Partner Management – quality Partners and fast time to revenue
Identifying and engaging with partners who will be aligned with your strategic objectives and provide the revenues you require can be a lengthy and complex task. Delta has worked on many Partner projects for IT companies of all sizes worldwide. See examples of current and recent projects here.
Once recruited, Delta Channel Services develops a Business Plan for the new Partner and ensures the relationship benefits all parties. The Delta team then insures that the plan is implemented and monitors the success rate.
Typical Partner Recruitment Process
| Workshop |
- Define the ideal target partner profile
- Set targets for recruitment by “Specialisation Area”
- Review Partner value propositions to be presented during qualification calls
- Identify & agree how to handle potential objections
|
| Target Partner Database Build |
- Define and build long-list of potential partners
- Create a prioritised short-list of target partners
|
| Qualification |
- Contact and present proposition to qualify target partners level of interest
- Schedule meetings between client and qualified partners
- Prepare background report on each target partner prior to meeting
|
| Project Management |
- Continuously track % progression rates from short-list through to partner appointment
- Continuously monitor and gather market intelligence regarding Client Value Proposition
- Identify tactics to improve Partner Recruitment success rates
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