Gartner Research

Create a Compelling Business Proposition to Build Technology Partnerships

Published: 31 January 2020

ID: G00465505

Analyst(s): Mark Paine

Summary

Partner recruitment is an ongoing activity for technology and service providers using indirect routes to market. TSPs seldom get more than one chance to impress prospective partners; use this document to maximize your chances by creating a proposition that will motivate them to partner with you.

Table Of Contents
  • Key Challenges

Introduction

  • When to Use the Proposition
  • The Case Study Used in This Document

Analysis

  • Develop the Business Case to Present to the Prospective Partner
  • Explain How Your Company, Product and a Partnership Satisfy the Market Opportunity
  • Clearly State How the Opportunity Builds Value for the Partner
  • Illustrate the Financial Benefit to the Prospective Partner in Partnering With You
  • Explain How You Will Onboard the Partner
  • Explain How You Will Engage With Partners
  • What’s Next?
  • Conclusion
  • Appendix
    • Actions Prior to Creating a Business Proposition

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