Sales process analysis

Focus on validating the sales process and integrating into the partner’s business model; increase partner revenue, satisfaction, and retention

Commission planning and execution

Compensation planning including commission structures to support a successful sales engagement process

Partnerships and business alignment planning

Assess and define whether partners should be a part of the client’s overall business strategy?

• If so, “What is the purpose of the business partnership with respect to the client’s strategy and goals?”
•  What is the value of the partnership to the client’s customers?
•  Is the client’s strategy in alignment with the goals and strategy of their partners?

Partner profile definition and planning

Support infrastructure analysis

Identify and define the resources (personnel, processes, programs, tools) needed to ultimately support, execute, and generate revenue with the internal team and in the client’s partnership structure

Rules of engagement definition

Define the steps needed, on both sides of the partnership, to reach the overall partnership goals that are or should be outlined in the contract and business plan

On-boarding and enablement execution

In support of the partnership, create the processes, programs, and tools that:

• Define responsibilities
•  Assign personnel
• Establish timelines for completion

Skills development and training requirements assessment

Channel strategy redesign

Define the partnership value gaps by identifying the root cause of issues and implementing changes that result in best practices and increased revenue

Measurement implementation

Implement a process for measuring ROI for all elements of the partner relationship based on the client’s goals and key performance indicators