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
Underwriting to a Growth Thesis: The 4 Quadrants of Value Creation
While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment.   On today’s show, Mike Hoffman, SBI Senior Managing Director–Private Equity,...
Read More
Sales Strategy
Leading Global Field Sales Through the Pandemic
Of all the challenges that sales leaders have faced this past year, effectively evolving field sellers into virtual teams has been one of the most difficult to navigate.   On today’s show, Mike Carpenter, President of Global Sales & Field Operations at...
Read More
Sales Strategy
How CEOs of Tech-Enabled Services Accelerate in a Downturn
It may be easy to assume that tech-enabled services became an overnight success in the wake of the work-from-home and digital phenomena. However, many companies will not only miss their number but have also experienced an 8% year over year decrease....
Read More
Sales Strategy
The Future of Wholesale Distribution
Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers.   On today’s show, Grant...
Read More