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Partner Engagement Part 2

In my previous post, I focused on engaging a partner in the first 30 days. Now, I’ll share with you other areas to increase partner engagement, and therefore partner revenue.

Relayware Partner Relationship Management

Partner Engagement Part 2

4 Additional Ways to Extend Partner Engagement

Posted on November 24, 2014 by Simon Taylor

In my previous post, I focused on engaging a partner in the first 30 days. Now, I’ll share with you other areas to increase partner engagement, and therefore partner revenue.

  1. Partner Portal Relevance: Many partner portals are stale, static and not dynamically geared to the viewer. Your partner portal content should be tailored to each partner professional’s individual usage, engagement and activity level.  For example - showing beginner content to a first-time partner; showing sales content to sales professionals; showing relevant Japanese information to your Japanese partners.
  2. Regularly ask partners to review and update their contact details to ensure they are getting the right content. This is best when partners can update their information and their organization details themselves. You can also ask partner admins to confirm if their colleagues who have not logged in for a while are still with their business. All of this minimizes your busy-work.
  3. Partners want to know where they stand amongst their peers. They also want to see their progress and have something to show for it. Use partner tiers, leader boards and achievement notifications to demonstrate that their engagement is rewarded and recognized. Make sure to also display what criteria needs to be met to make them the next level.
  4. One way to add gamification into your program is to share with others when a partner comments on a blog, follows a thought leader, registers a deal, use MDF funds, downloads collateral, passes a training course or better yet, get fully certified. The future of this practice is not about points and badges; it’s about taking business problems and mapping them to gameplay.  So make sure your partners take a course and get certified, register a deal and get recognized; close the deal and get more recognition. Give both immediate praise and feedback as well as accolades for their longer journey, such as certification and tiering. This is very difficult if you are relying on multiple systems that are not integrated.

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