How to Activate Your Partner Network to Kick-Start Delivery of Your Sales Priorities
Partner Planning Canvas and Coaching Sessions (A Jarther+ Case Study)
"Working with Jarther+ was seamless and collaborative – a light lift for our team with significant impact. The structured approach helped us quickly align partners with our key sales priorities, ensuring focus and a fast start on execution."Here’s the challenge:
As AI and complementary technologies are rapidly reshaping industries, one multinational technology organisation found itself facing a significant challenge: aligning a diverse network of partners across the region with its new commercial priorities.
Historically, the organisation would brief partners on priorities and a lengthy planning and negotiation process would ensue, but these efforts often meant partners were scrambling to execute rapidly to build a pipeline. The result? Execution delays, misalignment, and missed opportunities.
As the need for greater speed and coordination became clear, our client recognised a critical gap: a structured, actionable framework to align partners and accelerate execution was not in place. To solve this, the company needed a solution that would empower both internal teams and external partners to work together efficiently, with clear, shared goals.
The Regional Partner Go-To-Market Director, seeking to drive change, reached out to Jarther+ to leverage our expertise in strategic planning. The goal? To craft a robust framework that would not only guide the internal teams but also engage and empower partners, ensuring alignment and faster execution of their commercial sales priorities.
Here’s our response:
We began by sitting down with key Go-To-Market leaders and stakeholders to dive deep our client’s ’s challenges. This wasn’t just about understanding the “what,” but also the “why” - why existing efforts hadn’t been effective, and where the true disconnects lay. These insights formed the foundation of a strategic solution tailored to the organisation’s specific needs.
What we created was the Partner Planning Canvas - a tool designed to provide clarity and structure, making it easier for teams to align on key commercial objectives and bring partners on board.
But we didn’t stop there. We knew that true alignment requires more than just a tool; it needs a thoughtful process to drive change and bring the framework to life. So, we developed a comprehensive set of enablement materials, including a detailed workbook that guided both internal teams and partners through each stage of the planning process.
To ensure a smooth rollout and sustained success, we also facilitated a series of interactive 1-to-many coaching sessions, where we not only demonstrated how to use the Partner Planning Canvas but also shared best practices for executing on these strategies. This ensured that every partner felt equipped to succeed, and every internal team member understood their role in driving alignment.
More importantly, here is the impact:
The Partner Planning Canvas and coaching sessions delivered actionable outcomes that accelerated the alignment and execution of the organisation’s commercial sales priorities. Key outcomes included:
Increased Partner Alignment: We saw a significant increase in the number of partners who understood and committed to the company's sales goals for the first quarter. This means more partners were on the same page and ready to work towards the same objectives.
Reduced Planning Time: The time it took to create detailed business plans with partners was greatly reduced. This faster planning process meant that partners could start working on their goals much sooner, avoiding delays and keeping everyone on track.
Optimised Area Investments: The company was able to better allocate its resources and investments by focusing on partners who were fully committed. This ensured that money and efforts were spent wisely, supporting partners who were most likely to succeed.
Accelerated Win Formula: The organisation experienced quicker and more effective results in achieving their commercial sales priorities.
Ready to activate your partner network? Work with Jarther+ to transform your partner planning and drive commitment and execution of your sales priorities.