What It Is
Knowing your partners as well as you know your market.
Partner Intelligence shows you why your best partners perform the way they do, what your partners are really selling and what your competitors offer them — so you can lift performance across your whole ecosystem.
Most partner ecosystems run 80/20 — a small group of partners drives most of the results. That is where your ecosystem is today, not where it has to stay.
We research the ecosystem directly, from the outside in. Partners tell a trusted third party things they rarely tell a vendor — so you see what is really happening, not just what is reported.
How and where Partner Intelligence is used.
Moving partners from selling single products to selling complete solutions.
Lifting more partners to the level of your best.
Knowing who matters there before you commit.
You sense a partner or competitor is shifting, and want to know what is really going on.
The result: more of your partners performing like your best — and the 80/20 that starts to move.
Moving the 80/20
Four ways to grow your top 20%.
Learning what sets your best partners apart — and using it to lift the partners just below them, who are the fastest to move.
Seeing what partners lead with and what they leave out — and moving them from single products to complete solutions.
No two partners are equal. Pairing one partner's specialist skills with another's reach wins solution deals that neither could win alone.
Learning what your competitors offer your partners — the products, the programs and the compensation — and how to win a bigger share of each partner's attention and sales.
What Your Team Comes Away With
Six main tangible deliverables to act on
Each one is built from direct research into your ecosystem and is ready go.
All of the Insight. None of the Usual Trade-Offs.
Getting the real picture — with none of the usual downsides.
The real picture of what partners sell without relying on what they tell you in business reviews
Lessons from your top partners without exposing your plans outside the room
Solution sales across the ecosystem without every partner trying to do everything
Insight into competitors' programs and compensation without revealing your own intentions
Greater mindshare and share of wallet without simply paying partners more
Clear invest-or-step-back decisions without damaging the relationships
More of your ecosystem performing at its best WITH the evidence to make it happen
How It Works
Creating value before, during and after ecosystem engagement.
Framing the decision
Agreeing the partner decisions the work needs to support.
Seeing the ecosystem directly
Outside-in research with partners, competitors' partners and the wider market.
Moving to action
Staying with you until the changes are made and underway.
The 80/20 is where your ecosystem performance is today — not where it has to stay.
Channels Results
Channels client results and insights
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