Journey
Partner & channel revenue
A vendor recruits, activates, enables, prices through, co-sells with, and rewards resellers, SIs, referral partners, marketplaces, or alliances — without losing margin, ownership, or customer context.
Use this for B2B channel partners: resellers, SIs, agencies, and technology alliances. It is not the agency–client journey, and it is not an affiliate or creator programme. Keep those lighter motions on a later map.
Open on the map- 01
Recruit
Who should be in the programme — and why would they join?
Partner programme & recruitingScore partner fit, personalise outreach, and invite people who can actually sell or implement — without a spray of generic invites.
Outbound prospectingReach the right people with a specific reason to talk, then get a meeting without sounding like a blast.
Website & landing pagesHelp a visitor understand the offer, trust the brand, and choose a next step without hunting.
Website conversationAnswer from owned knowledge, guide the next step, and capture intent before the visitor leaves. Do not buy a contact-centre platform for this job.
- 02
Activate
What gets a partner deal-ready before they embarrass both sides?
Partner onboarding & knowledgeGet a partner to first deal-ready motion: guided learning, on-demand answers, and a signal when activation is stalling.
Partner portal & resource hubGive partners a working place to find the current asset and next step, then keep it current without a six-week ticket.
Web experience build & iterationShip a contained experience fast. Public production still needs an owner for code, analytics, accessibility, performance, SEO, privacy and security.
OnboardingGet the customer to first value quickly, in their language, with a clear owner if they get stuck.
Internal knowledgeKeep one current source of truth so every customer-facing person (and agent) says the same thing.
Website conversationAnswer from owned knowledge, guide the next step, and capture intent before the visitor leaves. Do not buy a contact-centre platform for this job.
- 03
Align
Where is the overlap, and who already has the warm path?
Account mapping & co-sellSee who already has a relationship, then walk in with a specific reason instead of a cold pitch to the same buying group.
Sales conversationListen well, capture what was said, and follow up with a proposal that reflects the real need.
Events & webinarsTeach something useful, capture intent, and follow up as if you remember who was in the room.
- 04
Sell
How does a partner register, quote, and show up prepared?
Partner sales activationPut the right asset and next step in front of a partner who is prospecting, maturing pipeline, or walking into a negotiation.
Deal registration & channel quotingRoute the lead, lock deal registration, and produce a partner quote that finance will still recognise.
Sales conversationListen well, capture what was said, and follow up with a proposal that reflects the real need.
Sales presentationGet from a brief to a shareable story fast, then pair it with an approved content library so AI does not invent claims.
- 05
Protect margin
What stops a discount, rebate, or conflict from eating the deal?
Channel pricing & incentivesEnforce the commercial rules, surface channel conflict, and simulate margin impact before a discount leaves the building.
Negotiation preparationWalk in knowing the stated need, the risks, and what you will not give away — with the contract issues already visible.
Proposal & quoteTurn discovery into a clear recommendation, scope, and price the buyer can share — and see whether they opened it.
- 06
Grow
Who sourced or influenced the revenue — and who is dormant?
Partner attribution & performanceExplain who earned the credit, who is dormant, and where the next joint bet should go — without a fight over the numbers.
Pipeline & forecastSee which deals are real, which are theatre, and what to do this week — without a spreadsheet archaeology project.
Review & referralInvite advocacy at the right moment and make it easy to say something true in public.
Events & webinarsTeach something useful, capture intent, and follow up as if you remember who was in the room.