Derek Schoettle

Intapp Billstream, while ideal for professional facing electronic editing provides opportunities to automate and refine finance business processes to power efficiency and pace of invoicing. Thank you John Tickle and Iain Cushion for your support and sharing the Mills & Reeve experience! #Intapp #IntappBillstream #DigitalBilling #PrebillEditing

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Curious what's top of mind for CIOs and executives in 2024? Watch this 30-second video unveiling eye-opening stats and learn how to transform data into business value. #CIO #DataStrategy

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Totally enjoyed reading this blog written by Brian Seagrave. If you are on a vehicle or have a GSA schedule then you have to see Deep Water Point & Associates Northstar!

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In honor of Crossbeam's ELG conference this week, here’s a quick thought about territories and partners. Partners tend to cut across territory designs in complex ways—whether you have dedicated partner reps or not. They also represent long-term relationships, so ideally you keep the reps that are focused on a partner pretty stable to foster those. If you’re using a static territory model (geo, verticals, named accounts), you’ll usually have to accommodate for partners at carving or mid-year refresh time. This might mean: 1. A cascade of exceptions (e.g. if type = partner, then assign to this partner rep overlay) 2. Complex balancing logic that combines partner potential with standard account potential 3. If you have dedicated ecosystem reps, Integrating a whole secondary territory model for them This gets really tricky if you have a ton of ecosystem partners and if their growth is unpredictable. You can suddenly find yourself mid-year with a rep who’s spending 100% of their time with one partner, ignoring the rest of their territory—while other reps are starving. Dynamic books as a replacement for static territory makes this easier and less risky. Partner-specific logic can get factored into target book segments with specific capacities to ensure reps don’t get overloaded (or under-loaded). Plus, you don’t need a whole separate secondary model for dedicated ecosystem reps, you can just have a partner target book. Then, of course, if things change drastically throughout the year, you can load balance across your quota capacity without having to “recarve” the world. That’s the beauty of not locking yourself into a static model. Change isn’t disruptive—it’s assumed! Anyway, you can do all of the above without Gradient Works of course, but we don’t recommend it 😬 That said, there’s one challenge that comes up a lot for our customers. Partner relationships are crucial so there are some partner accounts you just never want to reassign. Even though you're not locked into static territories, some accounts may need to stay, well, locked up. In a dynamic model, it’s possible you might slip up and move something you didn’t mean to. That’s one of the many reasons we just added Locked Segments to Bookbuilder. Now when you’re designing a target book, you can make most of it dynamic but have a set of accounts that never move. It’s a great way to ensure partner accounts stick with the partner rep so they can build those relationships. (It’s also great for named accounts and customers for full-cycle reps, but that’s another post). I love this stuff, so if you’re interested in talking territory ecosystem, ping me either at ELG or drop a comment. Happy 🔒ing!

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