Channel / Partner
Program & Stratgy

Let’s resolve your company’s challenges together

Define your value proposition

• It determines whether people are interested in learning more about your solution
• Define customers’ gains and pains
• Compare your value proposition to competitors and ensure that you stand out.
• Understand your market, alternatives and competitors

Create Customer Centric Sales Process

• Define customer purchase process
• Define your process
• What actions needs to be taking to close the deal
• Create sales tools to help you close deals

Study and Analyze Competitors Partner Program

• Understand your competitors partner programs
• Understand the relationship with their partners
• What type of partners do they target?
• How is their program constructed?
• What are the main benefits for the partners?

Define Type of Partners –Partnership is all about building value for your customers!

• Customer value is key! Every partner must bring a value to the customer
• What type of partners do you want to have a relationship with?
• How can they be defined as? (i.e., Distributors, Re-sellers, Value Added Re-sellers, Technology Partners, OEM, etc)
• What value do they bring to the customer?

Partnership Success Factors and Measurements

• Define how you can support the partners’ sales process.
• What are the critical factors? Is it a Proof of concept? Good support? Pricing structure? Great project management?
• What motivation drivers and elements can you implement in your partner program?
• Define the elements in more details – e.g., Lead generation will be distributed to partners (thus scaling your business growth), Support (access to papers, presentations, videos, forum, etc.),
• Define KPIs to measure performance then refine and optimize

Define Responsibilities and Expectations

• Focus on the customer experience and define all activities and categorize them
• What do you expect from partners?
• What partners expect from you? Example, pre-qualified lead, post-sales support, training and certification, access to demos and presentations, how to create targeted solutions

Define Program Levels and Framework

• Most partner programs have different levels – can be used as a motivational tool for achieving higher levels and gaining more benefits

Build Internal Capabilities and Systems to support the program

• Integrate your program into your current CRM system
• Develop all marketing material to support the different levels of the program
• Educational platform to mitigate internal resource utilization and support educating partners
• Other documentations – legal agreements, partner program operational plans, partner selection matrix, etc.