Partnership Fundamentals: A Masterclass In Accelerating Revenue Growth Through Collaboration Partnership Fundamentals: A Masterclass In Accelerating Revenue Growth Through Collaboration
SIA Coaches
Head of Emerging Markets: Home Health & Community Care
MedBridge
Vice President Partnerships, Author of ‘The Partnership Principle’
Signavio
  • Description
  • Syllabus
  • Coach Information
About this course

Did you know that 60% of CEOs recognize Partnerships are a route to revenue growth, yet their typical failure rate is over 50%? Are you thinking of or being tasked with creating an ‘indirect’ revenue program? Have just begun, or need to maximize your Alliance (strategic) and/or Channel (tactical) revenue impact?  If so, then join our Masterclass course. Become the expert in your business, leverage the tools and skills we give you to open Pandora's box in driving ecosystem revenue as well as mutual customer & internal success.

Our Masterclass is based on the skills and competencies recognized by the Alliance Best Practice, 2020 research conducted across the global ‘revenue leader’ community and over 40+ years of combined field experience from two of the world's leading experts in Partnerships and Ecosystem Management.
On this course you will learn:
  • Deeper Cross-Functional And Ecosystem Engagement Through Utilizing A ‘Collaborative Mindset’
  • More Defined Business Relationships Through Best-Practice Techniques To ‘Partnering’
  • Accelerating Pipeline And Revenue Through A Well Adopted GTM Strategy
  • A Route To Longer-Term Brand And Territorial Advantage
  • Greater Clarity On Company Direction, Competitive Advantage And Growth Of Partner Program (verses ‘Build’ Or ‘Buy’ Market Solution Offerings)
Syllabus
Class 1
1/6
Fundamental Ingredients For Collaborative Success
  • Understand the impact of ‘Collaboration’ in successful companies worldwide
  • Review Partner Program themes (per research across the Revenue Collective community)
  • Recognize resources needed to go forth
Class 2
2/6
Partner Acquisition
  • Assess Customer & Revenue Impact
  • Prioritize Partner Agreements (Referral, Reseller, OEM
  • Outline GTM strategy including Customer Education & Awareness

 

Class 3
3/6
Partner Journey and Financial Modelling
  • Draft a Joint-Sales Enablement strategy
  • Identify Partnership Success Metrics & Tracking
  • Build Financial ROI Model For Your Program
Class 4
4/6
Go-To-Market Executive Approval
  • Validate Your Program For Executive Approval
  • Show Timeline to Revenue
  • Present Your Plan for Internal Executive Sponsorship

 

Class 5
5/6
Channel Activation and 3-way value
  • Formalize partnership
  • Schedule continuous review & collaboration cycle  
  • Showcase Customer Successes
Class 6
6/6
Supercharging A Scalable and Repeatable Framework Through Channel Management Best Practices
  • Identify Your Channel Manager 
  • Polish template for partner Onboarding & Compensation
  • Create A Scalable Framework For High-Impact & Repeatable Alliance & Channel Revenue Growth
Head of Emerging Markets: Home Health & Community Care
MedBridge
Kelly Colman has over 20+ years experience in Saas / software technology, focusing on system design and usability. Kelly helps organizations focus on system process & user optimization of tools, features & functions for team strategy & gr...
Vice President Partnerships, Author of ‘The Partnership Principle’
Signavio
Matt Bray has a 20+ year career in ‘Strategic Alliances’ & ‘Channel Management’. Co-founding member of SAAS ‘Software’ and ‘System Integrator’ start-ups, led global and regional teams in mid-market to Enterprise who have acquired ...