Partner Programs: Deal Management, Ecosystem Development

Episode Overview: This final episode of the series focuses on the practical steps involved in managing partner sales, developing a thriving ecosystem, and creating tangible value through partner programs. Jason utilizes an OKR (Objectives and Key Results) framework to break down the strategies into actionable steps.

Key Topics:

• 00:00:00 - 00:00:24:04: Introduction and Overview:

  • Introduction to the final episode of the series.

  • Focus on vegetation management (deal registration/management), ecosystem development, and value creation.

  • Brief explanation of the OKR diagram.

• 00:00:24:06 - 00:01:00:01: OKR Framework Explained:

  • Explanation of the strategy board, initiatives, and team objectives.

  • Emphasis on the "why," "what," and "how" of partner programs.

  • Focus on features and user stories for deal registration, ecosystem development, and value creation.

• 00:01:00:01 - 00:01:43:01: Activities Defined:

  • Deal registration/management: Managing partner sales sites.

  • Ecosystem development: Managing and growing the ecosystem.

  • Value creation: Aligning product/service attributes with market needs.

• 00:01:43:03 - 00:03:24:02: Deal Registration and Management:

  • Requirement of a CRM (preferably SaaS, not Excel) for partner lead entry.

  • Importance of a co-selling workflow with partners.

  • Steps include opportunity identification, partner engagement, and platform collaboration.

  • Focus on closing incentives and achieving logo closures after alignment.

• 00:03:24:04 - 00:05:44:03: Ecosystem Development:

  • Defining the types of partners within the ecosystem.

  • Understanding the value each partner brings.

  • Identifying the "prime partnership" (e.g., channel partners, alliances).

  • Building the ecosystem around the prime partner.

  • Establishing ecosystem metrics to measure brand awareness, leads, and advocacy.

• 00:05:44:03 - 00:08:49:20: Value Creation:

  • Gathering feedback from partners on market demands.

  • "Seeking the truth" from the ideal customer profile (ICP).

  • Adapting to market needs, which may differ from direct sales cycles.

  • Pivoting and adapting by vertical and micro-vertical based on product feedback.

  • Importance of consistent content creation to build value and tell the story.

• 00:08:49:20 - 00:09:27:12: Conclusion and Gratitude:

  • Recap of the importance of content creation.

  • Thank you to viewers for following the series.

  • Offer of a "badge" or recognition for completing the series.

  • encouragement for future engagement.

Key Takeaways:

• A robust CRM is essential for managing partner leads and deals.

• Defining the prime partnership is crucial for building a successful ecosystem.

• Value creation relies on continuous feedback and adaptation to market needs.

• Content creation is key to telling the story and building value.

Actionable Items:

• Implement or improve CRM systems for partner management.

• Clearly define partner types and their roles within the ecosystem.

• Establish a feedback loop with partners to understand market demands.

• Create a consistent content creation strategy.