Integrated Partner Planning

Selling with and through partners and channels is a vital part of many organisations, but how well are you engaged and how well do you enable the Partner?

Without effective alignment, relationships and collaboration the “partnership” is unlikely  to yield the required results.

This is not about the legal frameworks or numbers of “partnerships” in place, it is about the depth and quality of the business relationship .

The purpose of Integrated  Partner Planning is to facilitate the delivery of a joint go to market plan based on agreed (joint) propositions and market segmentation.

The Elements of Integrated Partner Planning

The plan considers six elements – proposition, performance, practice & people, pipeline, process and position , which are wrapped with governance to ensure delivery.

A typical Integrated  Partner Planning engagement comprises of three phase – preparation, plan development and on-going plan delivery (this is not a “workshop & forget” approach!). On-going engagement to ensure delivery makes sure you are prepared for success

Preparation
Perfect preparation prevent problems

Development
I believe in writing things down.  If you can't do that, then you haven't thought it out.

Delivery
Most plans do not fail becuase of lack of good ideas or a good plan; they fail because peole lasck the ability to follow up on their commitments.