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Indirect Sales Partnerships
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Toolbox
Indirect Sales Partnerships Workbook, Tools, & Resources -
LessonsISP Week 1 - Strategy8 Topics
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Introduction to Indirect Sales Partnerships
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Indirect Sales Partnering Methodology - Part 1
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Indirect Sales Partnering Methodology - Part 2
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Common Landmines - Note to the CEO
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Organizing the Indirect Sales Partnering Function
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Organizational Partnering Plan (OPP)
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Strategic Partnering Plan (SPP)
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Indirect Sales Partnerships - Week #1 Homework
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Introduction to Indirect Sales Partnerships
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ISP Week 2 - Recruiting12 Topics
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Strategy Recap & Recruiting Introduction
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Partner Personas
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Partner Profiles
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Targeting Activities
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Targeting - LinkedIn Sales Navigator
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Targeting - Using Dripify.io
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Communications - Outreach Scripts
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Communications - Preparation Sheet
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Communications - Discovery Meetings
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Evaluation - 10 Standard Criteria
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Evaluation - Scoring Tool
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Indirect Sales Partnerships - Week #2 Homework
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Strategy Recap & Recruiting Introduction
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ISP Week 3 - Contracting9 Topics
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ISP Week 4 - Onboarding & Enablement8 Topics
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ISP Week 5 - Operations10 Topics
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ISP Week 6 - Implementation5 Topics
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End of Course QuizIndirect Sales Partnerships - End of Course Quiz1 Quiz
Lesson 2,
Topic 5
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Organizing the Indirect Sales Partnering Function
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Video #5: Organizing the Indirect Sales Partnering Function
- Evolution from a linear “channel” to a partner ecosystem
- “Nail It, Then Scale It”
- Lone Ranger vs Hunter/Farmer
Questions to Consider:
- What was your greatest takeaway from this topical video?
- Which approach, Lone Ranger or Hunter/Farmer, best describes your organization’s management of partners?
- What skills and traits do you think could be important for a Lone Ranger role?
- As your partnership program scales, what skills and traits could be important for Hunter and Farmer roles?
