Partnering Framework & Development

The objectives of the workshop are to

• Establish partner program goals.
• Identify the role of partnering within company strategy.
• Develop the partnering strategy.
• Develop the partnering framework and populate the partner landscape with target partners.
• Outline the partner program plan.

Based upon company strategy, this workshop reviews the company’s core strengths and weaknesses and the value chain for their target market in order to clearly identify the strategic goals for the partner program. RPM’s partner framework is used to describe the partner landscape. Using RPM’s extensive experience, the workshop explores the practical issues involved in partner program implementation and the entire partnering process. The workshop carefully analyses the company’s partnership goals, requirements, and available resources. We will profile different types of potential partners and identify the number of each partner type required in order to build a Partner Framework for the company. As time allows, the workshop populates the framework with specific partner candidates as a base for future partner analysis and recruitment.

The workshop’s output provides a base from which to develop a complete partner program. An outline describes program goals, as well as the process for identifying and screening potential partners in relation to specific objectives for each (type of) partnership, specific partner plans and activities, objectives, resource commitments, schedules, metrics, reporting, communications, and remediation steps should something go wrong. Workshop participants should include key members of the client’s marketing, sales, business development, and support organizations.