Stage View |
Demand Generation
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Establish and t...
Identify, meet,...
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Evaluate and se...
Validate or neg...
Establish oppor...
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Key Step:
| Validate or Negotiate Partner Engagement Guidelines
Rationale:
| Partner engagement guidelines are agreements between Microsoft and its partner(s) on how we will work together on a specific opportunity. Setting such guidelines puts both parties on the same page and sets the stage for accomplishing the activities necessary to successfully close the deal. Taking the time to set partner engagement guidelines can help avoid miscommunication and improve customer and partner satisfaction.
| Guidance:
Partner engagement guidelines can take verbal or written form, and can be legally binding or non-binding. For a very simple opportunity, the guidelines can be set in a telephone conversation or email exchange. For a very complex opportunity, guidelines may be more detailed, require LCA review, and even be incorporated into a formal contract. Partner engagement guidelines are opportunity-specific. They should address how Microsoft and its partner will: Coordinate efforts Contribute resources Make and communicate decisions between each other and with the customer
Samples & Templates:
Documents for this Key Step include: |
Links:
| Setting Partner Engagement Guidelines – Directions on how to set guidelines, including standard checklist and discussion of where partner engagement guidelines fit with the other agreements Microsoft makes with partners at various levels. Recommended Partner Engagement Guidelines – Source for supplemental ideas and best practices for the creation of custom partner engagement guidelines.