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Olli Fleischhut: How to Simplify to One Partner Program
Manage episode 356072349 series 3348103
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Over time, many vendors have created multiple partner programs to cater to different partner types, markets, and business units. But partners want simplicity, predictability, and ease of doing business. Multiple partner programs do just the opposite. Olli Fleischhut, VP Marketing at Honeywell Building Technologies, faced this very challenge. He shares how they simplified and consolidated a vast number of partner programs into one global program that drives partner success.
KEY TAKEAWAYS
Here are ten tips I learned from Olli on how to simplify and consolidate down to one global partner program:
- Consolidating your programs starts by taking the partners’ perspective and determining how they define success.
- Learn what partners need to be successful and build your program benefits and partner enablement to meet those needs.
- Determine what KPIs really define growth for your partners’ success.
- Leverage your advisory boards. Honeywell has technology advisory boards, distributor advisory boards, and customer advisory boards
- Automate and standardize. Your partner technology stack needs to support your program and your partners.
- Start small. Honeywell started in a particular country with a small group of 20 people. They ran the new program for a while, got the feedback and then improved before rolling out the global program.
- Don’t sacrifice quality for speed in rolling out your program improvements.
- Partner enablement and continuous feedback loops on your enablement for improvements is vital.
- Change is never easy. Make sure you bring everyone in the company along on your transformation journey.
- At the end of the day, the success of a partner program is if partners are successful and end customers are happy.
LINKS & RESOURCES
- Connect with Ollie on LinkedIn
- Learn about the Murph Challenge
- Hear How to Build a Modern Ecosystem Partner Program
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