Partner Recruitment Strategy

Each year you plan your financial goals, but do you plan your partner recruitment goals? It is important to get the right partners on your team. The success of your partner program depends on the strong recruiting of partners.

When considering who to partner with consider this strategy:

• Minimize risk. If 80% of your revenues are driven by 20% of your partners, revenue is at risk if only one partner becomes disengaged.
• Increase partner quality. Just because you have “too many” partners, Pareto Principle indicates that you may not have the right partners.
• Existing partner focus. The lion's share of the average partner’s revenues come from existing customers (>75%); securing new customers usually requires recruiting new partners.
• Change product maturity. Just because a partner is a good fit today, does it mean they will be for the new offerings or when current products mature.

Adding partnerships to grow your pipeline and firing and hiring partners without a strong vetting process, channel sales lose sight of partner development. Treat your partners like leads. Here is a process recommendation from Sirius Decisions.

Recruiting is strategically important to the overall success of your partner program. Take the time to develop a strategy that includes partner invitations. Partner invitations allow suppliers to easily recruit and on-board partners to their channel marketing programs.