Effectively managing alliances requires having reliable data to track certain key leading and lagging measures. They serve as guideposts and beacons to engage and align a single alliance team or the staff of an overarching alliance program around shared strategic intent, what will be done to achieve it, and how to get there. A successful metrics program promotes accountability and allows a common understanding to facilitate decision making.
This session introduces alliance professionals to techniques for developing a metrics program that is fit for purpose - and doesn’t require a small army of people to implement it. Our presenter highlights the dos and don’ts of building a credible program including:
- Selecting the few key metrics that should guide decision making
- Gaining buy-in to the credibility and relevance of reported metrics
- Balancing jointly reported measures with internal only reporting
Dennis Chapman Sr.
President and CEO
The Chapman Group
Dennis J. Chapman Sr. is the Founder and President/CEO of The Chapman Group. Prior to establishing The Chapman Group in 1988, Dennis’ career included sales and management positions with Xerox, ROLM/IBM and as Vice President of Sales and Marketing in the high-tech reseller industry.
Dennis brings 25+ years of executive level experience in sales, marketing, and business management. He speaks regularly on sales and account management processes and best practices to major corporations across the globe. His innovative methods and practices for sales, strategic account management, calculating an economic value proposition and measuring customer feedback have been published for many years. He is a dynamic, enthusiastic speaker whose ideas and vision consistently inspire and motivate his audiences.
Dennis is a graduate of the University of Massachusetts School of Business and is a long-standing member of the Board of Directors for SAMA (Strategic Account Management Association). He has served as a panelist for the Johns Hopkins School of Business MBA program and as a guest speaker at the School of Marketing, Loyola University, Baltimore, Maryland.
Fun Fact: Dennis claims to have played a significant role in enabling Julius Erving (NBA basketball player) to be nominated for and enter the basketball hall of fame. Ask him about it—he is not shy!