PARTNER GROWTH BUSINESS CASE

Develop a prescriptive plan to grow an effective partnering ecosystem.

Outcome: What to do and when to foster a vibrant partner ecosystem

Cost: ~$20,000–$40,000 depending upon the partner segments

Time to completion: 5-6 weeks

Summary of Actions:

1. Gather background information
   1. Market and partnering position
   2. Partnering strategy and planning documents
   3. Target customer profile and how the buying decision is made
2. Interview up to 8 internal key stakeholders
3. Create a prescriptive plan to develop an effective partnering ecosystem across elements and phases:
   1. Framework: which partners and how many
   2. Program: what to do to engage, empower and motivate partners
   3. Processes: how and when to recruit, onboard and evaluate partners
   4. Resources: who and when
      1. Staffing coverage plan aligned to inflection points
      2. Use of automation (partner portals, PRM, learning management systems)
   5. Across two development phases
      1. Near term (0 – 6 months)
      2. Mid-term (6 – 12 months)

Deliverables

• Partner development plan over two phases including:
  • How many of which partners and when
  • What to do to engage, enable, motivate and manage
  • How and when to recruit, onboard and evaluate
  • What resources to leverage when
• Aligned with client market standing, partnering maturity and 3-year growth plans

“Great investment. It helped our team identify the gaps with our current partner program, gave actionable recommendations for how to grow, and most importantly did two things. First, it helped with focus on our biggest gaps. Second, there were numerous gems that help get our internal team aligned on how to think about things."
– Chris Trudeau, Highspot