Partners sell what is easiest to sell
Channel performance is a competition for your partners’ attention. They carry several vendors, and the one that made selling simple gets the quarter.
Nothing they can put their name on
No co-branded deck, no one pager, no campaign kit. Every partner builds their own, badly, or does nothing.
Onboarding is a product demo
Partners are trained on features, not on who to sell to, what to say, or which objections to expect.
No reason to choose you this quarter
Another vendor offers material, leads and marketing support. You offer a portal login and a margin.
Make you the easiest vendor to sell
Partner marketing is enablement plus a campaign in a box. The aim is that a partner can go to market on Monday without asking you for anything.
One quarter to activate
Segment and interview
Talk to the partners who sell and the ones who do not. Find out what is actually blocking them.
Build the kit
Co-branded material, one campaign in a box, and a partner onboarding session worth attending.
Activate and measure
Run the campaign with two or three partners, then extend what worked to the rest of the channel.
It is better to activate three partners properly than to send a portal update to fifty. The three become the proof that makes the rest pay attention.
The elements we would use
Partner enablement uses the same elements as direct sales, produced for someone else to use.
BDM deck
The business case deck, co-brandable for partner use.
One pager
The partner leave-behind that carries both logos.
Written case study
Proof partners can send without asking you for permission.
Cold emails
Sequences packaged for partners to run under their own name.
Presentation kit
Templates that keep partner decks on-message.
Demo video
A consistent demo, so partners are not improvising your product.
Ebook & guides
Co-branded assets partners use for their own lead generation.
GTM strategy
Which partner segments to invest in, and what the channel message is.
Let us activate the channel
A 30-minute call is enough to find what is blocking your partners. You leave with a segmentation and the first kit to build.