…This is an ongoing project, not a ”once done” never revisit exercise!
The past IAWs you have hopefully gathered some inspiration, tools and insight on how to design and align your corp & channel GTM 2 tier strategy to reach maximum potential, coverage and reach with your extended salesforce.
Voila – you are with these building blocks & efforts off to a flying start, on your way and about to create an industry leading ”Channel design” that scales.
âś… – Channel strategy
âś… – Coverage & design
âś… – Priority & focus by partner selection and de selection
🛎️ Now we need to activate, energize, incentivize and coach your teams and the ”ESF” (Extended SalesForce).
🖋️ Time to make plans with your partners🖋️
When creating these plans you need to make sure they are actionable and have a chance to be successful. The success rate increases exponentially if you and your partner/s are on the same page and have the same or similar goals with your joint efforts. Therefore you should consider and ask yourself, why would the partner want to do this with and for you?.
🛎️ a few examples of what partners value and prioritize when choosing vendor.
Commercial attractiveness
Ease of doing business
Market Acceptance/Demand
With this in mind try to find out in beforehand,
📌 What’s important for your partner?
đź“Ś Whats important for you?
đź“Ś Where do you have common interest/common ground to grow?
đź“Ś What type of investment will the partner / you make ?
đź“Ś What type of other values will the partner bring to the table
(could be both time & €€)
đź’ˇPushing a 3rd party strategy on a partner that have a complete different focus and/or ambition will never work.
✏️ – So to the actual joint planning session with your partners,
💡 a one or two pager is often good enough!
🛎️it’s more important you work with and follow up against the plan with a regular cadence than making a big plan with high expectations that nobody will read!.
đź’ˇif you struggle with business plan templates… – Send me a DM and I’m happy to send over a few examples of partner plan templates i’ve developed and used over the years.
Before this block is completed there is one more thing you need to consider… that is the GAP´s and where you need to,
✏️ – Recruit, Onboard and Train new complementary partnerships (but more about that in a later IAW).
As always, 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 –
💡”Channel support & execution…”
Be safe, kind & pay it forward.
Best
/ John B
#payitforward
#impatientsuccess
#passioncreatesbrilliance
#iaw
