Assess the effectiveness of our resellers. We need to understand from the customer's perspective
- How involved are resellers in the purchase process, what is the trend?
- What drives purchase timing?
- by product line, SKU
- by geo, region, country
- by Partner Program
- by Promotion
- by Loyalty Program
- Consistently and accurately over each quarter.
Gain insights on buying dynamics, who participates in the purchase process, why did they select us over the competition?
We need to understand
- Why did they reject our competitors?
- Who participates in the purchase process?
- How long does this process take?
- How deeply did they consider alternatives?
Measure satisfaction with the elements of the purchase process over time. We want to determine
- Satisfaction with pricing.
- Satisfaction with configuration
- Satisfaction with selection
- Over time, by geo, by product line
- What is the trend, are we improving?