Partner Channel drives significant percentage of new revenues for most ISVs and SaaS companies. A high performing and commited partner channel is especially critical for international expansion.
MarketXpander can help you identify the best prospective partners, qualify them and then help you sign a partner agreement with the right ones.
Understanding the business drivers and partner program
The first step is to understand the business plan of the software company and understand its current partner program.
Identifying potential partners
MarketXpander works with you to develop an Ideal Partner Profile. Following that, a comprehensive list of target partners are identified through various sources. This can often be an ongoing exercise to consistently identify potential partners in target geographies.
Initial contact and follow-up
Each of those prospective partners is contacted through teleprospecting and e-mails, and decision makers are identified. The key objective of initial contact is to understand the business model and priorities of the potential partners, and introduce to them the business partnership proposition.
Qualification and Sign-up
It is important to understand the synergy of the prospective partners with your business, and there should be a clear win identified for them. The qualification process is aimed at generating serious, highly-qualified potential partners, who are most likely to generate consistent sales success. MarketXpander will closely work with you to go through the qualification process, and then lead the right partners to the sign-up process.