Guide to fill the Partner Strategy Map
When building your partner strategy there are some fundamental decisions to make that help will determine how which role partners will play in your business model and how they will eventually help you to achieve your business objective. The following Partner Strategy Map will guide you through the high level decisions your should take before addressing more operational questions around the partner program and partner operations.
Strategy Layers and Alternatives
Which Customer Type are you targeting with the partnership?
- Small-medium-sized businesses or Enterprises
Who will have the Customer Ownership?
- You as the Principal (vendor) or your Partner. Ownership implies invoicing relation and first point of contact.
Under which Branding the product will be marketed?
- The vendors original brand
- Co-branded as a combination of the principals and the partners brand
- White label with new or existing brand own by the partner.
Which of your Business Function the partnership should support?
- Marketing, Channel, Service, Product
- Compare business function and partner categories
What is the primary Business Objective of the partnership?
- Revenue increase
- Cost reduction
What is the strategic Partnership Objective?
- Market penetration: Increase the reach to already target customers and industries.
- Market expansion: Address new regions or industries.
- Product development: Improve existing product or make it more accessible through services.
- Product innovation: Create a new product reaching new customers.
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