Software partner recruitment for grown ups
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際際滷s for the webinar: Software partner recruitment for grown ups In this webinar we share insights from the hard lessons we've learned that have shaped our approach to Partner Recruitment. Tenego developed this webinar to help companies seeking to understand the main points on using partner recruitment to support growth and expansion. We will share 5 main points in our methodology to successfully implement a partner recruitment program. Interested in learning more about Partner Recruitment and the Tenego methodology? Want to understand the big blocks of Partner Recruitment to help setup your program?
Software partner recruitment for grown ups
- 1. Software Partner Recruitment for Grown-Ups
- 2. Your Questions Q: what are the biggest challenges when it comes to onboarding partners in IT, especially when partners have multiple partnership? (Nina) Q: What are best practice tactics in forecasting and reporting? (Bob) Q: How do you identify the right type of partners for your business (consultants, tech companies, agents)? (Victor) Q: We are a very small company, targeting some large partners. What are the best strategies for dealing with the power mismatch? (Steve) Q: How to define partner selection criteria for my business? (David) Q: Should you have multiple partners competing with each other. Or focus on only 1 or 2 with clear demarcation? (Wouter) Q: Should partners have complementary technology, as well as services, or simply be focused on services to deliver our software? (Francis)
- 3. Welcome If you have any comments or questions, please interrupt Type into the Chat/Question screen www.tenego.com Donagh Kiernan Founder and CEO Tenego Partnering Software Developer and Deep Techie Background 29 years experience in Sales Channel, Direct Sales and Channel Sales Organisation & Management. http://ie.linkedin.com/in/donaghkiernan
- 4. Software Partner Recruitment for Grown-Ups
- 5. Agenda Success, Failures and Learnings Common Mistakes/Watchlist Partner Recruitment: Process, Materials and Capabilities Right-Sizing Your Process Success / Risk Factors Clarity & Focus
- 6. Your Go-to-Market Success, Failures and Learnings Your Product / Proposition The Market Success: Partners, Revenues, Value Creation Failure & Learnings Validation / Finding the Rhythm Timeframes, Expectations Fixing the Problems / Calling Halt Predicting Success or Challenges??
- 7. Common Mistakes / Watchlist 1) Travelling to meet before qualifying Partner Fit 2) Talking about Technology before qualifying Partner Fit 3) Long Agreement Negotiations & Planning 4) Spending too much time Courting the Giants 5) Disqualifying Potential Partner due to not Ideal Partner Fit 6) Building Partner Programme before engaging the market 7) Expecting Partners to operate as your employees 8) Accepting a partner without the proper evaluation 9) Thinking that Direct Sales People can manage partners 10) Investing too much time with single opportunity partners 11) Too idealistic about what you want from a partner everything 12) Expecting a partner to be able to sell without training 13) Exclusivity: blindly awarding it OR refusing it without understanding why 14) Making agreement with partner CEOs and not talking to their sales team 15) Failing to understand how your partner currently markets and sells 16) Not being ready to support your partner in sales and/or product delivery 17) Not having clear validated objectives in selecting partners in your chosen markets 18) When finding a suitable partner then spending months fighting over legal agreements before you know there is a real opportunity in working together 19) Tenego Webinar Poor Engagement Process Slow to Engage the Market Insufficient Partner Fit Evaluation Not Partner Focused Insufficient Understanding of how to Partner
- 8. Partner Recruitment: Process (1) Partner Fit Evaluation Target Partner Profiles Value Proposition & Messaging Competitive Positioning Scripts, Qualification, Materials Partner Fit Evaluation Template Proposition & Messaging Marketing / Email Campaigns Research / List Generation Inside Sales ProcessMaterialsCapabilities Inside Sales Follow up & Initial Qualification Marketing Outbound Campaigns Research List Generation Senior Partner Development Lead
- 9. PartnerFit Evaluation Partner Recruitment: Process (2) Agree Tech Eval & Product Demo Technical Discussions Agreement & Negotiations On-boarding Market Engagement Planning Customer Proposition Partner Proposition Technical Evaluation Plan Market Engagement Template Partner Agreement Partner Proposition Partner Onboarding & Supports Marketing / Partner Support Senior Partner Development Lead Product Technical / Sales Engineer Sales / Partner Support Business Development Lead / Alliances
- 10. Right-Size Your Partner Process Do You Need a Large Target Partner List? Do You Need an Email Marketing Campaign? Do You Need Inside Sales follow-up? Do You Need Partner Qualification? Do You Need Partner Fit Evaluation? Do You Need to Stick to the Process? Tenego Webinar
- 11. Partner Recruitment Risk/Success Factors 1) Market Size of Potential Customers and Partners 2) Strength of Customer Value Proposition 3) Clarity in Competitor Positioning 4) Strength of Partner Value Proposition 5) Quality of Messaging 6) Strength of Partner Fit 7) Partner Enablement and Supports.
- 12. Clarity & Focus 1) Your Ideal/Bullseye Target Customer Your Customer Proposition Qualification Criteria Competitive Positioning 2) Your Target Partner Types Partner Proposition Selection Criteria Partner Fit Evaluation 3) Partner Plan & Expectations Onboarding Plan Partner Supports.
- 13. Partner Recruitment - Summary 1) Check Pre-requisites and Common Mistakes Watchlist 2) Clear Engagement Process; Right-sized 3) Partner Recruitment: Process, Materials and Capabilities 4) Right-Sizing Your Process 5) Success / Risk Factors 6) Clarity & Focus
- 14. Thank You & Questions 14 Donagh Kiernan Founder and CEO Tenego Partnering http://ie.linkedin.com/in/donaghkiernan
- 16. Tenego Clients
- 18. Tenegos 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
- 19. http://www.tenego.com/products-services At Tenego Partnering Readiness Assessment Partnering Needs Assessment Direct or Indirect Assessment & Business Case Internationalisation Business Case Resellers - What Product Should You Sell? Partner Type Selection Go-to-Market Review Market Selection / Prioritization Customer Value Proposition Development Partner Value Propositions Development Building Your Market EcoSystem Bullseye Customers: Customer Type Evaluation 19 Customer Value Proposition Validation Partner Value Proposition Validation Partner Recruitment Sales Playbook Development Propositions/ Messaging for Email Campaigns Outbound Email Campaigns Development Partnering Playbook Development Channel Marketing: Lead Generation Partner Fit Evaluation and Business Case Market Engagement Planning Partner Management Partner/Channel Marketing PRM Operations Channel Audit / Partner Evaluation Partner Operations Partner Program Development Planning PRM Implementation Products and Services:
- 20. www.tenego.com/resource www.tenego.com/blog Further content available online Presentation can be found here: /DonaghKiernan/ 20
- 21. Other Webinars Recorded & ready to watch: Market Selection and Prioritisation - Practical Analysis for Focus Sell More & Faster through Market Validation SaaS/Cloud Grows Up - Should You and How to Partner for Enterprise? Microsoft ISVs: Selling Your Software Solution through Sales Partner Channels Q&A Session: How to Partner with SAP How to Partner with SAP Your Channel Evolution: Early Stage, Established and Beyond Software Sales Growth to European Manufacturing Sectors Partner Operations: Scaling your Channel Partners Learning from the Big Boys' Partner Programs: Microsoft, Oracle, SAP etc. International Growth for UK based Software Companies Case Study - Bringing a US Company to Europe And many more
- 22. Related Articles/Content Many Articles in our Blog www.tenegopartnering.com/blog Deep Dive: Reviewing Your Partner Recruitment Program Some More Hard, and even Cheeky, Questions in Partner Recruitment The Hard Questions in Partner Recruitment Top 5 Wasted Miles in Partner Recruitment Sales Partner Fit - Are You Being Realistic or Idealistic? How Do You Measure-Up on the 7 Key Areas of Sales Channel Success? Market Selection: English Capability - a Consideration not a Limitation Technology Companies, When Do You Internationalise? We're Selling to English Speaking markets first! Why? Is that so wrong? Market, I'm Your Visionary. Buy My Product - Market Validation Making Your Vision Meet the Market Need (when you're not Steve Jobs, Jeff Bezos or Elon Musk) What are the costs in your direct sales process?
- 23. Build & Manage Sales Direct and Channels Executive Hands-on Your Alliances Team Software Business Experts Practical Results Focussed CONTACT DETAILS: Tenego Partnering Ireland (HQ), USA, UK, Germany, Benelux, Greece, Australia, Dubai Web: www.tenego.com Email: info@tenego.com