Recruit partners based on deal type

Deal cycles require different actions at different stages — and placing the right partner at the right points will strengthen partner-led motions for go-to-market.

THE EXPERT

"The number one thing a partner manager should always think about is that different types of partners will always serve a different purpose within a deal cycle."

Nicolette Lopes, Head of Partnerships

SUGGESTED USE-CASES

Recruiting

Activating

Tracking

Commissioning

Optimizing

Consider:

Revisiting the current deal cycle
Auditing your partners and what they're currently assigned to
Test and learn with partners at different stages to identify strongest revenue potential

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A screenshot of partner application forms

Get to know your partners

Start with really understanding your partners so that you can assign them to opportunities that they can actually close — and will want to! Understand what motivates your partner and the audiences that they already reach by asking the right questions in your partner applications, researching them and having meaningful conversations during onboarding and beyond.

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A screenshot of the tagging function in PartnerStack

Add tags

You can also add tags to partners in the PartnerStack dashboard. Add a tag by navigating to your All partners section and checking off the partners you want to include. Click Actions > Update Tags. Give your tag a name that will help you assign those partners to deals later, for example, “Active partners” or “Enterprise partners”.

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A screenshot of a vendor PartnerStack dashboard

Check your PRM and schedule regular touchpoints

Proactively seek out joint opportunities with high potential partners. Ensure that you’re continually aligned through daily check-ins of your PRM and regular — even weekly — touchpoints between partner managers and channel partners so they’re constantly in tune with the state of their current business and upcoming priorities.

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Additional resources:
Get more partnership tips for closing deals.

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