Qualifying Partner Opportunity with the CASO Method

The CASO Method helps to qualify partnerships on an opportunity level

Culture:

A cultural fit is necessary to build trust and ensure collaborative behavior. You can evaluate this by checking for behaviors and skills.

Additional Value:

1+1=3+. If partnerships do not generate additional value (compared to the sum of each partner’s values) there is no justification for a partnership.

Sponsorship:

Successful partnerships require executive sponsorship to thrive. It is required to make resources available and give direction in new endeavors.

Objectives:

(Aligned) Objectives are important in a partnership to ensure you walk in the same direction. You do not need to have exactly the same objectives (destination), but they must be aligned to walk in the same "direction".

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This article deals with the qualification of a specific partnerships opportunity and is independent of the partner type. To evaluated if a specific Channel Partner is suitable to work with we recommend using the 4Cs of Channel Partner Qualification.