With 75% of world trade now going through the indirect sales channel, partner experience (PX) is fast becoming just as important as customer experience (CX).
When we surveyed some of the leading global technology brands, in conjunction with The University of Huddersfield, we found out just how important the experience and maturity of partner marketers was related to their ability to develop successful partner relationships. Being able to pull on a wide knowledge base and understanding really was key to being able work effectively with partners, yet this is often an area that is overlooked or under-resourced.
Take customer experience for example – we all know how important delivering the best CX is and businesses across the world are investing heavily in CX champions. But the reality is, they only have one strategy to develop and manage (albeit a very important one!). A partner marketeer, on the other hand, needs to consider two strategies when it comes to PX; how they manage this in their own organisations AND with their partners. And don’t forget, most partner marketeers will be responsible for multiple partner relationships.
A PX champion needs to be passionate about every single one of their partners. They will need to invest significantly in getting to know them, what makes them tick etc, to understand how best they can work together and create the most value for both organisations.
There are a number of character traits that make a successful partner marketeer:
What do you need to do to make sure your partners really value you?
Step 1 – understand who your partners are
Step 2 – understand your partner’s needs
Step 3 – understand your partner’s internal processes to get your organisation on the radar
Step 4 – design your PX blueprint
Once you have completed all these steps, you will be able to outline your PX strategy and set about creating the very best experience for your partners and helping both organisations achieve your sales goals and business objectives.
To find out more about the tools and methodologies we have to help speed up this process,contact Jo.
Jo Dunkley
Director
