It is imperative to validate the partner opportunity to make sure there are compelling business propositions for partners. Partner business propositions are different from the end user value propositions. The motivation and metrics of success are different. Partner business propositions address the key reasons the relationship is beneficial to the vendor and partner. A successful partnership is fostered when your goals and strategies align with your partners.

For a partner to see opportunity in a relationship with you, they must understand key elements of the business proposition:

  • the market opportunity and how this relationship will affect their business or their clients business
  • what the financial benefits are and what services they can wrap around the offering
  • how the proposition helps differentiate them from vendor and their own competition
  • what tools, demand generation, and other elements that will strengthen their position

Did you miss stage two – Validating the Market- in this Quick Start series? Click here to read it now.  Stay tuned for stage 4!