We set out below some information that we think you might find useful regarding the Partnership Framework. If you have any questions regarding the information in these FAQs please contact us via the Contact us page
1. Who is the creator of the Partnership Framework?
Expertek Consultants Ltd (Expertek) created this process and retains all rights to it.
2. Is there a charge for using the Partnership Framework?
The site aims to provide material useful to Alliance, Partnership and Marketing VPs and Directors. Expertek has made it available for use, currently, free of charge. Certain resources require you to sign-up and we will use your contact details solely to keep you informed, subject to our Site Policies.
3. Are there any conditions for using the Partnership Framework?
You are welcome to use the process but we ask that you: acknowledge Expertek as the copyright and trade mark owner of the process, do not sell, license or transfer the process to third parties, refer any third parties who express an interest in the process to the Partnership Framework site and, in the interests of continuing improvement, give Expertek feedback about your experience of using the process.
Use of the process is at your own risk, and Expertek does not accept any responsibility for any events that arise as a consequence of your use of the process. Expertek Consultants Ltd makes no representation or warranty that your use of the process will not infringe any third party rights.
4. How do we get support to implement the process?
The key objective of the framework is to accelerate the partner process so that sustainable long-term relationships can develop, resulting in profitable business for both partners. Expertek supports organisations implementing this proven framework, taking a programmatic approach to reducing risk and improving key metrics, without the need for clients to build a large transitional team. Expertek consultants have been working with partnerships for over 15 years. We have helped to establish large complex partnerships, simpler reseller relationships and everything in between. We have designed partnership strategies for multi-national engineering and ICT companies, and reseller programmes for software start-ups. Hands-on experience of managing partnerships in a corporate setting has given us insights beyond the theory. This ensures that we can review and recommend partnership relationships from all perspectives, with the knowledge and judgement to deliver real impact.
5. What is the Partnership Framework?
A resource for helping you develop, grow and optimise your business through partnerships
6. 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 challenge.
7. How do you start to find partners in a new market?
Lots of options:
– ID potential partners via the web and make a direct approach
– Visit a local trade show and talk to potential partners/competitors/customers
– Use the DIT resources, or industry associations to search for partners
Even, write an article for a local journal/magazines and end ‘we’re now looking for local partners’!
8. Are there any partnering differences when selling to the private and public sectors, does the Partnership Framework work for both?
The Partnership Framework works for both. There are differences since the public sector often demands more conformity, local representation, know/preferred suppliers etc. But these are very country and product specific. Using the Framework can help to flush these out at an early stage.
9. How long do you wait before deciding whether a partnership is working or not?
Again, very dependent on the market/product, but unless you’ve enabled the partner don’t expect results. Incorporating a series of reviews with the partner should be part of the partner management. No partnership lasts forever and having the wrong partner may stop you working with the right partner.
10. If a prospective partner brings you a live deal, isn’t that a strong indication that they might be an effective partner
It can be. But beware of taking a transactional approach that will win one deal and costs a lot to deliver. I would suggest you consider this as a transaction and then pragmatically apply the steps in the Partnership Framework to confirm they should be invested in as a partner. That said, often deals prove that the partner has the market access!