This is important: I have seen companies attempt partnerships where they could not define the actual value proposition (for example, where the potential partner’s sales rep or customer did not fully understand their need or the value of a joint solution), or where there was no strong long-term market for this solution (e.g.
This is important: I have seen companies attempt partnerships where they could not define the actual value proposition (for example, where the potential partner’s sales rep or customer did not fully understand their need or the value of a joint solution), or where there was no strong long-term market for this solution (e.g.where one vocal customer demanded that you form a relationship with one of their partners, but the work could not be leveraged for follow-on market growth.) The result was not just a failure to realize benefits, but an actual drop in revenue as both parties wasted time and effort chasing a poorly-defined goal.Tags: Master Degree DissertationEmersons Essay CompensationEl Salvadorian History EssayHow To Write A Cover Page For A Paper2012 Presidential EssayCritical Essays On Revenge In HamletDrugs In Society Essays
In building the plan, enlist sponsorship at every level of sales management, to create opportunities for collaboration at the field level. As an example, I worked with a company that did not have cutting-edge technology, and whose product was difficult to integrate with.
Sales management can help articulate the business case for both parties, and underscore how this will benefit the individual sales person: more opportunities? However, we wanted to partner with them because they have an incredible customer base.
This helps the team leaders begin to work together, maintains a sense of urgency, and provides a means to resolve issues quickly.
Part 2-1: Product The product section includes information on how the solution will be developed: will be it a simple case of selling two existing, complementary products at the same time?
Product teams need to share their roadmaps at the beginning, and in quarterly or semiannual meetings, to improve their respective products, ensure continued alignment, and foster innovation.
As an example, I worked with a large cloud infrastructure company to define potential product synergies.Increase the probability of success by actively working with team leaders early on, and documenting how the teams will work together.Tip: · I find it’s better to work with the team leaders, in conference calls and video conferences, rather than sending them the draft business plan and asking them to fill in their parts.Part 2-2: Sales and SE’s The sales section of the plan is one of the most crucial.It covers the general sales approach, the coverage plan, investment required, training/sales enablement and timing.During our conversations, their product team leader mentioned that many of their customers were not able to easily turn instances on and off when running their products.As it happened, this was an area where our product team had made significant inroads, so we were able to align our product roadmap with theirs and bring that feature to market earlier than planned.This not only increased the value of our solution to the customer, it also increased the perceived value of our solution in the eyes of the partner since we could help them solve a difficult customer problem. Identify and assign responsibility to product team leaders on both sides.These individuals will be the key stakeholders in building out this section of the plan. Make sure you document, at a high level, any work that needs to be done prior to going to market. Ensure executive sponsorship for ongoing product team meetings, on a periodic basis, to ensure ongoing alignment on the respective product roadmaps.This section of the business plan can spell out the expected outcomes: the opportunity to gain access to new markets, expand in specific accounts, solidify the customer base, break new ground with innovative solutions, or defeat key competitors, or something else.A full understanding of each organization’s goals can lead to a much stronger joint value proposition.