4.
3.
Create a joint business plan to help your partner understand how to build a
practice and business around your solution. Be sure to develop:
Invest:
Build a joint business plan
A strong commitment:
Your joint business plan should focus on your partner's revenue, pipeline,
and most importantly, where to focus their business growth.
Information on the next logical step:
Advise your partner on what the next step is for them and their customers.
What stage are their customers currently in? What will their customers
likely buy?
Focus on your partner's business practice:
As partners become invested, they're likely growing quickly. Continue to
support them every step of the way on their journey to growth.
Show the partner your value and path to sustainable revenue so they
can a repetitive sales process for your product. Be sure to develop:
Activate:
Help partners find the value of
your partnership
A value model:
Discuss with the partner what's needed to succeed and the various
value models. Highlight the potential financial return from selling your
solution, both in the short and long term, including incentives, investments,
development funds, etc.
A repetitive selling process:
Winning that first sale is important, but the ones that follow will further
connect your partner with your business. If you want to help them build a
strong selling process, continue to show them the sustainable way forward.
Frequent partner engagement:
Without strong communication, you could potentially lose partners or sour
the relationship with them. Check in to ensure they have the necessary tools
to become successful.
