š Read: What is part of the Recruitment stage?
The Recruitment stage is the first step in building a successful partnerships. This stage focuses on identifying and attracting the right partners who align with your business goals and values. In this section, you'll discover strategies and best practices for effectively targeting, reaching out to, and qualifying potential partners to create a strong foundation for your B2B SaaS partnerships.
Your Partner is not your customer. Acquiring partners is a recruitment process; not a sales process. Most tools and databases are made for sales ā transactional relationships.
You can find here a list of tools being developed for collaborative relationships to help recruit and grow partners successfully. Before using any tool, we recommend putting the right structure and processes in place that fits your business first.
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Partner Identification
Define Ideal partner profile for each partner type you want to partner with.
Research potential partners
(Connected databases. Duplicate notion templates & connect)
Develop a value proposition
Initiate contact and negotiations with selected potential partners
Partner Assessment/Qualification
Qualify the partnerships opportunity using the CASO method
The partnership opportunity is qualified by:
Culture
Additional Value
Sponsorship
Objectives
The potential channel partner has:
Customer base
Credibility
Capability
Commitment
Joint Value of Partnership is bigger than the sum of the individual value created for customers
Partner Selection
MoU has been discussed and agreed
Objectives are aligned
Activities have been planned
Role and responsibilities have been appointed
Executive sponsorship is confirmed
Partner Agreement shared with the potential partner for legal check
Discuss and define exit triggers
Partner Agreement
Signing Legal Documents
Sign MoU (before a legal agreement)
Sign Partner Agreement
Sign additional documents if required (e.g., Preferred Partner Program)
Anything missing? Please reach out and let us know.