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Tips for Successful Channel Partner Onboarding

Here are some quick tips to incorporate into your onboarding process to make it automatically smooth for everyone – you and your channel partner.

Relayware Partner Relationship Management

Tips for Successful Channel Partner Onboarding

You’ve heard it before – onboarding is your partner’s first impression – so make it a good experience.

You are onboarding both brand new partner organizations as well as new partner professionals at your partner companies. And in both cases you are creating the on-ramp to success. There are many actions in this initial period that you are doing over and over each time. Nonetheless, you still run into roadblocks, which are commonly “resources, commitment, and focus.” Acknowledging that life always presents challenges, here are some quick tips to incorporate into your onboarding process to make it automatically smooth for everyone – you and your channel partner.

  • Make sure your partner professionals have their username and login info, and actually log into your partner portal. If they aren’t, nudge them with an email or even a phone call. Make sure they get in the door, so they can begin their journey with you. We recommend single sign-on to everything related to your partner program, so you are easy to do business with and your partners actively engage with you.
  • Communicate the value of the partnership. Make sure that everyone understands the upside of working together, and very specifically what the benefits are. Also, it should be noted that success does mean each side doing their share to create a successful partnership.
  • Have a value proposition statement both for the value of being your partner, and make sure they know your value proposition for the end-customer.
  • Share a clear and methodical process for the paperwork involved at the initial stages of the partnership. Who needs to sign what within what timeframe and in order for what to move forward.
  • Speaking of clear processes – create a short document that indicates what they should tackle in the first 30 days, the first 60 days and the first 90 days. For example, in the first month, they should log onto the portal, explore it and personalize it. In the first month they should at least begin some part of your training. You may have specific trainings that you recommend in a particular order. And in the first 90 days, hopefully they have communicated with you about a business plan and even created their first price quote. Lay out your expectations and timeframes for success.
  • I mentioned training previously, but from the get-go in your onboarding, prioritize training so that your partners are getting up to speed on your products and can hit the market running. Carefully and methodically lay out which trainings and in what order at what time and stages.

There are so many bits and pieces to onboarding, and these are just a few suggestions as you are building your onramp. You may also be interested in our Quick Guide to Partner Recruitment & On-Boarding, which you can download here.