Gain more traction with partners.
Outcome: Target the right partners with the right message
Cost: ~$20,000–$40,000 depending upon the number of target customer segments and partner types
Time to completion: 5-6 weeks
Summary of Actions:
- Gather background information
- Market and partnering position
- Partnering strategy and planning documents
- Interview up to 8 internal key stakeholders
- Interview ~ 12 partners
- 8 partners from client
- 4 partners working with industry leaders
- Describe the partners’ expected role in the sales and service cycles and what the client will do
- Define the partner profile for the primary target customer segment
- What type of partner services for target customers
- Define the attributes of potential channel partners (profiles)
- Potential uniqueness across market maturity
- Create a partner profile scorecard
- Identify the value exchange
- Engagement expectations partners have of client
- The opportunity or attraction for the target partners to work with client
Deliverables
- Characteristics of potentially successful partners aligned with the target customer segment
- Partner value proposition messaging: Why partner with you
“PartnerPath’s outside perspective was invaluable in this initiative as we were up against a lot of preconceived beliefs, unique (to Workday) biases, and history. I also really appreciated having thought partners as we worked through some foundational concepts."
– Matt Morris, Workday