The strategy titled "Growing partner breadth and share of wallet within the Datacentre UK IT channel" focuses on expanding and optimizing partnerships. It first aims to expand the partner network through targeted actions, such as identifying new potential partners via thorough market research and building a compelling value proposition. Attending IT events and creating referral programs further bolster the network.
Additionally, the strategy emphasizes enhancing partner relationships by assigning dedicated account managers and conducting quarterly reviews. Regular communication through an annual conference and personalized marketing resources help strengthen these relationships. Implementing partner loyalty programs encourages ongoing collaboration.
Finally, the strategy seeks to increase revenue per partner by identifying cross-sell and up-sell opportunities and setting specific revenue growth targets. Offering advanced training and incentivizing performance help partners achieve sales goals. A focus on sharing best practices and utilizing dashboards for tracking sales ensures progress is monitored and rewarded.
The strategies
⛳️ Strategy 1: Expand partner network
- Identify potential new partners through market research and existing connections
- Create a value proposition specifically aimed at attracting new partners
- Develop onboarding materials and training programmes for new partners
- Attend IT channel events and networking activities to meet potential partners
- Offer incentives to encourage existing partners to recommend new partners
- Implement a partner referral programme to reward successful introductions
- Create case studies demonstrating partner success stories
- Schedule regular webinars and workshops open to potential partners
- Engage with potential partners through LinkedIn and other professional platforms
- Set specific targets for increasing the number of partners each quarter
⛳️ Strategy 2: Enhance partner relationships
- Assign dedicated account managers to key partners
- Conduct quarterly business reviews with partners to assess needs and satisfaction
- Establish a communication plan for regular updates and feedback loops
- Organise an annual partner conference to discuss strategies and initiatives
- Develop personalised marketing materials to support partner sales efforts
- Implement a partner loyalty programme with rewards for achieving milestones
- Create an online portal for partners to access resources and training
- Solicit feedback from partners on ways to improve the partnership programme
- Provide exclusive early access to new products and solutions
- Set metrics for partner satisfaction and measure progress regularly
⛳️ Strategy 3: Increase revenue per partner
- Analyse current revenue streams to identify cross-sell and up-sell opportunities
- Set revenue growth targets for each partner and track performance
- Develop bundling options that combine multiple solutions for partners
- Offer performance-based incentives for partners who exceed targets
- Provide training programmes that focus on advanced selling techniques
- Host workshops on maximising the value from existing customer bases
- Implement a rewards system based on revenue growth achievements
- Create a dashboard for partners to monitor their sales and commissions
- Share best practices among partners for increasing sales and customer engagement
- Set regular sales goals and conduct follow-up meetings to assess progress
Bringing accountability to your strategy
It's one thing to have a plan, it's another to stick to it. We hope that the examples above will help you get started with your own strategy, but we also know that it's easy to get lost in the day-to-day effort.
That's why we built Tability: to help you track your progress, keep your team aligned, and make sure you're always moving in the right direction.
Give it a try and see how it can help you bring accountability to your strategy.
