Alignment
PartnerSpring’s role is to quickly understand our clients’ go-to-market strategy and where partnerships fit within the overall channel strategy.
A. Actions
i. 15-minute Introductory Meeting conference call between PartnerSpring and the client
ii. One-hour Alignment Meeting conference call between PartnerSpring and the client
B. Deliverables
i. Partnering goals
ii. Partnering work plan
Targeting
PartnerSpring works with clients to refine and define the ideal partner profile and target partner list.
A. Actions
i. One-hour Post-Alignment Meeting conference call between PartnerSpring and the client to confirm partnering goals, objectives, and plans
ii. (Optional) On-site, half-day Scoping Workshop involving our clients’ primary stakeholders and PartnerSpring to build broader support and deeper understanding of partnering activities
B. Deliverables
i. Target partner profile
ii. Target partner short list
iii. Partnership prospectus
iv. Action list
Recruiting
PartnerSpring sets out to recruit prospective partners by first engaging them in conversations. On behalf of its clients, PartnerSpring performs the following activities:
A. Actions
i. Contact prospective partners
ii. Pre-qualification prospective partner
iii. Set Introductory Meeting appointments
B. Deliverables
i. New business contacts
ii. Structured meetings and visit reports
iii. Additional information requests
iv. Short list of prospective partners
Signing
PartnerSpring coordinates and tracks the partnership conversation, from exploration on through to term sheets and agreement execution:
A. Actions
i. Facilitated qualification meetings ii. Joint business planning iii. Joint partnership negotiations
B. Deliverables
i. First wave of signed partners
ii. Certified reselling partners
iii. Pipeline growth
