Summary
A slow start also can be damaging to a new B2B channel partnership; if a new partner does not begin actively selling a supplier’s offering within the first 90 days, it most likely never will. The Forrester 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. In this report, we describe the align stage of the onboarding framework in greater detail, defining the key activities, deliverables, and enablers that have proven effective in ensuring that new partners get off to a fast and effective start.
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