Value Based Partnering - Empower
Once a viable opportunity has been identified and chosen for focus, a partner’s idea needs to be translated into an execution plan that encompasses all necessary aspects, including marketing, sales, training and support as well as development. Progress has extensive experience working with hundreds of partners; based on this experience, it is clear that successful software, IT services and consulting companies prepare thoroughly by building a solid plan before jumping into the development phase.
The EMPOWER stage provides a partner with the advice, assistance and shared experience necessary to fully assess an opportunity. A coordinated execution plan needs to align all of the key factors and decisions, including, for example:
- How the market is likely to react and who are the optimal targets.
- What competitors are doing in this area and how they are likely to react.
- How to best build, package and deliver solutions.
- How to sell relative to the partner’s customer base.
- What resources and training a partner needs for development, sales, etc.
Validation also includes identifying the estimated cost to execute as well as projected revenue and profitability.
This EMPOWER stage is so valuable to a partner because the Progress Partner Program allows a partner to flesh out and assess an opportunity’s execution path with third party experts and experienced Progress executives. As a result, the partner gets educated in ways that dramatically improve its ability to make a successful go vs. no-go decision.
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