Partner Value Program

The Partner Value Program™

We have created the Partner Value Program™ to help you define and execute partner relationship strategies in order to realize the full potential of your business.


Realize the full potential of your business

Create more value for your partners

Create more value for your organization


Overview

“Many successful companies do not realize the full potential of their partner channel because they do not utilize relationship strategies that allow them to uncover end-customer needs,” says Jonathan Kreindler, a Raybec Communications consulting partner. “Companies need to foster an ongoing dialogue with their partners and end-customers and utilize effective feedback mechanisms so they can enable their partners to reach end-customers at the right times and with the right offers.”

As competition for partners continually makes it harder to build exclusive partner relationships, companies must have a compelling partner value proposition. Integrating partners into these key relationship strategies is a key differentiator of significant value to both parties that will quickly impact short term results and drive the program’s long-term success.

According to Jonathan, there are three key elements to a successful partner program:

1. Establish a Compelling Value Proposition and Competitive Advantage:

Partners are becoming more selective about where they invest resources and with which vendors they will work with. Demonstrating a compelling partner value proposition and providing a competitive advantage to partners is fundamental to success in recruiting, engaging, and maintaining the right partners.

2. Make It Easy For Partners to Generate Revenues:

As partners are typically engaged with more than one vendor, successful programs generate increased partner mindshare by providing partners with precisely what they need. Effective programs provide partners with the information they need to better serve their customers and also provide partners with all of the tools, materials, technology, training and support required to drive their immediate and long-term success.

3. Optimize Partner Performance:

Partner success is a team effort that requires effective channel management and strong collaboration. Vendors and partners need to work together to uncover, understand and act on end-customer and market insights to enable both parties to do more of what’s working and less of what is not.