{"id":2285,"date":"2019-11-15T21:05:07","date_gmt":"2019-11-15T13:05:07","guid":{"rendered":"http:\/\/www.ponybai.com\/?p=2285"},"modified":"2019-11-15T21:05:07","modified_gmt":"2019-11-15T13:05:07","slug":"%e4%b8%ba%e6%82%a8%e7%9a%84%e9%a2%91%e9%81%93%e8%ae%be%e5%ae%9a%e7%9b%ae%e6%a0%87","status":"publish","type":"post","link":"http:\/\/www.ponybai.com\/?p=2285","title":{"rendered":"\u4e3a\u60a8\u7684\u9891\u9053\u8bbe\u5b9a\u76ee\u6807"},"content":{"rendered":"\n\t\t\t\t\n<h2 class=\"wp-block-heading\">\u5b66\u4e60\u76ee\u6807<\/h2>\n\n\n\n<p>\u5b8c\u6210\u672c\u5355\u5143\u540e\uff0c\u60a8\u5c06\u80fd\u591f\uff1a<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>\u4e86\u89e3\u4f7f\u6e20\u9053\u76ee\u6807\u4e0e\u603b\u4f53\u4e1a\u52a1\u76ee\u6807\u4fdd\u6301\u4e00\u81f4\u7684\u4ef7\u503c\u3002<\/li><li>\u63a2\u7d22\u9002\u7528\u4e8e\u60a8\u7684\u95e8\u6237\u7f51\u7ad9\u7b56\u7565\u7684\u6307\u6807\u7c7b\u578b\u3002<\/li><li>\u4e3a\u60a8\u7684\u5408\u4f5c\u4f19\u4f34\u95e8\u6237\u7f51\u7ad9\u5236\u5b9a\u5185\u90e8\u62a5\u544a\u8ba1\u5212\u3002<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/channel-management-and-partner-portal-strategy\/set-goals-for-your-channel#-----------set-goals-for-your-channel--\"><\/a>\u4e3a\u60a8\u7684\u9891\u9053\u8bbe\u5b9a\u76ee\u6807<\/h2>\n\n\n\n<p>\u5236\u5b9a\u4e00\u5957\u7ecf\u8fc7\u6df1\u601d\u719f\u8651\u7684\u76ee\u6807\u548c\u5236\u5b9a\u8ba1\u5212\u4ee5\u8ddf\u8e2a\u5b9e\u73b0\u8fd9\u4e9b\u76ee\u6807\u7684\u8fdb\u5ea6\u81f3\u5173\u91cd\u8981\u3002\u800c\u4e14\u91cd\u8981\u7684\u662f\u4e0d\u8981\u4ec5\u4ec5\u5173\u6ce8\u9500\u552e\u6536\u5165\u3002\u60a8\u8fd8\u5e94\u8be5\u8003\u8651\u6709\u5173\u6e20\u9053\u7b56\u7565\u7684\u6295\u8d44\u56de\u62a5\u7387\uff08ROI\uff09\uff0c\u9500\u552e\u6210\u672c\u4ee5\u53ca\u5176\u4ed6\u7b56\u7565\u8981\u7d20\uff08\u4f8b\u5982\u5e02\u573a\u4efd\u989d\u6216\u65b0\u4ea7\u54c1\u63a8\u51fa\uff09\u7684\u76ee\u6807\u3002\u5f53\u7136\uff0c\u6240\u6709\u8fd9\u4e9b\u76ee\u6807\u5e94\u4e0e\u516c\u53f8\u66f4\u5927\u7684\u9500\u552e\u548c\u589e\u957f\u76ee\u6807\u4fdd\u6301\u4e00\u81f4\u3002&nbsp;<\/p>\n\n\n\n<p>\u8003\u8651\u4e00\u4e0b\u60a8\u7684\u6e20\u9053\u76ee\u6807\u4ee5\u53ca\u5b83\u4eec\u5982\u4f55\u5f71\u54cd\u66f4\u5e7f\u6cdb\u7684\u4e1a\u52a1\u76ee\u6807\u3002\u8003\u8651\u60a8\u7684\u9891\u9053\u8ba1\u5212\u5982\u4f55\u652f\u6301\u8fd9\u4e9b\u66f4\u5e7f\u6cdb\u7684\u76ee\u6807\u5e76\u5c3d\u53ef\u80fd\u5730\u4f7f\u5b83\u4eec\u4fdd\u6301\u4e00\u81f4\u662f\u4e00\u4e2a\u503c\u5f97\u505a\u7684\u7ec3\u4e60\u3002\u9996\u5148\u67e5\u770b\u60a8\u7684\u603b\u4f53\u4e1a\u52a1\u76ee\u6807\u3002\u54ea\u4e9b\u6e20\u9053\u9500\u552e\u53ef\u4ee5\u652f\u6301\uff1f\u662f\u5426\u6709\u4e0e\u6e20\u9053\u6210\u529f\u76f4\u63a5\u76f8\u5173\u7684\u76ee\u6807\uff1f\u793a\u4f8b\u5305\u62ec\uff1a<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li><strong>\u5e02\u573a\u6269\u5c55\u3002<\/strong>\u8bb8\u591a\u516c\u53f8\u53ef\u4ee5\u4e0e\u5df2\u5efa\u7acb\u7684\u5408\u4f5c\u4f19\u4f34\u6210\u529f\u5408\u4f5c\uff0c\u4ee5\u5e2e\u52a9\u4ed6\u4eec\u6253\u5165\u65b0\u5e02\u573a\u3002<\/li><li><strong>\u65b0\u4ea7\u54c1\u53d1\u5e03\u3002<\/strong>\u4e00\u4e9b\u516c\u53f8\u9009\u62e9\u4e13\u95e8\u901a\u8fc7\u6e20\u9053\u9500\u552e\u65b0\u4ea7\u54c1\u3002<\/li><li><strong>\u9500\u552e\u589e\u957f\u3002<\/strong>\u5b9e\u73b0\u65b0\u9500\u552e\u589e\u957f\u7684\u6700\u4f73\u65b9\u6cd5\u4e4b\u4e00\u662f\u901a\u8fc7\u7cbe\u5fc3\u8ba1\u5212\u548c\u6267\u884c\u826f\u597d\u7684\u6e20\u9053\u9500\u552e\u7b56\u7565\u3002<\/li><li><strong>\u6218\u7565\u4f18\u52bf\u3002<\/strong>\u968f\u7740\u9500\u552e\u7684\u589e\u957f\uff0c\u6210\u529f\u7684\u6e20\u9053\u7b56\u7565\u53ef\u4ee5\u6210\u4e3a\u7ade\u4e89\u4f18\u52bf\u3002<\/li><\/ol>\n\n\n\n<h2 class=\"wp-block-heading\"><a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/channel-management-and-partner-portal-strategy\/set-goals-for-your-channel#-----------set-goals-for-your-partners--\"><\/a>\u4e3a\u5408\u4f5c\u4f19\u4f34\u8bbe\u5b9a\u76ee\u6807<\/h2>\n\n\n\n<p>\u6b63\u5982\u60a8\u4e0d\u5e94\u8be5\u53ea\u4e3a\u7ec4\u7ec7\u4e13\u6ce8\u4e8e\u6536\u5165\u76ee\u6807\u4e00\u6837\uff0c\u60a8\u4e5f\u5e94\u8be5\u5bf9\u5408\u4f5c\u4f19\u4f34\u76ee\u6807\u5e94\u7528\u76f8\u540c\u7684\u6807\u51c6\uff1a\u9664\u4e86\u6536\u5165\u4e4b\u5916\uff0c\u8fd8\u6709\u4ec0\u4e48\u91cd\u8981\u7684\uff1f\u76ee\u6807\u8fd8\u53d6\u51b3\u4e8e\u60a8\u7684\u5408\u4f5c\u4f19\u4f34\/\u6f5c\u5728\u5408\u4f5c\u4f19\u4f34\u5728\u5176\u53c2\u4e0e\u65c5\u7a0b\u4e2d\u6240\u5904\u7684\u4f4d\u7f6e\u3002\u9891\u9053\u516c\u53f8\u8bf4\uff1a\u201c\u5982\u4f55\u4e3a\u5408\u4f5c\u4f19\u4f34\u7ba1\u7406\u548c\u8bbe\u5b9a\u76ee\u6807\u53d6\u51b3\u4e8e\u4ed6\u4eec\u662f\u8c01\uff0c\u4ee5\u53ca\u4ed6\u4eec\u5728\u65c5\u9014\u4e2d\u7684\u4f4d\u7f6e\u3002\u201d<\/p>\n\n\n\n<p>\u6839\u636eSand Hill Group\u7684\u8bf4\u6cd5\uff0c\u4ee5\u4e0b\u662f\u4e0e\u4e3a\u6e20\u9053\u5408\u4f5c\u4f19\u4f34\u8bbe\u5b9a\u76ee\u6807\u6709\u5173\u7684\u5176\u4ed6\u6ce8\u610f\u4e8b\u9879\uff1a<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li><strong>\u8c03\u6574\u6e20\u9053\u7684\u6574\u4f53\u9500\u552e\u80fd\u529b\uff0c\u4ee5\u53cd\u6620\u4ed6\u4eec\u9500\u552e\u89e3\u51b3\u65b9\u6848\u7684\u80fd\u529b\u3002<\/strong>\u60a8\u7684\u5408\u4f5c\u4f19\u4f34\u4e0d\u4f1a100\uff05\u4e13\u5fc3\u9500\u552e\u60a8\u7684\u4ea7\u54c1\uff0c\u56e0\u6b64\u8bf7\u8fdb\u884c\u76f8\u5e94\u8c03\u6574\u3002<\/li><li><strong>\u8003\u8651\u662f\u5426\u9700\u8981\u8c03\u6574\u8c03\u6574\u4ea7\u91cf\u671f\u671b\u503c\u4ee5\u53ca\u8c03\u6574\u8c03\u6574\u5e45\u5ea6\u3002<\/strong>\u901a\u8fc7\u6e20\u9053\u9500\u552e\u65f6\uff0c\u5229\u6da6\u7387\u5c06\u5982\u4f55\u53d8\u5316\uff1f\u4ea7\u54c1\u7ec4\u5408\u662f\u5426\u4e0d\u540c\uff1f\u9644\u4ef6\u7684\u6d41\u884c\u7a0b\u5ea6\u8f83\u4f4e\u5417\uff1f<\/li><li><strong>\u5ba2\u89c2\u8bc4\u4f30\u60a8\u516c\u53f8\u7684\u6574\u4f53\u9500\u552e\u6210\u719f\u5ea6\u3002<\/strong>\u60a8\u7684\u9500\u552e\u8fc7\u7a0b\u6709\u591a\u53ef\u9884\u6d4b\uff1f\u60a8\u63d0\u4f9b\u5b8c\u6574\u7684\u89e3\u51b3\u65b9\u6848\u5417\uff1f\u8fd9\u4e9b\u56e0\u7d20\u4f1a\u5f71\u54cd\u5408\u4f5c\u4f19\u4f34\u7684\u6210\u529f\u3002<\/li><\/ol>\n\n\n\n<p>\u6700\u540e\uff0c\u6211\u4eec\u5efa\u8bae\u8bbe\u7f6e\u4e0e\u60a8\u7684\u4f01\u4e1a\u4ef7\u503c\u89c2\u76f8\u4e00\u81f4\u7684\u76ee\u6807\u3002\u5bf9\u4e8e\u5408\u4f5c\u4f19\u4f34\u800c\u8a00\uff0c\u91cd\u8981\u7684\u662f\u8981\u4e86\u89e3\u60a8\u7684\u4ef7\u503c\u89c2\u4ee5\u53ca\u4ef7\u503c\u89c2\u5982\u4f55\u5f71\u54cd\u60a8\u7684\u4e1a\u52a1\u7684\u5404\u4e2a\u65b9\u9762\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/channel-management-and-partner-portal-strategy\/set-goals-for-your-channel#-----------establish-key-metrics--\"><\/a>\u5efa\u7acb\u5173\u952e\u6307\u6807<\/h2>\n\n\n\n<p>\u6ca1\u6709\u9002\u7528\u4e8e\u5408\u4f5c\u4f19\u4f34\u751f\u547d\u5468\u671f\u6bcf\u4e2a\u9636\u6bb5\u7684\u901a\u7528\u6307\u6807\u96c6\uff0c\u8fd9\u610f\u5473\u7740\u516c\u53f8\u9700\u8981\u8003\u8651\u751f\u547d\u5468\u671f\u6bcf\u4e2a\u9636\u6bb5\u54ea\u4e2a\u6307\u6807\u662f\u5408\u9002\u7684\u3002\u6b63\u5982Gary Morris\u5728\u5176\u535a\u5ba2\u201c\u6210\u529f\u9891\u9053\u201d\u4e2d\u7684\u5e16\u5b50\u4e2d\u6240\u8ff0\uff1a<\/p>\n\n\n\n<p>\u201c&nbsp;<em>\u5408\u4f5c\u4f19\u4f34\u751f\u547d\u5468\u671f\u65c5\u7a0b\u7684\u6bcf\u4e2a\u6b65\u9aa4\u90fd\u5e26\u6709\u76f8\u5e94\u7684\u4e00\u7ec4&nbsp;<\/em><\/p>\n\n\n\n<p><em>\u5efa\u8bae\u7684\u8ddf\u8e2a\u548c\u6548\u679c\u6307\u6807\u3002\u8fd9\u4e9b\u6307\u6807\u6709\u52a9\u4e8e\u5b9a\u4e49&nbsp;<\/em><\/p>\n\n\n\n<p><em>\u4e0e\u60a8\u7684\u54c1\u724c\u6700\u5408\u9002\u7684\u5408\u4f5c\u4f19\u4f34\uff0c\u540c\u65f6\u4e5f\u53ef\u4ee5\u8ddf\u8e2a&nbsp;<\/em><\/p>\n\n\n\n<p><em>\u57f9\u517b\u6709\u80fd\u529b\uff0c\u6709\u52a8\u529b\u548c\u521b\u6536\u4f19\u4f34\u7684\u5fc5\u8981\u6d3b\u52a8\u3002<\/em>\u201d<\/p>\n\n\n\n<p>\u67e5\u770b\u6307\u6807\u7684\u53e6\u4e00\u4e2a\u91cd\u8981\u89c6\u89d2\u662f\u901a\u8fc7\u76f4\u63a5\u548c\u95f4\u63a5\u5ea6\u91cf\uff0c\u4e5f\u79f0\u4e3a\u9886\u5148\u6307\u6807\u548c\u6ede\u540e\u6307\u6807\u3002\u9886\u5148\u6307\u6807\u662f\u663e\u793a\u6d3b\u52a8\u548c\u53c2\u4e0e\u5ea6\u7684\u6307\u6807\uff0c\u6240\u6709\u6307\u6807\u90fd\u6307\u5411\u6700\u7ec8\u6536\u5165\u3002<\/p>\n\n\n\n<table class=\"wp-block-table\"><tbody><tr><td><strong>\u884c\u4e3a<\/strong><br><\/td><td><strong>\u9886\u5148\u6307\u6807&nbsp;<\/strong><br><\/td><\/tr><tr><td>\u53c2\u4e0e\u8bd5\u9a8c\uff0c\u6982\u5ff5\u9a8c\u8bc1\uff08POC\uff09<br><\/td><td>\uff03\u8bd5\u9a8c\/ POC<br><\/td><\/tr><tr><td>\u53c2\u52a0\u7f51\u7edc\u7814\u8ba8\u4f1a\uff0c\u57f9\u8bad\u548c\u57f9\u8bad<br><\/td><td>\u53c2\u52a0\u4e86\uff03\u4e2a\u6d3b\u52a8<br><br><\/td><\/tr><tr><td>\u4ea4\u6613\u767b\u8bb0<br><\/td><td>\uff03\u7b14\u4ea4\u6613\u5df2\u6ce8\u518c\uff1b\u5408\u4f5c\u4f19\u4f34\u63d0\u4f9b\u7684\u6e20\u9053<br><\/td><\/tr><tr><td>\u95e8\u6237\u7f51\u7ad9\u7684\u603b\u4f53\u6d3b\u52a8<br><\/td><td>\uff03\u767b\u5f55\uff0c\u53c2\u4e0e<br><\/td><\/tr><tr><td>\u8054\u5408\u4e1a\u52a1\u8ba1\u5212<br><\/td><td>\u4e0e\u5408\u4f5c\u4f19\u4f34\u5236\u5b9a\u7684\u8ba1\u5212<br><\/td><\/tr><tr><td>\u53c2\u52a0\u73b0\u573a\u6d3b\u52a8<br><\/td><td>\u53c2\u52a0\u4e86\uff03\u4e2a\u6d3b\u52a8<br><\/td><\/tr><\/tbody><\/table>\n\n\n\n<table class=\"wp-block-table\"><tbody><tr><td><strong>Behavior<\/strong><br><\/td><td><strong>Leading Metric&nbsp;<\/strong><br><\/td><\/tr><tr><td>Participation in trials, proof-of-concepts (POCs)<br><\/td><td># trials\/POCs<br><\/td><\/tr><tr><td>Participation in webinars, enablement, training sessions<br><\/td><td># events attended<br><br><\/td><\/tr><tr><td>Deal Registrations<br><\/td><td># deals registered; partner-contributed pipeline<br><\/td><\/tr><tr><td>Overall activity in portal<br><\/td><td># logins, engagement<br><\/td><\/tr><tr><td>Joint Business Planning<br><\/td><td># plans developed with partners<br><\/td><\/tr><tr><td>Attendance at in-person events<br><\/td><td># events attended<\/td><\/tr><\/tbody><\/table>\n\n\n\n<p>\u6ede\u540e\u6307\u6807\u4e0e\u9500\u552e\u7ed3\u679c\u76f8\u5173\u8054\uff0c\u5e76\u4e14\u5fc5\u987b\u5305\u542b\u6bd4\u7b80\u5355\u6536\u5165\u6307\u6807\u66f4\u591a\u7684\u6307\u6807\u3002<\/p>\n\n\n\n<table class=\"wp-block-table\"><tbody><tr><td><strong>\u63cf\u8ff0<\/strong><br><\/td><td><strong>\u843d\u540e\u6307\u6807<\/strong><br><\/td><\/tr><tr><td>\u4ea4\u6613\u83b7\u80dc\u7387<br><\/td><td>\uff03\u7b14\u603b\u4ea4\u6613\uff1b\u603b\uff03\u4e2a\u673a\u4f1a\uff1b\u8d62\/\u8d54\u7387<br><\/td><\/tr><tr><td>\u6536\u5165<br><\/td><td>$\u603b\u6536\u76ca\uff1b$\u6309\u90e8\u95e8\u5212\u5206\u7684\u6536\u5165\uff1b\u540c\u6bd4\u589e\u957f\u7387<br><\/td><\/tr><tr><td>\uff03\u65b0\u5ba2\u6237<br><\/td><td>\uff03\u65b0\u5fbd\u6807<br><\/td><\/tr><tr><td>\u5df2\u552e\u4ea7\u54c1\u7c7b\u578b<br><\/td><td>\u6309\u4ea7\u54c1\u7c7b\u522b\u6216SKU\u7684\u6536\u5165<br><\/td><\/tr><tr><td>\u51cf\u5458<br><\/td><td>\u7387\uff0c\u4ee5\uff05\u8868\u793a<br><\/td><\/tr><\/tbody><\/table>\n\n\n\n<table class=\"wp-block-table\"><tbody><tr><td><strong>Description<\/strong><br><\/td><td><strong>Lagging Metric<\/strong><br><\/td><\/tr><tr><td>Deal Win Rate<br><\/td><td># total deals won; Total # Opportunities; Win\/Loss rate<br><\/td><\/tr><tr><td>Revenue<br><\/td><td>$ total revenue; $ revenue by segment; YoY growth rate<br><\/td><\/tr><tr><td># New Customers<br><\/td><td># new logos<br><\/td><\/tr><tr><td>Product Type Sold<br><\/td><td>Revenue by Product Category, or SKU<br><\/td><\/tr><tr><td>Attrition<br><\/td><td>rate, expressed as %<\/td><\/tr><\/tbody><\/table>\n\n\n\n<h2 class=\"wp-block-heading\"><a href=\"https:\/\/trailhead.salesforce.com\/content\/learn\/modules\/channel-management-and-partner-portal-strategy\/set-goals-for-your-channel#-----------develop-an-internal-reporting-plan--\"><\/a>\u5236\u5b9a\u5185\u90e8\u62a5\u544a\u8ba1\u5212<\/h2>\n\n\n\n<p>\u91cd\u8981\u7684\u662f\u8981\u6709\u4e00\u4e2a\u8ba1\u5212\uff0c\u4ee5\u8ba1\u5212\u5982\u4f55\u4f20\u8fbe\u8fd9\u4e9b\u6307\u6807\uff08\u60f3\u4e3a\u6210\u5e74\u4eba\u8bb2\u6545\u4e8b\uff01\uff09\uff0c\u4ee5\u4fbf\u4e3a\u4fe1\u606f\u63d0\u4f9b\u5c3d\u53ef\u80fd\u591a\u7684\u4e0a\u4e0b\u6587\u3002\u8fd9\u662f\u6211\u4eec\u7684\u5efa\u8bae\u3002<\/p>\n\n\n\n<ol 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