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PARTNER PROGRAM DESIGN

Increase your sales leverage, customer services and success.

Outcome: A modern program framework to engage, empower and evaluate partner performance

Cost: ~$30,000–$60,000 depending upon the partner types, number of interviews and  inclusion of a focus group

Time to completion: 5-6 weeks


Summary of Actions:Partner-Program-Design

  1. Gather background information
    1. Market and partnering position
    2. Partnering strategy and planning documents
  2. Interview up to 8 internal key stakeholders
  3. Interview ~12 partners
    1. 8 partners from client
    2. 4 partners working with industry leaders
  4. Review industry best practices aligned with your partnering maturity, goals and market positioning
    1. Gather information from public sources including web and current/past employees
    2. Industry review: not benchmarking specific vendors (we also have a benchmark option)
  5. Recommend a modern partner program across three phases: now, soon and later
  6. Engaging partners to work with you, such as:
    1. Program levels (or not)
    2. Incentives for each type of partner in each level of the program
    3. Lead registration and management policies
    4. Communication expectations and best practices for continued engagement
  7. Enabling partners – we recommend what to make available to each partner type/level such as:
    1. Sales tools
    2. Training/education specializations or competencies
    3. Co-marketing funds, tools and resources (MDF/ BDF)
    4. Co-sales tools and resources (including support for ELAs)
    5. Pre- and post-sales services and support
  8. Managing partners for success, such as:
    1. Number of partners per level and revenue driven
    2. Expectation of business planning and QBRs
    3. Field level engagement models across program levels and partner segments (who engages, when and how often)
  9. Review partner program enhancements recommendations with up to 8 current partners

Deliverables

  • Requirements for participation across levels and partner segments
  • Benefits across levels – global framework with possible regional considerations
  • A three growth phase plan: now, soon, and later
  • Feedback from partner focus groups

Working with the PartnerPath team on this project not only helped us speed up our route to program launch but helped us implement best practices across our industry. We would not be in the position we are in today, without the support from PartnerPath."
– Emily Narkviroj, Jamf

 

Contact us to design a scope of work that aligns with your needs.

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