Partnership Success
The key ingredients of a successful partnership are above all common sense, active listening and pragmatism. They are suitable for CEOs and partnership directors. By applying these principles, you will master your partnership and alliance activities, avoiding common mistakes.
first case
🚫 Flop!
Assuming partners need you Improvising strategy and execution Setting unrealistic indirect goals Expecting maximum ROI in a few months
✅ Top!
Define a relevant value proposition for partners Recognize the power of indirect development Be clear about expectations, yours and your partners’ Recruit the right profiles
Assuming partners need you Improvising strategy and execution Setting unrealistic indirect goals Expecting maximum ROI in a few months
✅ Top!
Define a relevant value proposition for partners Recognize the power of indirect development Be clear about expectations, yours and your partners’ Recruit the right profiles
Second case
🚫 Flop!
Treating partners as mere suppliers Expecting partners to accept everything opportunistically Anticipating leads in the first few months Demanding exclusivity upfront
✅ Top!
Understand partners’ business models and constraints Treat partners as clients Allow 6 to 9 months for partner readiness Support them in their initial deals Align Your Organization
Treating partners as mere suppliers Expecting partners to accept everything opportunistically Anticipating leads in the first few months Demanding exclusivity upfront
✅ Top!
Understand partners’ business models and constraints Treat partners as clients Allow 6 to 9 months for partner readiness Support them in their initial deals Align Your Organization
Third case
🚫 Flop!
Delaying the creation of a dedicated partnership organization Burying the Partnership department within the organization Overlooking teams responsible for partners Physically isolating direct and indirect sales teams
✅ Top! Define roles and missions for each department/partner Appoint a Partnerships Director Involve all functions in indirect project success Incentivize direct sales teams for partner-driven sales Commit!
Delaying the creation of a dedicated partnership organization Burying the Partnership department within the organization Overlooking teams responsible for partners Physically isolating direct and indirect sales teams
✅ Top! Define roles and missions for each department/partner Appoint a Partnerships Director Involve all functions in indirect project success Incentivize direct sales teams for partner-driven sales Commit!
Fourth case
🚫 Flop!
Changing strategy at the first commercial hurdle Neglecting partnerships in your communications Prioritizing monthly results over lasting relationships
✅ Top!
Communicate commitment to partners Provide partners with market insights, customer needs, and innovation Measure ROI for every investment Implement a Simple Yet Effective Program
Changing strategy at the first commercial hurdle Neglecting partnerships in your communications Prioritizing monthly results over lasting relationships
✅ Top!
Communicate commitment to partners Provide partners with market insights, customer needs, and innovation Measure ROI for every investment Implement a Simple Yet Effective Program
Fifth case
🚫 Flop!
Implementing unsuitable, overly complex programs Seeking excessive control Charging for training, support, certification, content… Making the program so confidential it’s unknown to all,
✅ Top!
Tailor programs to partner demands Grant access to sales & marketing tools and content Measure network satisfaction Carefully manage recruitment and training programs Allow partners autonomy Build an Expert Partner Team
Implementing unsuitable, overly complex programs Seeking excessive control Charging for training, support, certification, content… Making the program so confidential it’s unknown to all,
✅ Top!
Tailor programs to partner demands Grant access to sales & marketing tools and content Measure network satisfaction Carefully manage recruitment and training programs Allow partners autonomy Build an Expert Partner Team
Sixth case
🚫 Flop!
Requiring constant justification internally from direct sales Recruiting and integrating any profile Failing to involve them in business decisions
✅ Top!
Consider them a sales and development force Communicate and explain to other departments Clarify missions and objectives for each team member Train sales staff in partnership management
Requiring constant justification internally from direct sales Recruiting and integrating any profile Failing to involve them in business decisions
✅ Top!
Consider them a sales and development force Communicate and explain to other departments Clarify missions and objectives for each team member Train sales staff in partnership management
Sixth case
🚫 Flop!
Not measuring their satisfaction or dissatisfaction Recruiting without a prior recruitment plan Changing partners mid-deal Only checking in at month-end for tallying
✅ Top!
Use a business plan or roadmap that commits both parties Kick off the partnership with a joint deal Prioritize long-term relationships
Not measuring their satisfaction or dissatisfaction Recruiting without a prior recruitment plan Changing partners mid-deal Only checking in at month-end for tallying
✅ Top!
Use a business plan or roadmap that commits both parties Kick off the partnership with a joint deal Prioritize long-term relationships
Facebook
Twitter
LinkedIn
