Partner Recruitment – quality Partners with a faster time to revenue
Identifying and engaging with partners who will be aligned with your strategic objectives and provide the revenues you require can be a lengthy and complex task. Delta has worked on many partner recruitment projects for IT companies of all sizes worldwide. See examples of current and recent projects here.
We were recently retained by SAS the major independent Business Intelligence / Business Analytics player in the market, assisting them recruit Value Added Resellers focused on the SMB market. You can read the press release here.
Typical Partner Recruitment Process
| Workshop |
- Define the ideal target partner profile
- Set targets for recruitment by “Specialisation Area”
- Review Partner value propositions to be presented during qualification calls
- Identify & agree how to handle potential objections
|
| Target Partner Database Build |
- Define and build long-list of potential partners
- Create a prioritised short-list of target partners
|
| Qualification |
- Contact and present proposition to qualify target partners level of interest
- Schedule meetings between client and qualified partners
- Prepare background report on each target partner prior to meeting
|
| Project Management |
- Continuously track % progression rates from short-list through to partner appointment
- Continuously monitor and gather market intelligence regarding Client Value Proposition
- Identify tactics to improve Partner Recruitment success rates
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