There is considerable evidence that organisations need a planned approach to partnerships, and to developing internal capabilities, but many find this step a challenge. A lack of partnering skills, together with a transactional sales process and culture, makes it hard to develop and get value from relationships. An unplanned approach can result in partners becoming disaffected and both parties wasting resources. Organisations need an approach that addresses more than simply the metrics and processes.
1:15pm Registration and networking
1:30pm Welcome and Introductions
1:45pm What’s your Route to Market ?
2:00pm Why use partners – new markets, international markets?
2:25pm Total product – concept and execution
3:00pm Refreshment break
3:15pm Types of partnerships, alliances and channels
3:30pm Developing your Route to Market strategy
3:50pm Your partner proposition and joint proposition
4:10pm Enabling and managing your partners
4:30pm Putting it all together: the partner lifecycle
Feedback & close
