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When and how do you prioritize partner enablement?

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4 Answers
Sales Adoption Sales Enablement
  1. Nikhil Balaraman
    Nikhil Balaraman

    Pomerium Head of Marketing | Formerly Roofstock, Instacart, Uber, Algolia, Google • 5y

    It's going to be hard in the early days becuase you'll have a lot to do, and the partner channel probably is non-existant until ~20m or so in ARR. If you're selling into regulated industries this might vary/be sooner, but your main focus should be on enabling your internal teams. Good news is that once an official partner person is hired, you should already have some assets ready to go! Most of your existing assets can probably be lightly customized so that your messaging and positioning stay co ...Read More

    1,803 Views
  2. Hila Segal
    Hila Segal

    WalkMe Senior Vice President, Product Marketing | Formerly Clari, Observe.AI, Vendavo, Amdocs • 3y

    When a significant part of your business/pipeline comes from partners you need to prioritize partner enablement. Here are a few suggestions: 1/ Try to find creative ways to repurpose your core sales enablement programs and materials and how you can adjust them to the partner audience.  2/ Look for opportunities to train and trainer in the partner org and create a network effect for scale 3/ Identify key reps within the partner team that have been successful with your product and build a case stu ...Read More

    751 Views
  3. Lizzie Yarbrough de Cantor
    Lizzie Yarbrough de Cantor

    Hightouch Head of Product Marketing • 4y

    This is a great question. If you are referring to a strapped product marketing team, I think dedicated resources for areas like partner enablement and competitive intelligence are a pretty big luxury. If you have the ability to hire someone specific for partner or channel strategy, then go for that. If not, I truly think this falls lower on a priority list. The way I’d recommend handling partner enablement is to take a look at materials you provide to your reps. Is this collateral you could give ...Read More

    425 Views
  4. Roopal Shah
    Roopal Shah

    Guidewire Software Vice President Product Marketing • 5y

    I think it depends on where the company is in its growth trajectory and how important the partner model is to hitting its growth targets. For some, it's their primary revenue model (e.g. resellers) and if so, that's critical. For others, it's more about ISV/SI enablement - in which case, I would definitely prioritize it but do it after your internal sellers that you are paying commission to are ramped and representing your products/solutions best in the marketplace. 

    382 Views

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