Value Based Partnering - Engage
During the ENGAGE stage, Progress works with partners to discover how they can best achieve their business goals. The primary objective of this stage is to identify a partner’s business and growth opportunities at a high level For example, a partner might consider moving into an adjacent market, adding a service or new offering, such as SaaS, or developing a new solution for its customer base based on Progress technologies.
A Progress account executive works with a partner to recognize the preferred growth strategy out of all of the options. Progress has helped partners discover growth opportunities in multiple areas such as:
- Existing Market opportunity, competing with other players
- New Market opportunity, but with the same product or service
- New Product or Service opportunity, usually to their existing market
- New Geography opportunity, usually with the existing product
- Channel or Alliance opportunity
- Mergers and Acquisitions opportunity
Strong partnerships require consistency and attention to details in managing investments, business expectations and responsibilities for Progress and partners.
To achieve proper Progress and partner investment, this engagement helps Progress determine how to best support a partner. The partner’s Progress account executive serves as the window into Progress and its network, identifying the right resources for the partner. Discussions address a partner’s major goals, plan and strategies to achieve these goals, and challenges likely to be encountered. These discussions include ideas related to current and new markets, technology advances, solutions and the business model.
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