Lesson one
4 minutes


What does it mean to have a high-impact partner program? It comes down to two main things. Delivering ROI, and faster speed to value for your customers drives these outcomes through strong and data-driven partnerships and soon enough your Partnerships team will be a revenue force to reckon with.

Brought to you by Dan O'Leary, Director of Partnerships at Box, in collaboration with Reveal.

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This course has been brought to you by Reveal, the first Collaborative Growth platform that enables Partnership professionals to achieve and accelerate ROI from their partner relationships.

Hello Fellow Partnership and Aspiring Partner Professionals,

Chances are that if you’ve landed on this course, you’ve been given the daunting task of starting up a partner program from scratch. Or you’re refreshing your existing program to develop new strategic revenue-generating partners—congrats. Either way, you might be wondering where to start. Good news—we’ll help you find your way.

First, a few words before we dive right in so we’re all on the same page.

Why a partner program?

You know the old saying "It's who you know”? Well, this doesn't exactly ring true in the world of Partnerships—It's not only who you know but who they know as well.

The further entrenched your company gets in your ecosystem, the more channels you will uncover to fill pipeline and drive revenue. Companies in the same ecosystem can have shared customers and prospects, and in a partnership they are not competing for attention, but join forces to reach their shared audience together.

What better proof of partnerships’ impact on growth than Salesforce, Hubspot, Zapier and Qualtrics, some of the most successful B2B Tech companies that incidentally invest significant efforts in building strong partnerships. Or look at how Walmart and Microsoft's strategic alliance in 2018 helped them address their mutual competitor Amazon. Two heads are better than one.

One of the essential aspects for success is that the collaboration is mutually beneficial (win-win). Here are some examples:

  • Organic expansion: By partnering with a company in a new market, or through targeted co-marketing / co-selling efforts
  • Increasing brand "stickiness": For example, an integration that solves an important use case for your customer could be enough to make them decide to renew for another year
  • Widened sales reach through partner sales enablement: There is an increase in sales knowledge which dramatically benefits both companies such as higher win rates

What is a high-impact program?

It’s about crafting a partner program that will yield ROI and predictable and meaningful outcomes for your business, your partner, and your customer.

Exhibit A is the dreaded ongoing perception of Partnerships teams being the “coffee meetings” department. How do we move away from that? The difference is in the ROI. If you can prove that your program is generating revenue and important business and customer outcomes thanks to your partners, you’ll be turning the previous statement into a very different one that sounds more like this:

I find it helpful in Partnerships to frame our mission in the lens of the customer. We all serve our customers, and the problem we are solving for them is to increase the speed to value. This is what I value as a business buyer, and even as a personal consumer because the sooner you are getting value back, the happier you are going to be.

Customer + Partner = Faster Speed to Value

So having a high-impact program also means helping our customer achieve speed to value by having the best partners aligned into ideal customers so that the more they help customers, the more value they create, the more everyone grows. If you charter and build a Partner program that is focused on creating value for your customers and your partners, your own partner business will be setup on a foundation for sustainable growth and success.

And now about this course...

Everything in this course is about how to build a Partner program that will deliver that speed to value for your customers, and ROI to your business. It all starts from the foundations of your program. Specifically understanding:

  • Key questions to ask from the very beginning before you partner
  • The partnership lifecycle
  • Best practices and common mistakes
  • How to measure success (PS. there’s a course for that)

I’ll address these and more in this learning path. In addition to sharing some tips and tricks from my experience in the field. Given my experience and expertise, this course is most relevant for B2B Technology companies. Although many of the tips are certainly transferrable.

👉 At the finish line I’ve also left you two free templates to take away with you. Hint: It’ll speed up the onboarding process!

Ready to get started? Heck yeah! Let’s do this.

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