Team Structure
- How is their sales team aligned?
- Employee bands; geographies; verticals
- How do they work with Marketing?
- Do they have their own Marketing in BD?
Company Focus
- Who is their buyer? User?
- Verticals where they are strong?
- Prototypical customer (company brand)?
- Who are their biggest competitors?
Partners
- How do you segment partners? How do your colleagues think about working with partners?
- Who are your strongest partners? What’s the GTM motions with those partners?
Timing + KPIs
- Is there a specific forcing function that is creating this conversation now?
- What are the key milestones and next steps?
- How will you measure the success of this partnership?
- What do you want to get out of this partnership?
Meeting Follow-up
- What are the next steps?
- Send clear action items + a note to the partner in email; assign any tasks in other software
- Do you need to tell any internal stakeholders?
Identifying ideal partner relationships can be tricky. Use this template to guide your meeting, however, remain flexible and adapt the agenda to suit your needs. The headings will help to guide what topics are important for you to cover and understand about the other company. This way you can gain a well-rounded view of your partner and the way their company is run - so you can make the right decision in choosing whether the partnership is right for you.
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