Partner Lifecycle Management: The Glue of Partner Development

As a channel sales or marketing executive, have you ever:

• Built a channel from scratch, to deliver a reliable revenue stream? 

• Inherited an underperforming channel, and had to boost productivity?

• Engaged new kinds of partners for a different or changing product line?

 

If you answered yes to any of those questions, you know that while signing partners is easy, making them productive takes work. Savvy channel leaders also know that ramping productivity takes time, and that every worthwhile partnership moves through a progression as a partner signs on, gains knowledge and skills, and becomes a reliable contributor.

 

What many companies lack is a deliberate, effective and repeatable way to identify and recruit high-potential partners, and then develop and manage those partners to maximize their potential. A development framework that:

• Integrates the partner with sales, operations, and with your partner program.

• Applies a consistent process and toolset, that organizes and utilizes development resources efficiently.

• Defines a clear role for distribution partners, to maximize their value.

• Is adaptable for different types of partners and their unique business requirements.