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Three Reminders About Rewarding And Inspiring Your Partners

To illustrate the importance of recognition as fuel to keep your partners going that extra mile, here are three reminders about rewarding and inspiring your partners.

It’s important to reward your most productive partners publicly at your annual partner conference, but don’t overlook the value many partners deliver throughout the year. Recognition doesn’t have to take the form of a plaque at an award ceremony. It can be as simple as picking up the phone or sending a personal email to thank the partner for reaching a milestone. While rewarding revenue is important, partners welcome recognition for growth, new customers, or their investment in new technologies or certification. Express your genuine gratitude as often as possible to demonstrate you’re with them for the long haul.
It shows respect for your partner’s investment and value add when you bring them into an opportunity that is particularly fitting for that partner’s expertise and solution. Some company leaders shun the idea of giving their partners leads, asking “isn’t that why I have a channel - to produce leads for me?”  It’s less about which party brings which deal to the table, and more about looking for a win:win for your customers..
It’s reinforcing for partners to know that you are in this together. Involve partners in the development of case studies, joint marketing campaigns, and business planning to demonstrate that support. Work in tandem with your valued partners as they evolve to new business models that support your business. If your partner is tied up with you, it’s much more challenging for them to break away from the pack and engage with your competition.

The most successful companies understand that partner recognition and support is not an isolated event or commemorative jersey. Instead, it’s woven into the fabric of company culture and business practices.  Is your recognition and support keeping you forefront in your partner’s mind?

April 26, 2012  ·  

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