Partnering Return on Investment

Develop a business case for partnering.

Outcome: Understanding of the cost and return associated with growing a partner ecosystem aligned with the industry leaders

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. Interview ~ 12 partners
   1. 8 partners from client
   2. 4 partners working with industry leaders
4. Determine investment required by partners to meet their full potential
   1. Sales and technical training
   2. Marketing and demand generation
   3. Sales time investment: representative and SE
   4. Product/solution development
5. Define partner performance success
   1. Influence expected over the next three years from partners
   2. Time frame for ramping partners
   3. Number of partners needed to meet company targets
6. Estimate ROI expectations
   1. Resource for partners over a three-year period
   2. Return over the same period – revenues and soft benefits
   3. Associated ecosystem growth milestones

Deliverables

• Estimated return from engaged partners
• Investments required over the next three years:
  • Budgets
  • Bodies

“Excellent work! PartnerPath was able to show CIS our complex paths to market and how they were related and where opportunity existed. This view exposed needs and areas we need to focus on to grow."
– Brad Garsten, Center for Internet Security