Daniel Lancioni guides us through the 10 key elements that you need to know to achieve true partnership success.
Why do you need a partnership checklist?
Being a Partnership professional is one of the most challenging roles in the GTM organization. Not only does it require external enablement for partners to transform partnerships into success, but it also means intensive and constant internal enablement with the entire organization, so the ecosystem becomes the most important part of the revenue stream.
Does that sound familiar?
The vast majority of companies are currently looking for sustainable and scalable growth, and the most successful ones understand that this will only be possible by taking the most out of their ecosystem.
To help you have a scalable partner program that will generate ROI, let me guide you through the 10 key elements to check in for this new year.
Let’s get started!
1. Look at your data
In partnerships, it’s very easy to get carried away with folklore such as “this partner is so much fun to work with” or “this partner is brilliant”. These statements are too objective and often don’t align with your business goals.
Our recommendation is that you really study the data from your partner program in relation to your KPIs, and then make a decision from that data about whether you invest or pull back on the partnership. For a revenue-focussed partner team, think about the following:
- How many accounts have you had intel share calls/meetings with your partner?
- How many of those intel share calls/meetings turned into pipeline (in both directions)?
- How much of that pipeline was qualified?
- How much of that qualified pipeline turned into closed/won business?
- How much of that closed/won business is still a client today?
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