OneGTM insights – explore our thought papers, opinion pieces and articles for insights into the world of go-to-market strategy and execution.
6 July 2014
Building a compelling partner proposition
One of the most critical aspects of building a successful indirect channel is to be able to articulate and deliver a compelling proposition to targeted partners, which effectively communicates how the vendor will create value for the partner’s business and which addresses the various concerns that any potential partner will have. Yet many vendor’s partner propositions lack depth and are too ‘vendor-centric’, therefore they never build the desired levels of commitment and engagement from partners.
In this article we outline an eight-point framework for creating a compelling partner proposition, based on OneGTM’s experiences of working with a variety of channel organisations.