Partnering Experts services
- Ignite your Program – Design partnering capabilities to achieve company growth imperatives
- Optimize your Partner Program – No program is perfect, improve your partnering effectiveness through health checks, benchmarking & specific partner relationships
- David & Goliath Partnering – How does a smaller organization gain mindshare & momentum with large partners?
- Ecosystem Accelerator – Am I ready to take advantage of Ecosystem partnering?
- Choose your Tools – What is the role of a partner relationship platform for my business? Are all of my stakeholders prepared for a change?
See the sections below for a more detailed description of the target audience and approach for each of these services
How to get started
In order to realize value as soon as possible, we recommend companies start with a Partner program health check.
We will take a snapshot of your current partnering organization and activities, compare it to leading best practices in the market and provide you with a written report of gaps and high-level recommendations.
You will be able to experience firsthand the quality and value that Partnering Experts delivers and then decide if there are other areas you would like to engage us.
Currently we are offering an introductory health check at a reduced price.
Ignite Your Partner Program
Many companies do not have a team focused on partnering strategy & execution. Engage experienced experts to help you with strategic planning & tools for execution.
Target Audience
- Mid size businesses with limited partnership experience
- Larger businesses with a desire to focus on partnering growth activities
Model/Approach
- One-week engagement to assess & focus on partnering priorities
- Assess key internal stakeholders & existing partners
- Dashboard of priorities & metrics for both tactical & long-term plans
- Provide tools for continuous improvement
- Sample legal agreements to build from
Optimize your Partner Program
Partner programs are complex & have many different components. No partner program is perfect, optimizing your partner program will mean more revenue & higher profitability from your activities.
Target audience
- Companies interested to leverage best practices in program management & optimization but lacking the resources or expertise to do this themselves;
- Organizations looking for “outsider” input to provide an unbiased and fresh look at program performance
Model/ Approach
- Partner program audit/ Health check- compare to best in class
- Identify gaps/ area for improvement
- Improve identified/agreed areas
- Ongoing benchmarking vis a vis best in class (annual subscription) & track incremental improvement over time
David & Goliath Partnering
Smaller organizations find it difficult to gain mindshare & engage with larger ones. We simplify the process & accelerate access for startups to effectively partner with big brands, leveraging larger sales engines to become relevant & accelerate growth becoming financially attractive & well-positioned for additional funding rounds.
Target Audience
- Start-ups which are VC-funded, under 50 employees without a dedicated business development or partnering function
- Mid-tier firms, of 50-100 employees, seeking to more quickly scale existing partnering capabilities & achieve high valuation
Model / Approach
- SWOT analysis of company strategy, key messages, growth targets, target markets, product portfolio, & GTM model
- Establish partnering priorities w/ value proposition(s), business outcomes, Use Cases & customer-facing overview
- Develop partner selection (identify, evaluate, prioritize)
- Produce v.1 of company partner strategy, operating principles & outreach plan with initial pilots
- On-board pilot partners with solution delivery plan, customer targets, routes-to-market & governance model
- Create a dashboard for monitoring and tracking of metrics
- Phase 2: accelerate, scale, grow
Ecosystem Accelerator
Companies continue to seek for profitable growth & recurring revenues, achieve higher valuation multiples & align with their partner’s strategic direction & strengthen their differentiated offers. We assess your readiness to take advantage of a new way of partnering & establish Alliance Ecosystems as a force multiplier via new business models.
Target Audience
- Mid-tier to large firms with an established partner program that aren’t realizing the “potential” returns of partnering
- Firms which desire to create new & innovative products & services, & accelerate speed to market
- Firms which lack meaningful tools or a platform to align & execute with partners
Model / Approach
- Survey & interviews to determine current state of partnering – what’s working, not working/gaps, areas of needed improvement
- Assess existing partners, including start-ups & alignment with partner strategy, & culture fit of organization
- Develop partner selection (identify, evaluate, prioritize)
- Assess & recommended build-with, market-with, sell-with approaches
- Alliance automation needs analysis & recommended approach
Choose your Tools
Partner ecosystems have long used technology to address issues of volume, velocity and information exchange. As we evolve more complex solutions with our partners a different set of PRM/PEM tools will be needed to join with best-in-class market leaders. Is your team ready to assess the tools in place and plans for introducing new tools to manage partnerships?
Target Audience
- Companies planning for the deployment of PRM/PEM tools
Model / Approach
- Assessment of key stakeholder and partners alignment
- Engagement to review tools in place today and plans to deploy additional PRM tools
- Assessment of organizations alignment to achieve success
- Emphasis on organizational readiness and change management
