If you’re just getting started in partnering or maybe frustrated by poor success of your current sales partners?
On the surface, you’ve inmplemented best practice, and doing all the right things… so what went wrong?
Best practice exists as every business is the same. Expertise exist as every business is different. Applying best practice requires an understanding of where the tools are best used.
- When you hit a wall, it’s time to think differently.
- When you can’t see the wood from the trees, you need a different perspective.
- When you have so many possible next steps open to you, how do you prioritise?
- Always continue learning and trying new things.
Here are 10 questions to help you on your path:
1. Do you have one ideal sales partner, that you wish you could replicate?
2. What have you determined are the key criteria that makes your ideal partnership work?
3. Do you have partners that you wish were more like your ideal sales partner?
4. OR have you defined what makes your ideal sales channel partner?
5. What activities have you tried to make partners more like your ideal sales partner?
6. Have you tried to partner with one or more of the Global System Integrator or global partners?
7. Do you have a number of ‘if only’ events or criteria items, that when met your global partnership would work?
8. In hindsight, have you spent far too much time with some partners and thought, to yourself; ”I won’t make that mistake again”?
9. Have you agreed targets with a partner, and realised afterwards you expected too much from them based on what you know now about their capabilities?
10. What if your partner’s failure to sell your product, is your responsibility? What actions would you take in that case?
Take a few minutes to consider if you have all the pieces to know what you need to change in how you work with current partners and engage new partners.
Can you think of the procedural changes your company could put in place to improve your current partner engagements and new partner recruitment?
or Read the blog series – start here on: What most Tech CEOs get wrong when Starting in Partnering
