The best place to start to achieve this goal is to understand the motivations and priorities of your partners.Ben Wightman, head of data strategy at Dentsu Aegis Network Asia Pacific, completed a study of partner motivations which are worth keeping in mind to build a partner commitment strategy.10 Things resellers want from vendor programs (CRN March 2016 – Ben Wightman) There should be no surprises here, but it is important to work with your partners to demonstrate how each of their goals can be met.
Gary is the founder and CEO of his third software and services company and is a frequent speaker at industry events.
Both of Gary’s most recent companies have been awarded one of Gartner’s “Cool Vendors in the Tech Industry” honors by a panel of Gartner’s leading analysts.
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[COMPANY B] possesses rare insights and expertise necessary to develop systems and applications related to the above, while COMPANY A has the resources needed to develop such systems and applications. Panda Tip: In a partnership, it’s imperative that you show what each party’s contributions and responsibilities will be.
In this business partnership proposal template, Company B is a startup business that has certain ideas and intellectual property while Company A has the means to bring those ideas to life with capital and human resources.
Every channel leader is looking to generate greater commitments from their business partners, resellers, and agents to invest in and grow their brand.
The challenge most channel teams struggle with is to build a partner’s enthusiasm and energy behind a sales and growth strategy to build business.
This is all true if it is simple, requires little to no work to prepare, and provides updates based on progress throughout the year.
Partner business planning, done simply and effectively, will generate higher growth partners, more committed to your brand and help you achieve your annual sales targets.