Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish and t...
Identify, meet,...
Confirm that po...
Identify proced...
Determine resou...
Evaluate and se...
Validate or neg...
Establish oppor...
Develop opportu...
Develop evaluat...
Validate evalua...
Propose evaluat...
Confirm verifia...
Key Step:
| Evaluate and Select Opty Partners
Rationale:
| Evaluation and selection of the best partner to team with Microsoft on an opportunity is crucial to ensure consistent delivery of optimum solutions. Moreover, selecting partners in a clear and open manner serves to set partners’ expectations and makes it easier for them to work with Microsoft.
| Guidance:
The selection of a Microsoft engagement partner should be straightforward, objective, and impartial. To help ensure partner selection is predictable and consistent, the Partner Selection Guide offers prioritized criteria to consider. Using these criteria, the most appropriate partner can be selected to team with Microsoft. Tips to remember while evaluating or selecting Opportunity Partner: In addition to the criteria from the Partner Selection Guide, two other key resources to leverage when evaluating and selecting partners are: Partner Resource Directory - Directory listing all MS Certified Partners PAM on v-team - The PAM is a key resource to leverage when evaluating Partners Include partners as full members of sales team Establish and live by engagement guidelines with partners Communicate throughout the process Engage partner as early as possible in the Develop stage of the MSSP sale process
Samples & Templates:
Documents for this Key Step include: |
| Partner Communication Template - Invite Partner to Team on the Opportunity |  |
| Partner Communication Template-Inform Partner of Non-selection |  |
Links:
| Partner Selection Guide - Recommended steps and criteria for choosing an opportunity partner. Partner Resource Directory - Directory listing all MS Certified Partners.