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ACADEMY · DRONICS-R

DRONICS-R Referrals and resellers: self-assessment

Give partners a pitch they can repeat and a reason worth the effort. Answer for your own company, as it is today. Be plain with yourself.

Free and open. No sign-in. Your answers stay in this page and are not sent or stored. The statements come from the learning path, so read that first if a point is unclear.

We do this · 1 of 12

Treat the partner's sales team as a customer: learn what they need in their first three calls and give it to them.

We do this · 2 of 12

Make marketing make selling easier: simple, repeatable assets, with the value clear before asking for anything.

We do this · 3 of 12

Do what does not scale: a phone call with the partner team is worth more than a portal upload.

We keep clear of this · 4 of 12

Do not send a whole catalogue of material.

We keep clear of this · 5 of 12

Do not ask before giving value.

We keep clear of this · 6 of 12

Do not name partners as signed when they are not.

We do this · 7 of 12

Agree one narrow joint message the partner can carry to its customers; avoid generic catalogues (PM3).

We do this · 8 of 12

Tier partners by fit and put effort behind the few that matter (PM5).

We do this · 9 of 12

Ask what the partner's sales and marketing teams need, give simple assets, and agree a clear way to measure use (PM6).

We keep clear of this · 10 of 12

Do not promise social support or reach nobody controls.

We keep clear of this · 11 of 12

Do not spread effort equally over all partners; put it where it counts.

We keep clear of this · 12 of 12

Do not imply the partner has agreed.

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