekal ('sedikit kabur' jika anda bermain mengejar).
3) Memberi ganjaran yang tinggi untuk setiap pemain dan pihak berkepentingan (jika anda tahu peranan anda dengan baik dan memainkan kad anda dengan betul).
4) Continually optimized (the new reality is constantly changing) and fine-tuned to actively address and influence how customers discover, decide, and purchase.
Key forces shaping the modern partner ecosystem
We aren’t buying neatly outlined products anymore. Configurable SaaS products and configurable solutions have scattered the sequential/linear line-ups of supply chain actors (such as partners and distributors) and elements (like logistics, order, and inventory management).
- Humans are separated by computer IP addresses now. Digital transactions have escalated by 9.6% and are needling the $9.92 trillion mark, as per Digital Commerce 360. With digital sucking physical elements (like distance and interaction) out of the equation, all traditional parameters like time, logistics, and emotional semantics are in makeover mode.
- Convergence of collateral technologies (Internet of Things, cloud, AR - VR, and data analytics for instance) have added their tier of complexity, adding multi-layered contracts, billing, and support processes to the picture.
- Buy-outs (Unicorns melakukannya setiap hari), pembentukan semula dan penggabungan telah menimbulkan mekanisme keputusan baru dan mempengaruhi persamaan.
- Terdapat pembeli baru di bandar. CTO atau CIO perlu memberi laluan kepada pemilik LOB (pemasaran, HR, keselamatan, jualan) - terlalu kerap.
- Pembeli baru sangat berpengetahuan dan menuntut penyelesaian yang canggih, ciri tambahan dan pengalaman pembelian seperti Amazon yang lancar (kes pada titik: kenaikan dan kebangkitan pasaran D2C).
Partner selection framework for the future
Following is the framework for better work:
Checklist: Key areas to evaluate in a potential partner
Sebelum memilih rakan kongsi anda yang seterusnya, fikirkan sama ada mereka boleh menambah nilai dalam bidang berikut:
- Pembangunan produk
- Pengukuhan jualan
- Kecekapan teknologi
- Amplifikasi penghantaran (perkhidmatan terurus, kejuruteraan semula proses dan pemantauan penggunaan)
- Penerokaan pasaran & pengembangan asas pelanggan
Dalliances with alliances: Strategic collaborations for customer-centric outcomes
Companies are pursuing unforeseen partnerships to achieve better customer outcomes, as is the case with Walt Disney World Resorts and Hitachi Vantara, recently named Disney World’s “official ride and show analytics provider.”
The two companies have brought together Disney’s entertainment experience and Hitachi Vantara’s intelligent data-driven solutions to increase the attractions’ operational efficiency and customer appeal. (Deloitte Insights)
Oleh kerana keperluan perniagaan menjadi lebih canggih dan pengguna menjadi lebih arif, ME memberi laluan kepada KAMI. Vendor dan rakan kongsi tidak boleh kekal terpencil di pulau mereka dalam senario baharu.
‘‘Let go’ of uni-dimensional controls over the delivery chain, think beyond limited-capability roles and explore alliances and integrations across dimensions like role, function, and tech - to fill solution gaps, augment capabilities and extend solutions: Right from strategy to creation to selling to delivery to adoption and support.
Google Cloud telah bekerjasama dengan Cisco untuk menyediakan pelanggan platform bersepadu yang disokong dengan baik yang membolehkan mereka mempercepatkan pemodenan aplikasi di premis, memudahkan pengurusan perkhidmatan dan menawarkan keselamatan bersepadu. ~ Wawasan Deloitte
The new vendor-partner relationship algebra must be designed around values, culture, and business models to ensure the best fitment. A shared sense of purpose enables spontaneous involvement of all players, scales processes easier, boost revenue, and amplifies customer loyalty.
-> Nearly 7 out of 10 resellers and distributors seek better relationships with vendors.
-> 56% of resellers feel isolated if they hear nothing from their vendors.
-> 65% of distributors are finding it increasingly difficult to build relationships with vendors.
- Vendor dan rakan kongsi mesti bersama-sama mewujudkan perjalanan - dengan pemimpin dan pembuat keputusan di kedua-dua pihak yang melibatkan satu sama lain pada setiap langkah kritikal strategi, pembangunan produk, dan pelaksanaan.
- The vice president of global alliances and sales at Amazon Web Services (AWS) has witnessed a 3.5x increase in opportunity size when working with partners at the front end of the sales cycle (Deloitte Insights)
- Cadangan nilai penglibatan (untuk kedua-dua vendor dan rakan kongsi) mestilah jelas. Peraturan harus mudah, memudahkan pihak berkepentingan untuk kekal fleksibel dan akomodatif.
- Vendor mesti mendidik, melatih dan melengkapkan rakan kongsi dengan maklumat dan sumber - baik di sekitar perjalanan organisasi yang lebih besar dan suite faedah produk - untuk menjana rasa kebanggaan jenama dan untuk membolehkan tingkah laku jualan, masing-masing. Papan pemuka yang boleh diakses, proses kelulusan tuntutan cepat, alat bogel & bimbingan yang mudah, freewheeling, mekanisme komunikasi dua hala, dan maklum balas analisis segera mesti digalakkan untuk memudahkan penglibatan dan pangsi.
- Jadikan influencer, penasihat, sekutu, penyokong, rakan rujukan, penyepadu sistem (SIs), dan pakar bidang sebagai sebahagian daripada perjalanan - dengan itu meningkatkan nilai pada peringkat kritikal seperti titik pengalaman & penggunaan, penukaran pelanggan, dan kemudahan penggunaan.
- Membina pengetahuan, kepakaran, dan nilai di sekitar perniagaan dan mandat pelanggan.
- Lihatlah untuk beralih kepada teknologi seterusnya dalam kelas, berinovasi pengkhususan pelengkap dan memperoleh pengedar, ejen dan rakan kongsi untuk menyatukan kehadiran di seluruh landskap saluran.
- Bersikap terbuka untuk mengamalkan amalan terbaik dari alam semesta B2C, seperti dinamik pasaran D2C dan pengalaman pelanggan.
- Tetap berjaga-jaga dan tangkas terhadap isyarat, bendera, dan petunjuk yang dikeluarkan oleh rakan kongsi.
“Leaders in this environment must understand the roles they and each partner can play, and work on developing the engagement models to fit the growing complexity and agility in the partner ecosystem.”
Igniting your new channels with the power of rewards: Key partner behaviors to reward and encourage
The new collaborative reality drives significant benefits for both vendor (brand) and channel partners – be it via building more user-oriented solutions, ensuring greater speed to market, or relieving ‘sales target pressure’ on each player by redistributing responsibility more evenly.
No wonder 39% of B2B marketing decision-makers are looking to improve their partner experience. Rewards offer a simple, quick, and memorable way to do that.
Areas and behaviours you can guide and incentivize with rewards
- Kesedaran untuk mengubah tabiat pelanggan.
- Pengetahuan tentang produk dan teknologi yang terlibat.
- Sejajar dengan jenama - kedudukan, budaya, dan tujuan: Kesedaran rakan kongsi (A) jenama vendor, dan (B) Keupayaan untuk membina jenama sendiri.
- Bimbingan Sentiasa: Bertukar-tukar pengetahuan dan berkongsi pengalaman dalam masa nyata.
- Komunikasi tangkas: Menyedarkan kolaborator ekosistem mengenai gangguan dan peluang.
Gamify these targets by co-creating fun rules, tracking progress on leader-boards, and rewarding achievers with personalized, commensurate, and instant incentives with Compass, the gold standard in rewards and experience automation.
When it comes to incentivizing your users and buyers to share feedback and opinions consistently and spontaneously, Compass ticks each of the Big 5 zones…
Use Compass to gamify engagement and maximize performance
Co-create performance goals, track outcomes with leaderboards, and reward channel partners instantly and meaningfully with Compass, a leading growth and incentive platform built for modern sales ecosystems.
Why Compass fits perfectly:
It fits perfectly because of:
1. Keputusasaan
Compass offers aspirational rewards and experiences that resonate with every type of channel partner.
2. Penyesuaian
Incentives can be finely tuned to each user’s profile, geography, and goal—reflecting the spirit of the campaign.
3. Kelajuan
Enable instant gratification with real-time reward disbursement. Pre-paid incentives also improve response and retention.
4. Kemudahan
Seamless integration with CRM, LMS, HRMS, and other enterprise tools via plug-and-play modules.
5. Pilihan
Global catalog of gift cards, perks, and experiences across 100+ countries ensures partners always find something of value.
Beyond rewards: Why Compass drives lasting motivation
Integrated, omnichannel, insight-driven engagement. Compass goes beyond just rewards with:
- Omnichannel reach: Deliver rewards via Email, SMS, WhatsApp, in-app, QR codes, and more.
- Data-powered dashboards: Real-time analytics for tracking partner performance, ROI, and motivation drivers.
- Always-on campaigns: Automate nudges, track milestones, and create gamified experiences effortlessly.
Unlock the full potential of your partner network through performance-driven rewards and seamless collaboration.
👉 Book a free demo of Compass today and experience the future of channel engagement.
