What’s the best way to get started? How does one decide where and with whom to work? The most important starting point is understanding your key customer care-abouts. That ensures that any joint selling initiative has the greatest relevance in the mind of the customer and also ensures increased partner credibility. Ultimately any collaboration effort can be broken down into 3 major components:
- Solution Selection - Prioritization of customer care abouts and alignment of solutions to those care abouts
- Partner Selection - Select the most appropriate Route to Market partners from the partner ecosystem
- Go to Market Planning with Partners - Determine the joint partner value proposition with the partner targeting the end customer
The following diagram illustrates some of the key steps:
