Cost: Access all three partner marketing courses for £85

Time to complete: 3-4 hours

Materials: Workbook and videos

Learn on-demand and at your own pace. Over a series of modules we’ll take a deep dive into three core topics.

Module 1: Partner first approach. What is it and why is it essential?

• Introduction – What is a partner first approach?
• Partner first framework and process
• How do you define your partner persona groups?

• What format, where will they look and what are they looking for?
• Partner first approach – How do I pull it all together?

The module will end with a summary and a ‘partner first’ assessment.

Module 2: How to build a joint value proposition.

• Introduction and what is a value proposition?
• What makes a good value proposition?
• What is the value of a proposition?
• Why B2B customers care about joint value propositions and common mistakes.
• What is the process for building a value proposition?
• What do I do once I have a value proposition?
• The discovery phase and why it is important?
• Explaining the templates: objectives, stakeholders,
• Building SWOT

• Target audience – thinking about the persona
• Target audience and customer need – templates
• How do I think about the customers challenges?
• Building a relevant story around the challenges.
• Building a relevant story around the challenges (pt 2).
• How do I make sure I pull out the USP’s?
• Know who your competitors are.
• What should I do now that I have watched the training?

The module will end with a summary and a ‘how to build a joint value proposition’ assessment.

Module 3: How to build a world class joint go-to-market (GTM) plan.

• Introduction – What is a GTM plan and why build one?
• How does a GTM plan help?
• What are the steps to building a joint GTM plan? (RACE Framework)
• GTM plan process and core sections.
• GTM Plan – Setting up the objectives.
• GTM Plan – Target customers and challenges.
• GTM Plan – Sales enablement.

• What is the difference between market with, to and through?
• How do I start to build the campaign?
• RACE Framework’s Steps Walkthrough – Reach
• RACE Framework’s Steps Walkthrough – Act
• RACE Framework’s Steps Walkthrough – Convert
• RACE Framework’s Steps Walkthrough – Engage
• How do you know if your campaign has been successful?

The module will end with a summary and a ‘how to build a world class GTM plan’ assessment.

When you enrol in Coterie Academy you automatically gain access to all our partner marketing courses.