This is a plan that assures a common purpose, plots clear directions, and is supported by sufficient resources and mutual commitments to plan achievement. Describe what you are doing and why it should work for both the partner and the vendor.
The business-partner planning cycle can be as simple as notes on a cocktail napkin, or as complex as a detailed project plan interacting with a CRM system. What skills and processes will be required? When and how will they be disseminated? Most commonly, it can be attributed to one failure — the failure to develop an adequate business plan.
How does it align with your vision and customer points of view? Who is responsible for which activities and their costs? Just taking the time to distribute information can go a long way toward reinforcing an initiative.
How is commitment gained from those who will carry out the plan?
The inevitable loss of confidence in the partnership can mean reluctance to engage in future efforts. Supply the information necessary for successful completion of the plan.
Inevitably, some of the planned resources become unavailable or perhaps the cost is more than anticipated. This is true, whether it is a simple lead generation campaign or a comprehensive business plan. How are the increments — from starting point to goal — evaluated? Define the resources that will be assigned to accomplish the objectives.
A clear image of planned results is needed. A chain of command is essential in this phase. Document the individual tasks to move forward to the goal. Are there contingencies defined that allow for the changes that will occur? How do you interact with each other and your customers?
Set your mutual expectations from the plan. Since there is often uncertainty about the definition of a qualified lead, this is a good place to define it. But engaging with a partner in a joint business development initiative can be a minefield of shattered expectations for both vendor and partner.
There can be successful partnerships without the level of planning outlined here. If you have successfully accomplished the other four phases in the planning process, this phase becomes much simpler. What and when are the periodic feedback loops required to remain on track, and to make midcourse corrections?
A plan for an integrated e-mail marketing and outbound calling campaign, for instance, should define the size of the original list and the anticipated number of responses.
What are the risks associated with the plan? However, it is usually either: Regardless, the devil is always in the details and those details are often different from our first impression. CTX Associate Mike Ruff has had a dozen years of partner-channel sales experience with hardware, software and systems-integrator firms.
This is all about the numbers. Instead of scrambling for Plan B, spend time determining if similar results could be accomplished with different resources.
Are the resources available? The leading reason why projects fail is that not everyone involved has access to all the information necessary to complete their assignments. How does it fit your individual strategic and tactical initiatives? What are the measurable objectives and what information systems can be used for the measurements?The business-partner planning cycle can be as simple as notes on a cocktail napkin, or as complex as a detailed project plan interacting with a CRM system.
Regardless, the devil is always in the details and those details are often different from our first impression.
VAR or other channel partner Application hosting + support (customer "owns" license) Products needing our CIS. Patrick Hogan for the Partner Approach grid.
Business Partner Plan 47 Company Confidential Page 2. Business Partner Plan. Company Confidential. Title: Partner Plan Template. Content tagged with channel business plan. If your channel mission is to build more capable partners, activate them to invest in growing your brand, and build greater partner sales pipeline, then all roads lead to your channel managers.
Channel partner. Tips For Powerful IT Channel Marketing. RACE Digital Marketing Plan Template Smart Insights. Mckinsey How to Write a Business Plan. Channel Management and Channel Strategy.
Brand Audit Elements. Documents Similar To Channel Strategy and Plan Template. Channel Structure Strategy. Uploaded by. mi-centre.com Channel Planning Management Within the Plan From within the joint business plan, manage all program requirements developed jointly with your partners and check both you and your partner’s progress against the plan.
Channel partnerships are a high impact strategy for growing your company and a good partnership can provide access to new customers and references that bring in business. Follow these action steps to define, refine and secure a channel partnership. A channel partner distributes goods and services.Download