Value Based Partnering - Expand
The ultimate goal of a partnership is to maximize business opportunities for Progress and partners. Consistent employment of best practices is critical for joint business development from opportunity identification, to business close, to successful deployment. The engagement cycle provides methodologies to foster and build opportunity alignment and discipline between Progress and its partners.
In the EXPAND stage, Progress helps a partner optimize the opportunity being pursued to expand the partner’s business. This stage focuses on how to be successful in the market, whether for a new solution, a new market or a new venture.
As many partners experience, a variety of specific skills and knowledge is required to achieve go-to-market success. The Progress Partner Program offers education, tools, resources and programs across the spectrum of areas and tasks involved in marketing and selling solutions and services today.
This is also a good point in the process to review the status of the business opportunity being pursued, achievements to date relative to goals, and possible ways in which the approach might be improved.
Progress Partner Program offerings in the EXPAND stage could include:
- Raise market awareness through press engagement and press releases
- Value proposition and other messaging development
- Lead generation and demand-generation programs
- Cross-sell opportunity identification and pursuit
- Win-loss analysis
- Marketing and sales support material creation
- Web presence and search engine optimization
Examples of Progress Partner Program EXPAND stage assistance include messaging guidance, demand-generation program training, SEO workshops, advice on social media role and use, and demo tips. In addition, a range of templates for case studies, brochure and web sites are also available as needed.
Coming full circle, it is critical to have check points (quarterly reviews and annual business plans) to review the partnership, achieve business goals and implement new plans for growing the partnership. The EXPAND stage completes the engagement cycle with this business review.
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