Skip to main content
    Beta — Features may not work as expected.
    Back to Glossary

    What is Asset Rating?

    Asset Rating helps channel partners evaluate sales and marketing materials. Partners provide feedback on the usefulness of these assets. This system identifies which materials need improvement. Vendors gain insights into asset performance in real-world scenarios. A partner program uses this feedback to enhance content. This process improves partner enablement and boosts channel sales. Partners can rate training modules and co-selling guides. This ensures all materials support effective deal registration. High ratings indicate successful through-channel marketing content. Low ratings highlight areas needing immediate revision. This continuous feedback loop strengthens the entire partner ecosystem.

    8 min read1406 words0 views

    TL;DR

    Asset Rating is how partners rate a vendor's sales and marketing materials. This feedback helps vendors understand which materials are most useful and effective for partners, and which need improvement. In partner ecosystems, it ensures partners have the best tools to sell products, making the partnership stronger and more successful.

    "Optimizing assets based on partner feedback is crucial for ensuring your ecosystem has the most effective tools to drive sales and market your solutions."

    — POEM™ Industry Expert

    1. Introduction

    Asset Rating is a system. It helps channel partners evaluate sales and marketing materials. Partners provide feedback on asset usefulness. This system identifies which materials need improvement.

    Vendors gain insights into asset performance. This happens in real-world scenarios. A partner program uses this feedback. It enhances content. This process improves partner enablement. It also boosts channel sales.

    2. Context/Background

    Historically, vendors created content in isolation. They often guessed what partners needed. This led to ineffective sales tools. Partners struggled to use generic materials. Many materials went unused.

    The rise of complex partner ecosystems changed this. Vendors recognized partners' unique perspectives. They needed a way to gather direct feedback. Asset Rating emerged as a solution. It ensures content directly supports partner success. It strengthens the overall partner relationship management.

    3. Core Principles

    • Partner-Centric Feedback: Partners are the primary evaluators. Their input drives content improvement.
    • Continuous Improvement: Feedback creates an ongoing cycle. This cycle refines and updates assets.
    • Data-Driven Decisions: Ratings provide measurable data. This data informs content strategy.
    • Transparency: Vendors share how feedback influences changes. This builds partner trust.
    • Simplicity: The rating process must be easy for partners. This encourages participation.

    4. Implementation

    1. Define Rating Criteria: Establish clear metrics for evaluation. Examples include usefulness, clarity, and effectiveness.
    2. Integrate into Partner Portal: Embed the rating system. Make it accessible within the partner portal.
    3. Educate Partners: Train partners on how to rate assets. Explain the benefits of their participation.
    4. Promote Usage: Encourage partners to provide regular feedback. Offer incentives for participation.
    5. Analyze Data: Regularly review rating data. Identify trends and areas for improvement.
    6. Act on Feedback: Revise materials based on partner input. Communicate changes to partners.

    5. Best Practices vs Pitfalls

    Best Practices (Do's)

    • Keep it simple: Use a 1-5 star rating or thumbs up/down.
    • Provide comment boxes: Allow partners to explain their ratings.
    • Act quickly on feedback: Show partners their input matters.
    • Gamify the process: Offer badges or recognition for active raters.
    • Integrate with CRM: Link asset usage to deal registration success.

    Pitfalls (Don'ts)

    • Overly complex forms: Partners will avoid lengthy surveys.
    • Ignoring feedback: This erodes partner trust and participation.
    • Lack of promotion: Partners won't use a hidden feature.
    • One-time setup: Asset rating needs continuous management.
    • Blaming partners: Understand feedback as constructive, not critical.

    6. Advanced Applications

    1. Predictive Content Development: Use ratings to forecast future content needs.
    2. Personalized Partner Journeys: Recommend assets based on a partner's role or performance.
    3. A/B Testing of Assets: Compare different versions of marketing materials. See which performs better.
    4. Integration with AI: Use AI to analyze sentiment in text comments.
    5. Sales Cycle Optimization: Map high-rated assets to specific stages of the sales cycle.
    6. Cross-Ecosystem Learning: Share insights with other vendors in the partner ecosystem.

    7. Ecosystem Integration

    Asset Rating supports multiple POEM lifecycle pillars. During Enable, it directly improves partner enablement materials. For Market, it refines through-channel marketing content. In Sell, effective assets lead to better channel sales. It helps Accelerate overall partner performance. Good ratings show strong co-selling support. It provides data for Incentivize, tying successful content to partner rewards. The insights gained help Strategize future content needs. This strengthens the entire partner program.

    8. Conclusion

    Asset Rating is a vital tool for any robust partner program. It ensures that sales and marketing materials are effective. This system empowers channel partners. It gives them a voice in content development.

    By adopting Asset Rating, vendors create stronger partnerships. They improve their partner relationship management. They also drive better channel sales outcomes. This leads to a more efficient and productive partner ecosystem for all.

    Context Notes

    1. An IT channel partner rates a vendor's new product datasheet. They find it clear and comprehensive for client presentations. This positive asset rating encourages further use in deal registration.
    2. A manufacturing partner evaluates a co-selling video demonstration. They suggest adding more technical specifications. This feedback helps the vendor improve future partner enablement materials.
    3. A software reseller rates a through-channel marketing email template. They note its strong call to action. This high rating confirms the template's effectiveness for lead generation.

    Frequently Asked Questions

    Source

    Document Upload

    This term definition is part of the POEM™ Partner Orchestration & Ecosystem Management framework.

    Enable
    Accelerate