…Partnership with purpose to get maximum coverage and leverage.
With the previous mapping made using the ”segmentation model” and ”understanding your coverage” it’s time to revisit your strategy again and understand the fit…
Different partners/categories require different type of focus and support – In order to scale you now need to understand and map out with whom, how, when & with what resources you are going to market.
Different partnerships – Different Values…
đź’Ž I usually divide the different partnerships into 4 categories đź’Ž
🎯Tactical (Efficient, industry, vertical)
🎯Transactional (Competitive, volume, low to now tuch)
🎯Strategic (Relevance)
🎯Trusted (Relationships)
Knowing the who, the why & the when will be instrumental to your success going forward.
đź’ˇ Remember to take in consideration that different partners add different values to different customers. Over time this insight is as crucial to success as anything else.
To get the best possible picture here you need to spin the spotlight and not only asking what values the partner is adding to you as a vendor but also what values do the partner add to your mutual customer.
A few examples to consider could be:
đź“ŤGeographic coverage
đź“ŤCustomer relationships
đź“ŤMulti-vendor integration & support services
đź“ŤTechnical services
đź“ŤFulfilment & Financing
✨Passion creates brilliance!
Nothing would make me more glad if I can give you an idea or inspiration to try something different or remember something you’ve already learned – be passioned and pay it forward.
Stay tuned for the next IAW – 💡”Optimize – Secure – Transform – Scale”
Be safe, kind & pay it forward.
Best
/ John B
