The challenges of managing a partner network

Published: 25th July 2019

There are some key challenges for any sales organisation dealing with and managing a partner network. Managing partners involves much more than product training and quarterly incentives. It requires a mutual business strategy, training, mentoring, and support on how to sell your product effectively in a complex sales environment.

Building and gaining mutual trust and understanding of a win-win working relationship is the beginning of having effective communication. Being able to communicate in a common language regarding the status of key opportunities and the state of the sales pipeline is critical to enable the joint development of winning deals and market development strategies. Failure to develop a common framework for such communication results in poor resource allocation, lost deals, and inconsistent revenue performance.

The Partnership Matters

Just as the Pareto principle suggests that 80 percent of your revenues and profits often come from 20 percent of your customers, a similar relationship exists within the Partner network.

You regularly depend on the high-performing key Partners to make your yearly numbers and, without whom, your company revenues would surely suffer. In the direct selling world, significant time and energy is spent managing these key customer relationships. In the channel, however, much less attention is paid. Failing to deploy a consistent methodology and process to manage these “high performer” Partners is a recipe for disaster.

Having the right conversation at the right level with a clearly understood and mutually agreed upon business plan is critical. The plan should have action items assigned to owners and have a regular cadence for follow up, review, and update.

Maximising the Partnership

Let’s talk about maximising partnerships. Developing and optimising a Partner strategy is fundamental to maximising partnerships.  Using a structured systematic methodology for approaching the planning process ensures that a comprehensive plan can be created, tested, designed and deployed. Careful attention should be paid to the details of market segmentation concerning products, customers and partners and incorporating the market dynamics involved in successfully delivering a product.

Focusing on factors that will deliver maximum impact is key to successful execution of the Partner strategy and selection of the Partners who will achieve partner goals.

R

Detailed Partner profiling lays the foundation for recruiting and leveraging the most effective partners, and ensures customer satisfaction and maximum revenue.

R

Building programmes, such as training and certification, specifically aimed at energising and mobilising these carefully selected and recruited partners ensures the Partner will enjoy the business benefits of aligning with a company that cares about their Partners' success.

R

Treating Partners in the same fashion as you would your own internal sales teams further strengthens their focus and loyalty.

R

Including key performance indicators that will function as metrics for management early in the process ensures timely and accurate information will be available for gauging the Partner’s success on your behalf.

R

Finally, automating the programs infrastructure so that it is easy for Partners to do business with you contributes to a compelling business proposition that aids in continually growing, cultivating and grooming partners for greater productivity over time.

At Wahoo Learning, we understand the challenges but also the benefits and rewards of effective Partner programmes, and can help support your training and certification needs.

For over 20 years we have been supporting companies such as CommScope, a major supplier of network infrastructure products globally, to support their global Partner Programme. With over 20,000 courses sold into the partner network annually, CommScope and their partners have recognised the value that training has brought to their relationships.

View the case study here:

You might also enjoy

Wahoo learning vs in-house – which is best?

Wahoo Learning vs In-House – Which is Best?

In the early stages of training programme development, planning how you intend to support, maintain and manage it is the key to its success.

For this, there are generally two options: outsourcing to a specialist or keeping it under one roof in-house.
However, deciding how to move forward isn’t clear cut. Many factors can impact the decision.

We are not about to tell you to outsource to us. It’s about us helping you explore your options and make the right choice for your requirements.

Everything you need to know about our lms

Everything you need to know about our LMS

Whenever we make a decision to purchase a new product or service, we all have questions. Choosing the right LMS for your organisation can be a difficult decision, especially as there are so many options on the market.

We’ve written this blog to save some of the guesswork and answer any questions you may have ahead of your decision.

The WahooLMS has been specifically created for training external audiences so it’s important to us to explain the how, why and what.

6 signs you’re ready to implement a channel partner training programme with wahoo learning

6 Signs You’re Ready to Implement a Channel Partner Training Programme with Wahoo Learning

Do you think you might be ready to work with Wahoo Learning? Perhaps you’ve identified your challenges and how training solves them. Maybe an online training programme is what you have needed for a while now, but you don’t have the budget or resources available to make it a success.

As a business, we work with you to gain a full understanding of your business and situation to ensure that both parties are ready to sign on the dotted line. There’s nothing worse than wasted time on both parts.

Everything you need to know about our elearning production service

Everything You Need to Know About Our eLearning Production Service

Are you developing a new training programme? Or perhaps refreshing eLearning course content or looking for new course content? There are such vast differences between some of what is available on the market today, so we wanted to explain, in full, what our eLearning production service is all about.

This blog should provide you with a clear idea of what we offer as part of our design services, and whether it meets the needs of your organisation.

The author - lloyd smith

The author - Lloyd Smith

Lloyd is the Managing Director of Wahoo Learning. He has a passion for the learning technology industry, particularly the latest innovations and technologies.

Our recent posts

What you need to know before you start working with wahoo learning

What You Need to Know Before You Start Working with Wahoo Learning

Before you invest in a training programme and start working with Wahoo Learning, there are some important elements to have in place first.

Even though we take care of the training programme delivery and project management, there is some preliminary work you can do to help us hit the ground running and get to the deployment stage as smoothly and quickly as possible. Of course, this is also dependent on the individual requirements of your programme.

Here is a detailed overview of what you need in place before we start work together.

read more
How to get the most from your partnership with wahoo learning

How to Get the Most from your Partnership with Wahoo Learning

When we enter a new partnership and start working with a new customer, we think it’s important to be as transparent as possible. We want to work closely with you and get under the skin of your organisation from the offset.

From your point of view, this process is designed to set your expectations and ensure you get the most from our partnership. It’s a chance for you to get to know Wahoo Learning and understand the processes we put in place to make a success of your training programme.

read more
Wahoo learning vs in-house – which is best?

Wahoo Learning vs In-House – Which is Best?

In the early stages of training programme development, planning how you intend to support, maintain and manage it is the key to its success.

For this, there are generally two options: outsourcing to a specialist or keeping it under one roof in-house.
However, deciding how to move forward isn’t clear cut. Many factors can impact the decision.

We are not about to tell you to outsource to us. It’s about us helping you explore your options and make the right choice for your requirements.

read more
Everything you need to know about our lms

Everything you need to know about our LMS

Whenever we make a decision to purchase a new product or service, we all have questions. Choosing the right LMS for your organisation can be a difficult decision, especially as there are so many options on the market.

We’ve written this blog to save some of the guesswork and answer any questions you may have ahead of your decision.

The WahooLMS has been specifically created for training external audiences so it’s important to us to explain the how, why and what.

read more
6 signs you’re ready to implement a channel partner training programme with wahoo learning

6 Signs You’re Ready to Implement a Channel Partner Training Programme with Wahoo Learning

Do you think you might be ready to work with Wahoo Learning? Perhaps you’ve identified your challenges and how training solves them. Maybe an online training programme is what you have needed for a while now, but you don’t have the budget or resources available to make it a success.

As a business, we work with you to gain a full understanding of your business and situation to ensure that both parties are ready to sign on the dotted line. There’s nothing worse than wasted time on both parts.

read more
Everything you need to know about our elearning production service

Everything You Need to Know About Our eLearning Production Service

Are you developing a new training programme? Or perhaps refreshing eLearning course content or looking for new course content? There are such vast differences between some of what is available on the market today, so we wanted to explain, in full, what our eLearning production service is all about.

This blog should provide you with a clear idea of what we offer as part of our design services, and whether it meets the needs of your organisation.

read more

Pin It on Pinterest

Share This

Share this post with your friends!