This document discusses partner management and engagement. It begins with questions about partner managers and assessing partners. The presentation then discusses that managing partners requires understanding their business, aligning value propositions, and providing the right level of support. Good partner management includes assessing partner fit, creating clear plans and metrics, and focusing on making the partnership successful through trust and reliability. The goal is to improve partner engagement by helping partners meet their objectives while also meeting the company's goals.

1. Sales Partner Management for better
Partner Engagement

2. Partner Management: Questions
Q: What type of person
might make a good
Partner Manager?
Q: What should we do
with a partner that is
not working?
Q: How do we assess what
partner supports we
should be providing?
Q: Should we expect partners
to be as good as ourselves in
selling our solutions?
Q: How can I get partners to
focus on our product?
Q: How can I assess if a
partner could achieve more
for us?
Q: How do we get our
partners to do more?
Q: How often should
we be travelling to
meet partners?

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. Welcome
If you have any questions, please interrupt…
type into the Chat/Question screen
Donagh Kiernan
Founder and CEO
Tenego Partnering
Sandy Mackenzie
Tenego UK South
Sandy has 25+ years of experience in
international sales and general
management for both established
and early-stage software companies.
27 years – Techie background
Sales Channel, Direct Sales and Sales
Organisation Management.

5. Tenego: Services

6. Tenego Clients

7. Tenego’s Methodologies

8. 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 …

9. Sales Partner Management for better
Partner Engagement

10. What is Partner Management
and
why is it needed?

11. Lead
Generation
Qualification
Sales /
Closing
Delivery Support
Direct Sales
Resellers…
Referrals
Strategic Partners / White Label / System Integrators …
Complementary Services
Your Business Engine, Many Parts
Partner sourced or influenced sales

12. • Relationship is important but not sufficient
• An Agreement is important but not sufficient
• Pushing the Partner is not sufficient
• A good opportunity is not sufficient
• Being ever available in support is not sufficient
• You wanting the partner to serve your
purpose is not sufficient.
Partner Management – NOT!

13. Partner Management-Key Components
• Partner Fit
• Clear plans, commitments, metrics and targets
• Clear roles and responsibilities
• Relevant level support: marketing, sales...
• Regular monitoring of plans
• Relationship: multi-level
• Focus: make the partnership successful
• Trust: Honour & Reliability.

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

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

16. What does your Partner want?
• your solution is part of their daily business
– Need reliable and ever-available support
• your solution is part of their strategic plans
– Help to develop the offering into their business
• your solution is #4 on their list of offerings
– Don’t need you everyday, but to be available
Determine the right type and
level of support to suit
the partner opportunity.

17. Levels of Partner Management
• Enterprise Solution working with SI
– small number of large partners
• Solution Module working with ISV
– you are the Technical Partner
• SaaS solution working with Consulting Co's
– Scalable Management of many small partners
• Platform Solution with ISV Technical partners
– you are their platform partner
More Support, less Management.

18. Improving Partner Engagement
• how well do you understand their business?
• how well do you understand partner fit?
• Assess what business they can do
– the pace of the partner’s business
• Alignment Value Propositions
– Business Model and Business Process
based on their current activity ,
how can you help them meet their objectives,
while helping to meet yours?.

19. Your Partner Management Function?
• Define sales and delivery high-level process
• Define where and how partner activity aligns
with your process; Marketing, Sales etc
• Align Partner Plans with central activities
• Define Metrics and Reporting
• Define Roles to manage the process
• Define your Partner Programme and Plans.

20. In Summary: Partner Management
• Understand what you need to sell your product
• Understand your Partners’ Businesses
• Understand Partner Fit
• Provide Partner Supports to suit opportunity
Partner Supports, then Management.

21. Thank You, Questions?
If you have any questions, please type into the
Chat/Question screen
Donagh Kiernan
Founder and CEO
Tenego Partnering
Sandy Mackenzie
Tenego UK South
Sandy has 25+ years of experience in
international sales and general
management for both established
and early-stage software companies.
27 years – Techie background
Sales Channel, Direct Sales and Sales
Organisation Management.

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

23. Additional Webinars
• Other webinars available in our Resource Page:
• How to ensure Partner Fit. It's not as simple as it may seem.
• 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

24. Related Articles
• Available in our Blog:
• One Engine, many speeds: Managing Direct Sales and Partners
• 5 Partner Management Styles - Which one are you?
• 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
• And many more…
www.tenegopartnering.com/blog

25. 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