Our client wanted to develop a portfolio of revenue-driving partner programs. The programs must consider the role of each partner type and their ability to execute against what will be expected of them.
It was also critical to demonstrate that there was an acceptable return on investment for each of the programs.
Approach
Created the guiding principles for the programs to ensure that all partners are treated equitably.
Analyzed existing programs and determined their adaptability to meeting the objectives.
Interviewed partners to get their input and gauge their level of interest.
Researched mulitple industry and competitor channel partner programs to develop a broader perspective.
Created a return of investment model that aligned projected program revenues with the timing of each program availability.
Outcome
A common portfolio of partner programs segmented by partner type and geography.
Each geography had the flexibility to further customize the base programs depending on local practices.
A framework to miminize legal exposure from partners.
Client Results
Rolled out the programs over a 6-month period in North America, Europe, and Asia Pacific.
The programs had a better than 80% utilization by the partners.
The programs' framework is now used as a basis to develop enhanced programs from year-to-year.
