What is the Partnership Framework?
A resource for helping you develop, grow and optimise your business through partnerships
Why do you need a Partnership Framework?
There is considerable evidence that organisations need a planned approach to partnerships, and to developing internal capabilities but many find this step a challengeThe Framework
Review
| Audit |
|
Partnering Audit
A review of the partnering capabilities within the organisation – including the ability to recruit, enable and manage partners.
|
|
Partnering Internal Business Case
The financial business opportunity of partnering balanced against the costs of developing and implementing an effective partnering strategy.
|
|
Partner Audit
An audit of the existing partners: their fit and their ability to deliver business growth
|
Strategy
| Objectives |
|
Business Objectives
Defining and documenting, in unambiguous and measurable terms, the reasons for partnering
|
|
Partner Requirements
Capturing the partner attributes required for the delivery of the business objectives; usually, a set of complementary capabilities
|
|
Partnership SWOT
The company’s partnering strengths and weaknesses, and the market opportunities and threats to be addressed through partnering
|
Strategy
|
Partnership Strategy
The process and documentation of the approach to partnering that will be implemented
|
|
Tools and Processes
A proposal for the tools and processes that will be used to implement a successful approach to partnering
|
|
Incentives
The creation and presentation of the incentive policy, or the changes to an existing policy, to facilitate partnering
|
|
Internal Communication
The planning of a basic or comprehensive programme to encourage support of the partnership strategy
|
Strategy
| Partner Plan |
|
Partnership Commercial
A description of the commercial model or models and the style of agreement to be used with partners
|
|
Partnership Programme
A comprehensive description of the current partner programme
|
|
Partner Indentification
A description of the partners or type of partner to be recruited
|
Implementation
|
Define the solution(s) which will be most attractive to the target market(s)
|
|
Proposition Development
Identify and capture the customer benefits of a solution as a value proposition or as a set of value propositions
|
|
Messaging
A simple audience-focused messaging framework for a proposition or solution
|
|
Portfolio Guide
A structured list of solutions – all with value propositions, target markets, messaging and (if applicable) limitations
|
Implementation
|
Partner Prospectus
A guide for the prospective partner outlining the solutions and benefits of partnering, and also the needs from a partner
|
|
Partner Micro-site
A web-based landing and engagement platform for prospective partners
|
|
Partner Qualification
An assessment tool for qualifying prospective partners – in or out
|
|
Partner On-boarding
The task of getting partners engaged contractually – process and relationship wise
|
Implementation
|
Joint Value Proposition
Capture the solution as a value proposition, or as a set of propositions
|
|
Joint Business Case
The business case for developing the solution – from the point of view of both parties
|
Implementation
|
Partner Sales Guide
Creation of information for all customer facing personnel: positioning the solution and progressing sales to closure
|
|
Customer Business Case
Development of a quantitative assessment tool which can be used to present the end-customer value of the solution
|
|
Slide Set
Design of a value-based presentation of the solution for the salesforce to use with prospects
|
|
Market Readiness Assessment
Pre-launch checklist and assessment to be used prior to the GTM plan and prior to customer engagement
|
Implementation
|
Partner Sales Plan
Creation of a plan for achieving the sales targets for the partnership
|
|
Relationship Plan
Creation of a plan describing how the relationship will be developed to achieve longer-term strategic objectives
|
Click the image below to enable browse mode.
Once started, use your devices drag and zoom controls to navigate the structure.
-
“The Partner Framework provides a great structure which companies can use to grow their indirect sales”
John Cooke, Entrepreneur, Consultant Element-C Ltd.
News & Views
@Expertek
Interesting event for anyone involved with alliances and partnerships. #alliances #partnerships lnkd.in/e6Z_Xn4
I don't normally promote events - other than my own :) - but this one has a stella line up. In Birmingham UK, aime… twitter.com/i/web/status/10490…
Am I being a bit pernickety, or is a rate equivalent to £25 per minute (3s @ £1.25) a bit pricey for a European mo… twitter.com/i/web/status/10474…
A bit of a rant... last one of the series! #sales #fact #fact #statistics lnkd.in/exZDyrP
Partnering & Enablement Blog