How to Build an Outstanding Channel Partner Program

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1. At DRYVE Consulting, we’ve seen partner programs take a business from marginally profitable to wildly successful. Done the right way, they are worth the effort! “act as an extension of your partners through turn-key marketing and sales enablement programs” - Liz Anderson, Vice President of Marketing, APS Payments

   In Reseller program design

2. At DRYVE Consulting, we’ve seen partner programs take a business from marginally profitable to wildly successful. Done the right way, they are worth the effort! “There are three key areas I would focus on to jump-start success: automation, ease of doing business together, and partner attribution data analytics.” - Liz Anderson, Vice President of Marketing, APS Payments

   In Reseller program design

3. At DRYVE Consulting, we’ve seen partner programs take a business from marginally profitable to wildly successful. Done the right way, they are worth the effort! “set mutual KPIs and analyze data every day to see what’s working and what’s not.” - Liz Anderson, Vice President of Marketing, APS Payments

   In Reseller program design

4. At DRYVE Consulting, we’ve seen partner programs take a business from marginally profitable to wildly successful. Done the right way, they are worth the effort! “Automate as much as you can without taking away the human element” - Liz Anderson, Vice President of Marketing, APS Payments

   In Reseller program design

5. At DRYVE Consulting, we’ve seen partner programs take a business from marginally profitable to wildly successful. Done the right way, they are worth the effort! “the simpler you make a partner program, the more successful you will be at scaling quickly.” - Liz Anderson, Vice President of Marketing, APS Payments

   In Reseller program design

6. Training is often restricted by how much bandwidth your organization has. Before you invest in content, think about delivery and automation. Here are a few ideas to streamline your training: “Virtual webinars for several partners at once” On-site training at your partner’s office or location

   In Partner enablement

7. If you understand what motivates your partners, you can create effective incentive programs. Here are a few common programs: “Referral Commission: Partner receives a flat dollar amount for every lead or opportunity they refer.” Revenue Share: Partner receives a percentage of the sale they assisted with.

   In Partner incentives and rewards

8. In order to get your partners in the door and begin scaling your program, you’ll want to reduce the number of hoops, signatures, certificates, and programs that are required to get started. Some partners won’t want to spend time on the full “experience” you have to offer. They’re in it to provide value to their clients and want to get the information they need as quickly as possible “As the partner gets ramped up, offer increased commission incentives based on their performance.” - Liz Anderson, Vice President of Marketing at APS Payments

   In Partner incentives and rewards

9. Business details (location, when you were founded, who works there) “Your partner value proposition” What problem your business solves

   In Partner sales training and certification

10. If you understand what motivates your partners, you can create effective incentive programs. Here are a few common programs: “Additional bonuses may be awarded for scheduling a discovery call, completing a demo, or when the lead converts to a deal.” Revenue Share: Partner receives a percentage of the sale they assisted with.

    In Referral eligibility and qualification

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