Partners
Every process a partners department runs, written down step by step. They are grouped into value streams, which is how the department divides its own work. Open a stream to read the processes in it.
The value streams
Recruiting
Prospect-to-Partner
A run starts when the company wants to reach a market, a customer set or a capability it cannot reach alone.
Processes inside
- Find a Partner
- Qualify a Partner
- Sign a Partner Agreement
3 processes
Onboarding
Partner-to-Productive
A run starts at a signed agreement and ends when the partner can sell or deliver without being carried.
Processes inside
- Certify a Partner
- Onboard a Partner
- Run a First Deal Together
3 processes
Joint plan
Plan-to-Commitment
A run starts when both sides sit down to agree what the relationship is for over the coming year.
Processes inside
- Review a Joint Plan
- Write a Joint Plan
2 processes
Co-selling
Registration-to-Co-sell
A run starts when a partner registers a deal or a joint pursuit begins.
Processes inside
- Register a Deal
- Resolve a Channel Conflict
- Run a Co-Sell
3 processes
Performance
Performance-to-Tier
A run starts on the review cadence the program sets.
Processes inside
- End a Partner Relationship
- Review Partner Performance
- Set a Partner Tier
3 processes
Funds
Fund-to-Activity
A run starts when money is set aside for partners to spend on demand generation.
Processes inside
- Allocate the Fund
- Approve a Fund Request
- Check and Pay a Claim
3 processes
Alliances
Opportunity-to-Alliance
A run starts when there is a strategic reason to work with another company rather than to sell to them or through them: a technology to embed, a product to offer jointly, a market neither…
Processes inside
- Explore an Alliance
- Plan the Integration
- Run Alliance Diligence
4 processes