The Problem
Door-to-door selling can be very inefficient — it limits market reach and brand awareness, and can be very resource intensive. When speed to market is a priority, you need to play every card you have.
The Solution
Find partners who already have traction in your market, gaining access to customers and intelligence.
The Process
 | Identify primary business objectives & desired competencies/market access to gain via partnerships. |
 | Build an initial seed list of diverse targets; augment the seed list in a workshop setting and apply reductive filters. |
 | Articulate a partnership value proposition distinct from direct-to-customer channels. |
 | Structure partner program with provisions for onboarding, performance metrics, comms/cadence and access to critical IP. |
 | Establish an internal rubric to periodically review partner engagement, performance & feedback. |
This process includes periodic interim reviews with key stakeholders, to solicit feedback guiding the overall direction of the project.
The Results
Deliverables
- Definitive list of available direct/indirect channels, with associated firmographic data
- Memorandum of Understanding (MOU) template for prospective partner outreach
- Onboarding & enablement materials, incl. guidelines/KPIs for confirmed program participants
- Internal reference material for measuring ongoing performance & conducting partner reviews
Impact
- Accelerated brand awareness and market reach
- Accelerated access to market intelligence, new technology and expertise
- Increased sales and/or decreased cost of goods sold (COGS)
Book a free revenue strategy assessment to discuss your challenges across five revenue functions:
sales, business development, customer success, marketing and revenue operations.