Best Practice Report

Quantifying The Partner Business Proposition

January 1st, 2018

Summary

Before deciding whether to commit to a supplier’s channel program, B2B partners need to understand the relationship’s financial impacts on their business. Channel sales teams should provide a financial business case to a potential partner as part of a recruitment or development conversation. Requesting partner investments in the form of time or resources requires the supplier to quantify the partner’s expected return. Explain how the supplier offsets the partner’s costs to demonstrate shared investment and risk. In this report, we describe the three primary components required to create and quantify a partner business proposition.

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