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When creating or transitioning your technology offering to the software subscription as-a-service model, the traditional tiered channel program is going to look as old and outdated as the lump sum perpetual license. In this episode, I share how and why we updated our channel program at OutSystems to benefit our partners, customers, and internal sales and services teams.
KEY TAKEAWAYS
Why you may need to update your old Partner Program
- You’ve transitioned your business model but still have your old channel program
- You need a way to attract and motivate partners to participate in different ways in the LAER (Land, Adopt, Expand, Renew) model
- Your customers (and your internal sales and service teams) want a better way to differentiate your partners capabilities than which metallic tier they sit in
Key features of our new Partner Program
- Partner Types rather than Partner Tiers to differential how partners want engage with OutSystems
- Authorizations for each Partner Type that define the benefits and core requirements that must be met each year
- Funding for enablement and marketing based on joint business plans rather than programmatic rebates or MDF
Ways to measure the success of your program
- Partner activation – how many partners you need to achieve each type of authorization
- Partner alignment – what percentage of your revenue or deals should be partner influenced
- Partner growth – set targets on the revenue growth of your partners sales and services tied to your offering
- Partner success – for partner delivered services, measure the NPS or CSAT of their customers
