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To create a successful partner strategy you need to believe in it and own it. The process of creating this strategy is completed in a modular approach to ensure everyone is on board before you move to the next stage.
Understanding the opportunity - A study which explores the partnering options with your product, defining the potential partner models, realistic revenue you can expect and the changes you will need to make to your organisation, and recommended commission payment strategies.
The strategy - Development of a partner program which will deliver what your partners need to be successful. This will encompass access to software, marketing materials, sales assistance, technical assistance and support together with what the partner needs to bring to the table. The strategy also contains a 90 day plan with actions against all the key stakeholders to ensure the project runs to schedule with the minimum of disruption to your business.
The mentoring - It may surprise you to know that you may not need a full time partner manager in the early stages. This part of the program provides you access to the experience and knowledge built up by a partner manager available when you need it. Negotiating that big deal via a partner, you get access to the skills you need as if you employed that person. Setting the sales plans for next year, again the experience is avilable to you.
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