Is your business ready for a partner channel?
A free 10-question assessment for B2B companies: find out whether your business is ready to build a reseller, referral or partner channel, and what is missing before you start.
Most partner programmes fail before they start, because the business was not ready to support partners. Ten questions will tell you where you stand and what to fix first.
Send your result through. You get a short written view on what your partner channel could realistically produce, and what to do first. No obligation, no sales process.
Fix these first
Already in place
Get a written recommendation.
- Do you have a proven proposition with paying customers?
- Validate the proposition first
- Yes, consistently
- Yes, a handful of customers
- A few pilots
- Not yet
- Is your pricing defined and consistent?
- Fix pricing before recruiting partners
- Yes, documented and consistent
- Mostly, with some flexibility
- Negotiated per deal
- Still being figured out
- Is there margin available to reward a partner?
- Model the partner economics
- Yes, comfortably
- Some room
- Very tight
- No, or unknown
- What is your typical deal size?
- Deal size may not support a channel
- Above €50,000
- €10,000 to €50,000
- €2,000 to €10,000
- Below €2,000
- Can you define your ideal customer precisely?
- Sharpen the ideal customer profile
- Yes, documented
- Roughly
- Broadly
- Not really
- Could a partner sell without you in the room?
- Build partner-usable materials
- Yes, materials exist
- Partly
- Only internal material
- Can you serve customers a partner brings you?
- Check delivery capacity
- Yes, with room to grow
- Yes, at current volume
- We are already stretched
- Who will own partner relationships internally?
- Assign an owner, or outsource the function
- A named person with time
- Someone, alongside other work
- The founder, in spare time
- Nobody yet
- Do you have a target market or region in mind?
- Pick one market to start
- Yes, one clear market
- Two or three candidates
- Open to anywhere
- Not considered yet
- Have you worked with commercial partners before?
- Expect to build the programme structure
- Yes, successfully
- Yes, with mixed results
- A few informal referrals
- No, this would be new
- Ready to build.
- Close, with gaps to close first.
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