Slides used on October 27th, 2016 during webinar "How to ensure Partner Fit. It's not as simple as it may seem." http://www.tenegopartnering.com/resource/partner-fit-for-growth In this webinar, you will learn: ● Five areas for Evaluation ● Key information to look for ● How detailed should your evaluation be ● How to evaluate your existing partners ● Understand underperformers ● What to look for in new partners

1. How to ensure Partner Fit

2. Partner Fit: Questions
Q: What Partner would
work for our Cloud-
based solution?
Q: How do we find
Partner Fit with SAP
or similar?
Q: Can understanding
Partner Fit improve
partner performance?
Q: Would Partner Fit help in
evaluating existing partners as
well as for new partners?
Q: We are a Development
Services company, what
partner type would suit us?
Q: Can a small company
partner with a very large
company?
Q: How much Partner
Evaluation is needed?
Q: What qualifying
questions should we be
asking?

3. Welcome
If you have any questions,
please interrupt…
Type into the Chat/Question screen
Donagh Kiernan, Founder and CEO
Tenego Partnering
www.tenegopartnering.com
http://ie.linkedin.com/in/donaghkiernan
Donagh Kiernan
Founder and CEO
Tenego Partnering
27 years – Techie background Sales
Channel, Direct Sales and Channel
Sales Organisation Management.

4. Tenego: Services

5. Tenego Clients

6. Tenego’s Methodologies

7. Tenego’s Global Network
• To date, executed projects across UK & Ireland,
Across Europe, North America, Mexico & Latin
America, Middle East, North Africa, India, China,
South Asia…
• Growing Global Network of Tenego Offices with on
the ground presence and in discussion in
– Ireland (HQ), UK, Germany, Greece, Middle East
– APAC, Canada, US East Coast, US West Coast …

8. How to ensure Partner Fit

9. What is your bottleneck
of growth?

10. Lead
Generation
Qualification
Sales /
Closing
Delivery Support
Direct Sales
Resellers…
Referrals
Strategic Partners / White Label / System Integrators …
Complementary Services
Your Business Engine
How Compelling
is Your
Customer Value
Proposition?
How Compelling
is Your
Partner Value
Proposition?

11. Influencers
Consumer n/a
Policy Makers /
Regulators
Standards /
Certification
ISO27001, BSA, ITIL, ITAR, PII, SISA
Codes of Practice Public Sector, Local Authorities
Analysts
Media
Industry
Organisations
TargetCustomers
Water
Electricity
Gas
Advisors/Consulting
Accountants / Tax
Advisors / Business
Consulting T1
Legal*
Accountants/Business
Consulting T2*
BPO Industry
Organisations
DebtServices&
Collection
Specialist Debt
Consultants / Credit
Checking *
Debt Recovery*
BPO Accounts
Receivable
SI’s&ITServices
IT Consulting
Systems Integrators*
,
IT Managed Services
IT Services
Software
Solutions
Debt Management
Software*
Contact Centre Mgmt
Systems*
Workflow /Doc
Management /Case
Management
What Types of
Partners

12. Partner Fit – Consider the Partner
• Fit within the company
• The target customer
• Their existing product set
• Their Business Objectives
• Their capabilities…
• Fit with the sales team
• Helping them meet their targets
• Aligned with what they currently
sell.

13. Partner Fit:
“The less you
ask the partner to change
the more likely the partnership
will work”

14. Partner Fit Examples

15. Partner Fit Categories
Customer and Decision Maker
Strategic Direction - Product & Services Fit
Current Activities - Product & Services Fit
Sales & Marketing Fit
People and Culture Fit

16. Customer Type Focus
• Knowledge & Focus in Your sector
– Their knowledge and credibility in your sector
• Existing & Growing Customer Base
• Have sales people dedicated to customer type
“How many prospective customers can you
introduce our product to immediately?”
• …

17. Decision Makers
• Access to Key Decision Makers
– Direct relationships
– Strength of relationship / Strength of Influence / Credibility
– …
• other Stakeholders required in your sales process.
.

18. Strategic Direction
• Company Direction/Plans/Growth Areas
• Their Key Objectives and Milestones
• Planned Changes in Customer or Decision Makers
• Planned Changes in Products & Services
• Planned Team Changes & Capabilities Development
– Marketing & Sales
– Delivery & Support
– ...

19. Current Activity: Products & Services
• Product and Services Delivered
– Typical Deal Sizes
– Deal Mix: Licences & Services etc
– Licence Types: Initial or Recurring
– Sales Cycle Length
– Sales Process Complexity and Challenges
• What Customer Needs Solved?
• …

20. Delivery & Support
• Professional Services / Implementation Capabilities
– Project Management
– Technical Capabilities
– On-site or Remote – Availability to Travel
• Support Community
• Support Systems.

21. Marketing & Sales
• Brand / Trust / Influence
• Active Customer Community
• Lead Generation Activities and Capabilities
• Sales Capabilities
– sales people in your sector
– Sales Cycle Lengths and Complexities
– Technical Pre-Sales.

22. People and Culture
The Principles and Values the represent
• Customer Centric v Operational Efficiency
• Premium Service v Low Cost Provider
• People focussed v ‘Sweat Shop’
• Performing and Motivated v Easy-going
• Intense / Serious v Deliver and Enjoy
• …

23. Strength of your Partner Proposition
• How Compelling is Your Partner Proposition?
• Why should the partner sell your solution?
• Can the Partner Fit be seen instantly?
Why would the partner sell your product,
over the alternatives?

24. Partner Fit in Partner Recruitment
• A Structured Mutual Evaluation Process
• Depersonalising Process
• Highlights Strengths and areas for additional support
• Highlights concerns early, enabling better decisions.

25. Partner Fit in Partner Management
• Diagnose existing partners
• Gain understanding of existing challenges
• Knowing strengths and weaknesses allowing more or
less supports across Marketing, Sales, Technical,
Professional Services, Tech Support
• De-risk and Manage Objectives Targets
• Define your Partner Management Goals.

26. In Summary: Partner Fit
• Be Clear on Your Requirements in a Partner
• Understand the Partner’s Business, to see how
you fit within their business
• Evaluate to mitigate risk
• Partner Fit Evaluation is Mutual
• Depersonalise and optimise the process
Build Partner Fit into Your Process.

27. Thank You & Questions
Donagh Kiernan
Founder & CEO
Tenego Partnering

28. www.tenegopartnering.com/resource
http://www.tenegopartnering.com/blog
Further content available online

29. Additional Webinars
• Other webinars available in our Blog:
• Meet Your Revenue Targets with Focused Sales Execution
• Finding Big Markets for Big Data & Data Analytics Solutions
• Business in Europe: Understanding the bigger opportunities
• Growing your Business in the UK
• Germany: Opportunities for Tech Companies
• Market Opportunities in Australia for Tech Companies
• How To Prevent The Mistakes in Sales Channel Development
• Market Entry China
• Learn How To Calculate Sales Commissions & Partner Negotiations
• And many more…
www.tenegopartnering.com/resource

30. Related Articles
• Available in our Blog:
• Diagnose your Current Sales Channels - Partner Fit Evaluation
• Partner Fit - Not as easy as it initially seems. Do your homework!
• New Suits, New Market Entry and Sales Channel Partners - Seek Good Fit
• The Importance of Partner Fit
• Why Good Strategic Partner Fit is Imperative - Part 1
• Why Good Strategic Partner Fit is Imperative - Part 2
• The 7 Best-Fit Criteria for Strategic and Corporate Partnering (and Gut Instinct)
• The Challenges in Sales Channel Partner Fit
• 5 Points for Partner Fit for Embedded Solutions - Data Analytics Solutions
• And many more…
www.tenegopartnering.com/blog

31. Build & Manage Sales

Direct and Channels

Executive Hands-on

Your Alliances Team

Software Business
Experts

Practical

Results Focussed
CONTACT DETAILS:
Tenego Partnering
Ireland (HQ), UK, Germany, Greece, Australia,
Toronto, Dubai…
Web: www.tenegopartnering.com
Email: info@tenegopartnering.com