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Partner Engagement

In the b-to-b channel, suppliers often treat partner engagement as a one-time event, be it a response to a program offer or the achievement of an initial revenue milestone. Best-in-class suppliers, however, view engagement from a long-term perspective, focusing on how consistently each partner is engaged over time. With multiple suppliers vying for partner attention, those with no plan to drive continuous engagement risk losing crucial partner mindshare, which is essential to long-term success.

How SiriusDecisions Helps

  • We help develop strategies across the five key pillars of successful partner engagement: incentives, communication, training, processes and relationships
  • We provide a prescriptive approach to engaging with different partner types and personas
  • We help measure the impact of partner enablement and engagement effectiveness
  • We provide guidance on building programs that drive partner engagement

Key Issues

Do you know how to engage different partner types and partner personas across the partner lifecycle?

Have you created profiles that describe the different partner types you seek?

Have you developed partner persona profiles for the dominant roles within your partner types?

Explore the Technologies and Services That Drive the B-to-B Revenue Engine

The SiriusDecisions B-to-B Technology Universe organizes technology and services around the disciplines of the revenue engine: marketing, sales and product. Our coverage is then further aligned to the priorities of our clients within those disciplines.

Partner Engagement

Explore the technology and services that SiriusDecisions recommends to enable you to solve for this specific priority.

  • Channel incentive management

    Channel incentive management technology helps automate partner incentive execution and management, and recognize and reward partner contribution and performance that drives revenue growth.

  • Channel marketing and management

    Enables channel partners to engage in demand creation activities, and helps suppliers maintain brand integrity and messaging consistency.

  • Configure, price and quote

    Creates product configurations, associates them with pricing models, and allows reps to create quotes and proposals.

  • Event management

    Provides marketers with a range of solutions to improve event logistics and/or event experience for organizers and attendees.

  • Marketing automation platform

    A marketing automation platform enables the seeding, creation, nurturing and acceleration of demand among prospects and customers.

  • Partner relationship management

    Optimizes a supplier's interactions with channel partners and provides intelligence to strengthen relationships.

  • Sales asset management

    Facilitates the management of sales content and tools through a sales portal.

  • Sales force automation

    Increases sales rep efficiency and effectiveness by automating core sales processes, moving opportunities through the sales process, and collecting data about prospects and customers.

  • Webinar technologies

    Offers the ability to stage and control a range of online events and meetings via multiple hardware platforms.

The SiriusDecisions Advantage

An investment in channel enablement brings significant long-term value — partners that are engaged, loyal and productive. SiriusDecisions helps channel organizations increase partner productivity by identifying the elements that drive engagement in their channel relationships and those partners’ interactions with buyers and customers.

 

Results You Can Expect

A higher level of partner engagement and increased partner mindshare

A sharper focus on engaging specific partner types

Partners that are well-informed about your offering and inclined to endorse your solutions when buyers seek recommendations

Additional Offerings

Summit

Summit APAC

Summit Europe

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