How to increase MRR Fast by recruiting partners.
To create a powerful partner program, you must locate and recruit a third party to sell and distribute your product. To build a successful partner channel you need to know how to manage the internal sales process and to show the channel partner how to sell your products.
If you have decided to set up a partner program, the following steps will help you set it up successfully. Before you start, you need to know who you want to work with and how to benefit from it.
Here are seven steps that get it done:
Select partners
Who is your ideal channel partner?
To select the best partners ask these questions to each partner candidate:
- Are they ready?
- Do they have the resources to invest in the partnership?
- Are they willing?
- Will the partnership help them reach their goals?
- Are they able? Is there a technical fit?
- A competence fit?
- Do we have similar values?
- Is there a culture fit?
Discovery
Talk to your potential (and existing) partners to get a feel for what matters most to them.
Set goals and outline commitment
The biggest frustrations of partnerships were the following:
- Partnerships by handshake only, with no formal plan and nothing, formalized to track success
- one-sided relationships
- Partnerships that go just one way
In collaboration with the partners, simply create a clear written plan.
Facilitate introductions
Now it’s time to invest in relationships! Partners can be a source of valuable product feedback. Connect them with product managers and engineers for feedback from the front lines.
Enablement
Companies can empower channel partners in three key areas:
- Technical training
- Building industry expertise
- Sales training
Sales support and account management
Always give the partners a heads up; share information about the prospective customer; and help tailor the pitch to that customer
Evolving the partner program
Conduct Surveys, 1-on-1 interviews via phone NPS it can help evaluate the health of a relationship and tease out process optimization opportunities.