Home - The Partner Framework – a better approach to partnering for tech companies

The Framework

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

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

Strategic Plan

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

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

Solutions

Solution Development

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

Partner Recruitment Process

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

Joint Portfolio

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

Partner Enablement

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

Business Development

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

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“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
5th April 2019 2:19 pm
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…
7th October 2018 9:33 pm
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…
3rd October 2018 3:09 pm
A bit of a rant... last one of the series! #sales #fact #fact #statistics lnkd.in/exZDyrP
19th September 2018 10:41 am

Partnering & Enablement Blog

Partnership Framework 9/9 – Business Development

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Partnership Framework 8/9 – Partner Enablement

You have completed the heavy lifting of having a partnership strategy, recruiting partners and developing joint propositions. Now it’s time to..

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?

The Framework

News & Views

@Expertek

Partnering & Enablement Blog