There are a number of questions to be asked when devising your Partner Programme. 

1) Partner Sales Challenges and Supports

a) How do the Reseller Partners sell?

b) Who are the Partners Sales People?

c) What challenges do Reseller Partners have in selling your products?

d) What supports to their sales teams make it easier for the Partner to sell your products?

2) Management & Reporting

a) Metrics for Partner Management

(i) Systems: How you Manage Sales

(ii) How Partners feed into your Business Process

b) Partners Market and Your Share

(i) Partners Market Size

(ii) Where you will feature in Partners Market Focus:

1) What % of Partners Market represents your target market?

2) What % of your Market in the regions is represented within Partners Focus?

c) Partners Plans for their own business: Activities and Targets

(i) How does the partner generate business?

(ii)What are their plans, activities and targets?

(iii)What can you expect?

d) Reporting

(i)What information can you expect from the partner?

(ii)Pipeline Visibility: Prospects, Leads, Opportunities

e)Communication

In understanding the Partner companies and how they work, putting structures in place is seeking to establish multiple level contacts with regular communications at multiple levels to enhance the relationship

(i) Partner Company Management Structure, Responsibilities and Objectives

(ii) Identify with whom you should establish contact and relationships with according to their role and responsibilities

(iii) What regular communications and what information is required to build and enhance the relationship

3) Develop Your Global Reseller Network Development Plan setting out priorities according to regional market opportunities

a) What Target Market Regions and Why?

(i) Market Criteria: High Level Market Region Review progressing

(ii) How many partners for each Region?

b) Partner Recruitment

(i)Defined Approach, Materials and Partner Proposal

(ii)Website Partner Section/Portal: Partnering Enquiries & Information

(iii)Heads of Terms & Contracts

c) Induction and On-going

(i) Launch

(ii) Cooperative Marketing

(iii) On-going Management

To find out more information on how to establish your Partner Programme, call us on +353 21 2307117 or email us at This e-mail address is being protected from spambots. You need JavaScript enabled to view it