Macro Goals
Develop stronger and more productive partnerships. Increase the number of partners who produce deal flow Increase the volume of deal flow generated by partners Increase awareness of Boon with our partner’s sales and customer success teams Accelerate time to value for both parties.
When initially engaging with partners, we must demonstrate that we’re invested in their success! Focus on how we can provide value to them rather than how they can provide value to us. Of course, we engineer everything so that when they benefit, we also benefit.
We want to help partners:
Effectively communicate their offering to our customer network Improve market awareness through intelligent cross-promotion Access untapped revenue potential by upselling Things to note:
Take an iterative approach
This doesn’t have to be super scalable at first. Scalability will come. Let’s focus on generating measurable results with select partners initially. We can take and apply our key learnings to improve and refine as we go.
Strategy
Schedule a call with the primary marketing contact at a channel partner. This call is intended to serve as a jump-off point for expanding our engagement with the partner.
Goals of initial call:
Develop rapport and strengthen relationship with partner — put a face to the name Highlight the benefits of partnering with Boon — we’re a different kind of partner Propose initial co-marketing project Provides a clear, focused short-term objective that can be achieved easily Propose additional co-marketing opportunities — provide clear examples Firm commitments aren’t required during the initial call, but the goal is at least to gauge interest. If there’s interest, we can follow up after the initial project is complete to explore additional promotional opportunities Secure introduced to a decision-maker on the sales team to explore how we can provide additional support and value Develop content that can be used by channel partners’ sales, customer success, and marketing teams.
Helps them do their job more effectively Makes their job/life easier
Sales Content Concepts
Adapt a version of the business case builder deck that partner sales teams can use. Promote their solution first Highlight the synergies between our products and how this delivers exponentially greater value to customers Emphasize simplicity and ease of use Co-branded promotional video Marketing Concepts
Co-hosted happy hour at a conference/event Co-sponsor a booth at a conference
