Partner Onboarding Framework: Activate Stage

January 1st, 2018

Maria Chien VP, Research Director

With contributors:

Maria Chien , Maria Chien

Summary

When onboarding new partners, B2B channel suppliers must begin the process early but avoid overwhelming them with too much information at once or pushing them into selling immediately. The Partner Onboarding Framework is designed to help organizations accelerate the development and performance of new partners via a four-stage process: align, acclimate, activate, and authorize (see Introducing The Partner Onboarding Framework). In this report, we describe the activate phase for onboarding new partners in detail, including key activities, deliverables, and enablers that have proven effective in laying the foundation for productive partnerships.

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