Partner Selection and Enablement

Now that you have an attractive program ready, you can start selecting partners. However, simply recruiting partners is not the end of the game. To get the desired results, a manufacturer has to invest in building partners' capabilities. Therefore, the second step in the process is to build a strong partner base, enabled for high performance.

Following are the four key activities that you need to perform:

1. Build a strong partner base
   
2. Build a partner support infrastructure
   
3. Develop a partner scorecard, and
4. Communicate and manage expectations

Let's see each of these activities in detail, starting with Building a strong partner base.

Related:

• Table of Content
• Red Queen Effect – An Introduction
  
• The Billionaire Code
  
• Cracking the Code
  
• Implementation Plan
• Sales Force
• Partner (Indirect) Sales Channel
  • Building Partner (Indirect) Sales Channel
  • Building Organizational Capabilities
    • Build the management team
    • Define the role of the channel partners
    • Establish the scope of the indirect (partner) channel
    • Establish the polices under which the indirect (partner) channel will operate
  • Partner Selection & Enablement
    • Build a strong partner base
      
    • Build a partner support infrastructure
      
    • Develop a partner scorecard, and
    • Communicate and manage expectations