Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish quali...
Conduct lead qu...
Review list of...
Complete opport...
Author and send...
Confirm verifia...
Key Step:
| Review List of Potential Partners
Rationale:
| Developing and reviewing a list of potential partners is a useful first step in selecting the right partner(s) to team with on the opportunity. An early review of potential partners can help the opportunity team: Avoid the conflicts that can be caused by mistakenly introducing “Partner A” into an account that is primarily served by “Partner B.” Identify important sources of additional information about the solution or customer.
| Guidance:
The opportunity manager needs to review the list of potential partners who are available and make the best fit for the opportunity. The key steps you should follow are: Review the Account Plan to identify the partners that have existing relationships with the customer Use applicable systems (e.g. Edison or PartnerCentral where available) to search for partners by geography or solution In the U.S., refer to the ISG Solution Maps for a map of partner capabilities by solution type
Samples & Templates:
Documents for this Key Step include: |
Links:
| Partner Resource Directory - Provides a list of all MS Certified Partners. ISG Solutions Maps - Allows you to search for solutions and partners by industry, as well as by your customers' most critical business needs.