Mariam Shodeinde’s Post

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Partnership, Strategy and Operations Executive MBA

A strong partner program design must not only properly incentivise partners, it should also be supported by the company's internal operation structure. 65% of strategic partnerships fail, with common reasons including unrealistic expectations, failure to agree on objectives and lack of trust or communication. Partner operations is key to moving away from feelings and intuitions around what has the biggest impact on driving revenue into developing a nuanced and accurate understanding of how different partner types, different types of influence, and different times for influence impact the outcomes of deals. 

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A common challenge in partnerships is prioritization and deciding where to spend limited time and money. Data that reveals what is closing deals and what is driving upsells, cross-sells, and retention helps to optimise that prioritisation. For example, if integration installs with a particular vendor drives significantly more retention than average, then it makes sense to invest in that relationship with more Customer success resource for example. But all Partner types and impact are NOT equal nor do they impact the same areas in the customer journey. Companies need to go deeper in connecting objectives with data to spot the meaningful partner impact, and thats the job of Partner Ops. According to the survey, organisations with more mature partner ops teams drive more revenue from partnerships and that is partly because it enables leaders to focus their team’s efforts on the highest impact motions. Here we share some worrying stats about Partnerships and  insights to reversing them. #Channelpartners #partneroperations #partnerledgrowth Reference: The State of Partner Ops and Programs (Hubspot)

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