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

Join Portfolio

Join Value Proposition

Capture the solution as a value proposition, or as a set of propositions

Join 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

Partners are a great way to grow sales globally. Here's part 2 of our suggested approach, based on our Partnership… twitter.com/i/web/status/99388…
8th May 2018 5:06 pm
Going Global through Partners #1 - Routes to Market www.linkedin.com/pulse/going-g…
1st May 2018 10:22 pm
Great article by Lucy Kellaway. Why is not knowing who Graham Greene was is unacceptable yet being useless at maths…lnkd.in/eYszMun
12th May 2017 11:20 pm
Brilliant to see one of my mentees win the Shell young Entrepreneur of the Year! twitter.com/Shell_society/stat…
6th April 2017 8:36 pm

Partnering & Enablement Blog

Going Global through Partners #2 – Building the Right Partnerships

Building the Right Partnerships Expanding internationally is rarely easy and is often approached on an opportunistic basis. If you decide to... The po…

Going Global through Partners #1 – Routes to Market

Going Global Expanding internationally is rarely easy and is often approached on a rather opportunistic basis. Having a good understanding of... The p…

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