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Partnering Strategy Development Program
Introduction
Partnering Strategy / Partner Type Selection Course Introduction (5:31)
105.1 Partner Requirements - What you want and can expect
Introduction-Partnering Requirements (1:49)
Introduction:Information Sources and Prerequisites (5:37)
Determining Your Partner Requirements:What do you want from partners? (2:09)
Determining Your Partner Requirements: Business process and Growth Bottlenecks (5:49)
Determining Your Partner Requirements:Now, what DO you want and What CAN you expect from partners? (7:03)
Determining the Partner Rqmts: Company Types and their Partnering Capabilities (5:46)
Determining Your Partner Requirements :Your Marketing & Sales Process (6:21)
Determining your Partner Requirements: Typical Requirements from Partners (7:44)
Partnering Requirements - Final Review (2:35)
Course Download :105.1 Partnering Requirements Slides - PTS - Tenego
Course Download: Example - Account Software Sales Delivery Process
Course Download: Example - RM Sales and Delivery Process
105.2 Competitor Partnering Review
Competitor Partnering Review Intro & Example (2:40)
Typical Partner Types (2:09)
Competitor Partnering Review - Step 1 (3:32)
Reviewing Competitor’s Partner Program (1:00)
Competitor Partnering Review – Step 2 (2:00)
Capturing Outputs (1:22)
Competitor Partnering Review Example (1:09)
Interpreting your findings (1:15)
105.3 Creating Your Market Ecosystem
Creating Your Market Ecosystem intro (6:01)
The Ecosystem Structure and Rules (4:01)
Create Your Base Ecosystem Structure (5:20)
Preparing for Market Ecosystem Workshop (2:44)
Your Market Ecosystem Workshop Session (10:29)
Finalising Your Market Ecosystem (3:32)
105.4 Partner Type Evaluation
Partner Type Evaluation Introduction (2:38)
Partner Type Evaluation Workshop Preparation (1:16)
Selecting Company Types for Evaluation (9:31)
Partner Type Evaluation Score Sheets (7:43)
Partner Type Evaluation Sheet Calculations (6:56)
Opportunity for Partner Scoring and Proposition (4:50)
Partner Capability Scoring Direct (4:01)
Capability Scoring Things to watch for (3:35)
Capability Scoring Consultants as Partners (4:31)
Capability Scoring Consultants as Partners (3:52)
Capability Scoring Distributors and Re-sellers (6:08)
Capability Scoring Software Co's as Partners (3:47)
Capability Scoring Example Consultants (4:55)
Capability Scoring All Company Types (7:05)
Scoring Partner Key Criteria (6:36)
Interpreting Your Partner Type Evaluation Scoring (3:32)
Things to watch for on Partner Type outcomes (1:47)
Outcomes to Create Partner Profile (1:57)
Outcomes to Partner Fit Evaluation (3:16)
Partner Type Evaluation Sheet Final Review (1:01)
Partner Type Evaluation Sheet in Conclusion and Close (1:04)
105.4 Partner Type Evaluation Slides - PTS - Tenego
Template - Partner Type Evaluation Base.xlsx
Example Template - Partner Type Evaluation Final.xlsx
105.5 Creating Your Target Partner Profiles
Creating Your Target Partner Profiles - Introduction (8:37)
Partner Profile Sections: Detailing Your Partner Company and Customer Types (3:17)
Partner Profile Sections: Detailing Partner Solutions and Services Capabilities (2:24)
Partner Profile Sections: Detailing Technical Capabilities and Target Decision Makers (1:30)
Partner Profile Section: Detailing Partner Company Size (3:14)
Partner Profile Section: Detailing Competing and Alternative Solutions (2:57)
Partner Profile Section:Detailing Your Partner Prospect Ranking Criteria (2:29)
Partner Profiles - Typical Challenges and Final Review (4:58)
Course Download: 105.5 Creating Your Target Partner Profiles Slides - PTS - Tenego - 1.0
Course Download :Creating Your Target Partner Profiles Slides - PTS - Tenego
Download: Sample Partner Profile
105.6 Creating Your Partner Fit Evaluation Template
Creating Your Partner Fit Evaluation Template - Introduction (3:44)
Creating Your Partner Fit Evaluation Prerequisites (1:56)
Partner Fit Evaluation Structure and Sections (0:48)
Creating You Partner Fit - Ecosystem (1:22)
Partner Type Detail and Assumptions (1:33)
Creating Your Partner Fit - Structure (3:09)
Customer and Decision Maker Fit (3:46)
Current Products & Services Fit (3:27)
Marketing and Sales Fit (3:22)
Future Plans: Product & Services Fit (1:09)
People and Culture Fit (2:20)
Interest and Commitment (3:34)
Creating Your Partner Fit - References (2:00)
Completing Your Partner Fit Summary (5:38)
Creating Your Partner Fit Evaluation Template - Typical Challenges (3:06)
Partner Fit Evaluation Template - Final Review (3:44)
Example Partner Fit Evaluation Template - Resellers
Partner Fit Evaluation - Microsoft Word Template
Creating Your Partner Fit Evaluation Template Slides - PTS - Tenego
105.10 Partnering Strategy Closing
Closing Course (2:19)
Creating Your Market Ecosystem intro
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