zhongwei/gh-bandofai-puerto-plugins-sales
1
0
Fork 0
Code Issues Pull Requests Actions Packages Projects Releases Wiki Activity
Files
master
gh-bandofai-puerto-plugins-…/skills/partnership-development/SKILL.md
Zhongwei Li fa8e46244f Initial commit
2025-11-29 18:00:07 +08:00

6.8 KiB
Raw Permalink Blame History

Partnership Development

Strategic partnerships, channel development, and ecosystem building

Partnership Strategy Framework

Partnership Types

  1. Strategic Alliances - Long-term collaboration for mutual benefit
  2. Channel Partnerships - Distribution and reseller relationships
  3. Technology Integrations - Product-to-product connections
  4. Co-Marketing - Joint marketing initiatives and campaigns
  5. Reseller/Affiliate - Revenue sharing arrangements

Partnership Selection Criteria

✅ Strategic alignment with company goals ✅ Market reach and customer base ✅ Brand fit and reputation ✅ Resource commitment capability ✅ Cultural compatibility ✅ Technical compatibility (for integrations)

Partnership Development Process

Stage 1: Identification (Week 1-2)

  • Market mapping and research
  • Partner prospect list creation
  • Opportunity sizing
  • Initial outreach and interest validation

Stage 2: Qualification (Week 3-4)

  • Strategic fit assessment
  • Capability evaluation
  • Reference checks
  • ROI projection

Stage 3: Negotiation (Week 5-8)

  • Value proposition alignment
  • Terms and structure discussion
  • Resource commitment agreements
  • Success metrics definition
  • Legal and compliance review

Stage 4: Onboarding (Week 9-12)

  • Kick-off meeting
  • Training and enablement
  • System integration (if applicable)
  • Launch planning
  • Joint go-to-market strategy

Stage 5: Management (Ongoing)

  • Regular check-ins (weekly/monthly)
  • Performance tracking
  • Issue resolution
  • Relationship nurturing
  • Optimization and growth

Partnership Models

Revenue Sharing Models

Commission Structure

Tier 1 (0-$100K): 15% commission
Tier 2 ($100K-$500K): 20% commission
Tier 3 ($500K+): 25% commission

Deal Registration

  • First to register gets credit
  • 30-day protection period
  • Prevents channel conflict

Performance Incentives

  • Quarterly bonuses for hitting targets
  • SPIFFs for strategic products
  • Annual rewards for top partners

Co-Selling Model

  • Lead sharing between partners
  • Joint opportunity pursuit
  • Split credit and commission
  • Coordinated sales process

White Label / OEM

  • Partner brands the product
  • Customization allowed
  • Support model defined
  • Pricing structure agreed

Partner Enablement

Training Programs

Level 1: Foundation (2 hours)

  • Product overview
  • Value proposition
  • Target customers
  • Competitive positioning

Level 2: Sales (1 day)

  • Sales methodology
  • Demo certification
  • Objection handling
  • Pricing and packaging

Level 3: Technical (2 days)

  • Implementation
  • Integration
  • Troubleshooting
  • Architecture

Level 4: Advanced (3 days)

  • Solution design
  • Custom integrations
  • Advanced use cases
  • Certification exam

Partner Portal

  • Deal registration system
  • Training materials and certifications
  • Co-marketing resources
  • Technical documentation
  • Support ticketing
  • Pipeline and commission tracking

Marketing Support

  • Co-branded collateral
  • Joint webinars
  • Event sponsorship
  • Lead generation campaigns
  • Social media toolkit
  • Case study development

Partnership Governance

Partner Agreement Components

  1. Scope: Products, territories, customer segments
  2. Term: Duration and renewal terms
  3. Responsibilities: Each party's obligations
  4. Pricing: Discounts, margins, payment terms
  5. Support: Who handles what level of support
  6. IP: Intellectual property rights
  7. Termination: Exit clauses and wind-down

Performance Management

Monthly Reviews

  • Pipeline review
  • Deal status updates
  • Marketing activity
  • Issues and blockers

Quarterly Business Reviews (QBRs)

  • Performance vs. targets
  • Market trends and opportunities
  • Strategic planning
  • Resource needs
  • Relationship health

Annual Strategic Planning

  • Goal setting for next year
  • Investment discussions
  • Expansion opportunities
  • Contract renewal

Partnership Metrics

Pipeline Metrics

  • Partner-sourced opportunities
  • Partner-influenced opportunities
  • Average deal size
  • Win rate with partner involvement
  • Sales cycle length

Revenue Metrics

  • Partner-sourced revenue
  • Partner-influenced revenue
  • Revenue per partner
  • Growth rate
  • Profit margins

Engagement Metrics

  • Active partners (deals in last 90 days)
  • Training completion rate
  • Portal login frequency
  • Marketing activity participation
  • Co-selling opportunities

Satisfaction Metrics

  • Partner satisfaction score (PSAT)
  • Net Promoter Score (NPS)
  • Partner retention rate
  • Contract renewal rate

Partner Tiers & Benefits

Platinum (Top 5%)

  • Highest discounts (30-40%)
  • Dedicated partner manager
  • Priority support
  • Co-marketing budget ($50K+)
  • Executive engagement
  • Product roadmap input

Gold (Top 15%)

  • High discounts (25-30%)
  • Shared partner manager
  • Enhanced support
  • Co-marketing budget ($25K)
  • Quarterly reviews
  • Beta access

Silver (Top 30%)

  • Standard discounts (20-25%)
  • Standard support
  • Marketing development funds ($10K)
  • Portal access
  • Training resources

Bronze (All others)

  • Base discounts (15-20%)
  • Community support
  • Self-service portal
  • Standard training

Channel Conflict Resolution

Prevention Strategies

  • Clear territory definitions
  • Deal registration system
  • Account assignment rules
  • Pricing guidelines
  • Conflict escalation process

Resolution Framework

  1. Identify: Document the conflict
  2. Investigate: Gather facts from all parties
  3. Mediate: Facilitate discussion
  4. Decide: Apply partnership rules
  5. Communicate: Inform all parties
  6. Prevent: Update rules to avoid future conflicts

Technology Integration Partnerships

Integration Types

  • Native: Built into core product
  • API: Programmatic connection
  • Marketplace: App store listing
  • Webhook: Event-driven sync

Integration Development Process

  1. Technical discovery call
  2. Use case validation
  3. API documentation review
  4. Development sprint (2-4 weeks)
  5. Testing and QA
  6. Beta customer pilot
  7. General availability launch
  8. Joint marketing

Integration Success Metrics

  • Installation rate
  • Active usage
  • Customer satisfaction
  • Support ticket volume
  • Revenue attribution

Best Practices

Partner Recruitment

  • Target partners with existing customer relationships
  • Look for complementary (not competing) solutions
  • Prioritize quality over quantity
  • Start with pilot program before scaling

Partner Communication

  • Regular cadence (don't go dark)
  • Be transparent about product roadmap
  • Share customer success stories
  • Celebrate wins together

Mutual Value Creation

  • Think win-win-win (you, partner, customer)
  • Invest in partner success
  • Co-create solutions
  • Share market insights

Long-term Relationship Building

  • Face-to-face meetings when possible
  • Executive sponsorship
  • Joint strategic planning
  • Continuous enablement
Reference in New Issue View Git Blame Copy Permalink