Relationships with your partners require a significant investment of time and resources
Recruiting your future partners is essential for the functioning of your indirect business and it is sometimes difficult to identify the ideal partner.
Which means that you can sometimes make mistakes in choosing your partners. Once the collaboration has started, how can you identify the partners with whom the partnership is not working?
1. Your partnership has no financial impact.
The goal of your partner program is of course to maximize your income. For it to work, you must ensure the performance of your partners.
If since the relationship began with one of your partners, they have not recorded any leads or opportunities, it is probably because they are not promoting your products or services enough.
If this partner has been working with you for a while and is not actively looking to sell your products or services, you need to find out why.
Maybe he didn’t see your value enough or wasn’t trained enough.
By discovering the reason why your partner is not performing well, you will be able to find solutions to improve their efficiency.
2. Your partner is not involved.
Good partners are committed partners. Commitment can take different forms and is noticed from the start of the relationship.
An involved partner will consult the content made available to them, attend training regularly, obtain their certification, read your emails or communications, connect to their private portal, etc.
By analyzing these different elements, you will be able to identify which partners are most likely to perform well, thanks to their commitment. If you spot partners who are inactive, you can conclude that the collaboration will never be beneficial for your company and that it may be time to call it a day.
3. Your partners are not held accountable.
You cannot expect your partners to hold themselves accountable for the effectiveness of the partner program you have in place.
It is up to you to organize annual or quarterly meetings to plan future actions that will allow you to optimize common results. However, involved partners will work with you to set goals that will move your program forward.
These different criteria will allow you to identify the partners who are truly committed to you and those with whom you should consider stopping collaboration if no improvement seems possible.
Keep in mind that a high number of partners does not necessarily guarantee the success of your program. It is better to have dozens of involved and active partners rather than hundreds who do not help you progress.
To more easily identify the partners who are the most efficient, you can equip yourself with a PRM (Partner Relationship Management) which will allow you to manage your relationships with your partners.
Book your MyPRM demo to discover how our solution can help you on a daily basis!