partner management - tenego webinar
TRANSCRIPT
Sales Partner Management for better Partner Engagement
Partner Management: Questions
Q: What type of person might make a good Partner Manager?
Q: What should we do with a partner that is
not working?
Q: How do we assess what partner supports we should be providing?
Q: Should we expect partners to be as good as ourselves in
selling our solutions?
Q: How can I get partners to focus on our product?
Q: How can I assess if a partner could achieve more
for us?
Q: How do we get our partners to do more?
Q: How often should we be travelling to
meet partners?
Welcome
If you have any questions, please interrupt…
Type into the Chat/Question screen
Donagh Kiernan, Founder and CEOTenego Partneringwww.tenegopartnering.comhttp://ie.linkedin.com/in/donaghkiernan
Donagh KiernanFounder and CEOTenego Partnering
27 years – Techie background Sales Channel, Direct Sales and ChannelSales Organisation Management.
WelcomeIf you have any questions, please interrupt…
type into the Chat/Question screen
Donagh KiernanFounder and CEO
Tenego Partnering
Sandy MackenzieTenego UK South
Sandy has 25+ years of experience in international sales and general
management for both established and early-stage software companies.
27 years – Techie backgroundSales Channel, Direct Sales and Sales
Organisation Management.
Tenego: Services
Tenego Clients
Tenego’s Methodologies
Tenego’s Global Network
• To date, executed projects across UK & Ireland, Across Europe, North America, Mexico & Latin America, Middle East, North Africa, India, China, South Asia…
• Growing Global Network of Tenego Offices with on the ground presence and in discussion in
– Ireland (HQ), UK, Germany, Greece, Middle East
– APAC, Canada, US East Coast, US West Coast …
Sales Partner Management for better Partner Engagement
What is Partner Management and
why is it needed?
Lead Generation
QualificationSales / Closing
Delivery Support
Direct Sales
Resellers…
Referrals
Strategic Partners / White Label / System Integrators …
Complementary Services
Your Business Engine, Many Parts
Partner sourced or influenced sales
• Relationship is important but not sufficient
• An Agreement is important but not sufficient
• Pushing the Partner is not sufficient
• A good opportunity is not sufficient
• Being ever available in support is not sufficient
• You wanting the partner to serve your purpose is not sufficient.
Partner Management – NOT!
Partner Management-Key Components
• Partner Fit
• Clear plans, commitments, metrics and targets
• Clear roles and responsibilities
• Relevant level support: marketing, sales...
• Regular monitoring of plans
• Relationship: multi-level
• Focus: make the partnership successful
• Trust: Honour & Reliability.
Partner Fit Categories
Customer and Decision Maker
Strategic Direction - Product & Services Fit
Current Activities - Product & Services Fit
Sales & Marketing Fit
People and Culture Fit
Partner Fit:
“The less you
ask the partner to change
the more likely the partnership will work”
What does your Partner want?
• your solution is part of their daily business
– Need reliable and ever-available support
• your solution is part of their strategic plans
– Help to develop the offering into their business
• your solution is #4 on their list of offerings
– Don’t need you everyday, but to be available
Determine the right type and level of support to suit
the partner opportunity.
Levels of Partner Management
• Enterprise Solution working with SI
– small number of large partners
• Solution Module working with ISV
– you are the Technical Partner
• SaaS solution working with Consulting Co's
– Scalable Management of many small partners
• Platform Solution with ISV Technical partners
– you are their platform partner
More Support, less Management.
Improving Partner Engagement
• how well do you understand their business?
• how well do you understand partner fit?
• Assess what business they can do
– the pace of the partner’s business
• Alignment Value Propositions
– Business Model and Business Process
based on their current activity ,
how can you help them meet their objectives, while helping to meet yours?.
Your Partner Management Function?
• Define sales and delivery high-level process
• Define where and how partner activity aligns with your process; Marketing, Sales etc
• Align Partner Plans with central activities
• Define Metrics and Reporting
• Define Roles to manage the process
• Define your Partner Programme and Plans.
In Summary: Partner Management
• Understand what you need to sell your product
• Understand your Partners’ Businesses
• Understand Partner Fit
• Provide Partner Supports to suit opportunity
Partner Supports, then Management.
Thank You, Questions?If you have any questions, please type into the
Chat/Question screen
Donagh KiernanFounder and CEO
Tenego Partnering
Sandy MackenzieTenego UK South
Sandy has 25+ years of experience in international sales and general
management for both established and early-stage software companies.
27 years – Techie backgroundSales Channel, Direct Sales and Sales
Organisation Management.
www.tenegopartnering.com/resource
http://www.tenegopartnering.com/blog
Further content available online
Additional Webinars
• Other webinars available in our Resource Page:
• How to ensure Partner Fit. It's not as simple as it may seem.
• Meet Your Revenue Targets with Focused Sales Execution
• Finding Big Markets for Big Data & Data Analytics Solutions
• Business in Europe: Understanding the bigger opportunities
• Growing your Business in the UK
• Germany: Opportunities for Tech Companies
• Market Opportunities in Australia for Tech Companies
• How To Prevent The Mistakes in Sales Channel Development
• Market Entry China
• Learn How To Calculate Sales Commissions & Partner Negotiations
• And many more…
www.tenegopartnering.com/resource
Related Articles
• Available in our Blog:
• One Engine, many speeds: Managing Direct Sales and Partners
• 5 Partner Management Styles - Which one are you?
• Diagnose your Current Sales Channels - Partner Fit Evaluation
• Partner Fit - Not as easy as it initially seems. Do your homework!
• New Suits, New Market Entry and Sales Channel Partners - Seek Good Fit
• The Importance of Partner Fit
• Why Good Strategic Partner Fit is Imperative - Part 1
• Why Good Strategic Partner Fit is Imperative - Part 2
• The 7 Best-Fit Criteria for Strategic and Corporate Partnering (and Gut Instinct)
• The Challenges in Sales Channel Partner Fit
• And many more…
www.tenegopartnering.com/blog
Build & Manage Sales
Direct and Channels
Executive Hands-on
Your Alliances Team
Software Business Experts
Practical
Results Focussed
CONTACT DETAILS:
Tenego Partnering
Ireland (HQ), UK, Germany, Greece, Australia,
Toronto, Dubai…
Web: www.tenegopartnering.com
Email: [email protected]