“We are going to grow through partners. Our sales are going to come through a strong and intensive partner program.” How often do we hear this from CEO’s? How often is that the “plan” without something to help think it through, support it, and build it out?
In this episode of CEO Corner, John Panaccione, CEO of LogicBay, walks through just what it takes to build out a strong partner program. LogicBay has built out the infrastructure platform, processes, and technologies to support, manage, and grow a partner program. John explains that to be successful, a company needs to build out the right foundation. Make sure your goals are aligned with your partners and that your incentives are aligned. In essence, you work for the partner as much as they work for you. You need them to grow and they need you to grow.
So often, as CEOs we think about partners as people who are servicing our organization. What have they done for us lately? How much have they sold? What are they doing? Instead, we need to flip the model and think – How can we help you to succeed? What can I provide to you to be of assistance? How can I help you to grow your business which in turn helps grow my business? When we think that way, we align ourselves more closely with our partners and ensure that we are working towards a common goal.
Moreover, partnership programs work for companies of all sizes when done right. I was pleasantly surprised to hear that it works for colleges and for startups. Often, organizations overlook a partnership program not knowing where to begin. I recommend listening to John to learn more how to make partnership programs successful and beneficial for organizations.
Be sure to watch the full CEO Corner with LogicBay and feel free to tweet or e-mail me ssaber at ThePulseNetwork DOT com. Interested in being a guest on CEO Corner? Contact Bruce Karten, bkarten at ThePulseNetwork DOT com.