PHASE 8: PARTNER STRATEGY

Select the right partners, gain their mindshare, and drive more revenue through your key partnerships.

 

A partner strategy ensures you have the right partners working for your company. This enables you to cover more of the market in a cost-effective way. Recruiting and enablement of the right partners requires improved mindshare.

Rapid Diagnostic

1. A partner strategy is routinely used to manage your partner program.

2. You have a dedicated partner management organization and budget that is sufficient enough to run a best-in-class partner program.

3. You have defined your Ideal Partner Profile.

4. Your Ideal Partner Profile was built using a research-based process.

5. You have scored each partner relative to your Ideal Partner Profile.

6. You have segmented your partners and selected the ideal partner based on revenue potential and alignment with your territory strategy.

7. There is an enablement program in place that provides your partners with the tools to maximize revenue for your company’s products/solutions.

8. The recruiting and onboarding process results in a short ramp-to-productivity timeline for your partners.

9. The revenue contribution from your partners has increased year-over-year.

10. Your partner program has led to lower Customer Acquisition Cost (CAC).

Deliverables

• Ideal Partner Profile

• Partner Segmentation

• Partner Value Prop & Recruitment

• Partner Coverage Plan

• Partner Management Org Model & Talent

• Partner Marketing Interlock

• Partner Enablement

Sales Strategy
How to Lead a Digital-Oriented Sales Strategy
At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies...
Read More
Sales Strategy
Leading a Legacy Company to Accelerate in Any Market Condition
Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year.   However, companies like Hexagon PPM have not been around for over 50...
Read More
Sales Strategy
How Software Leaders Pragmatically Prepare for 2021
The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers...
Read More
Sales Strategy
How New Sales Leaders Thrive in the Heat of the Spotlight
As a newly hired sales leader, it’s tempting to sit back and enjoy the honeymoon phase of the job. However, when the spotlight wears off, or rookie mistakes become less forgivable, it becomes a long road to make up any...
Read More