Identifying and signing up the right partners to grow your business is hard enough. Rapidly and effectively getting and keeping them engaged and productive is an even bigger challenge. Failing to onboard a new partner effectively can lead to poor partner performance, dissatisfied end customers, partner disengagement, and loss of the time and expense invested in recruiting the partner. If a new partner doesn’t start to market and sell your offering within the first 90 days of recruitment, it’s highly likely that it never will. To maintain and leverage the excitement and momentum that exists at the beginning of the relationship, leading suppliers employ a formal onboarding process that starts on the first day after the agreement is signed or a new partner is registered.
We’ve uncovered eight keys to success shared by best-in-class channel suppliers that have proven effective in accelerating partner ramp times and increasing first-year revenue production:
Although all of these onboarding best practices require an investment of time and resources, these costs will be recovered through future sales. Implementing these suggestions will increase partners’ satisfaction and retention, their speed in getting to full revenue performance levels, and the quality of their implementations. Effective onboarding also is an excellent way to demonstrate to new partners that you value their partnership and want them to succeed.
Do you have another best practice that you feel should be added to this list? Share your recommendations by leaving a comment. We’d love to hear from you!
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Stephanie Sissler is a Senior Research Director of Channel Sales Strategies at SiriusDecisions. Stephanie is a results-oriented professional with more than 25 years of experience working for and with resellers, solution providers, two-tier distributors and manufacturers of high-tech products and services. She has expertise in all aspects of channel strategy, development and management, including building go-to-market strategies, partner program design, partner and channel account manager enablement, and designing and executing sales growth tactics. Follow Stephanie on Twitter @SiriusSissler.