Some of the largest cloud companies and many SME regional vendors have confirmed the difficulties they face in recruiting good quality partners that then result in achieving revenue targets in the latest poll conducted by EIMS.
Delegates from companies based in EMEA, NALA and APAC confirmed, during the “Recruiting your Ideal Partner is easy, right?” webinar, the true scale of these challenges.
Further polls also reflected on the difficulty in differentiating Partner Value Propositions and that also, for most, Partner recruitment is reactive and they do not have focussed resources.
New approaches, best practice and new apps to help support Partner Recruitment where also discussed …see details:
Results from Poll Question 1:
The results from this poll, held during the recent webinar hosted by EIMS on Partner Recruitment and attend by many leading IT companies, revealed that over two thirds have a reactive approach to Partner Recruitment and also do not have dedicated Partner recruitment function.
The shortage of good fit Partners was discussed in the webinar and the barriers to fast and effective recruitment. This poll confirms why so many companies are experiencing difficulties in recruitment and the importance of having a proactive structured process and functions for Partner recruitment.
Results from Poll Question 2:
The results from this poll, revealed that an alarming 83% companies are finding that newly recruited Partners are achieving 50% or less than the planned engagement and sales targets
The shortage of good fit Partners was discussed in the webinar and the importance of starting with an ideal partner profile and setting of right expectations. This poll confirms why so many companies are experiencing difficulties in engaging newly recruited Partners effectively into sales pipeline.
Results from Poll Question 3:
The results from this poll, revealed that most companies are leading their Partner Value Propositions with Training and Discounts. A further 21% featured marketing benefits and another 18% lead with technical features.
The vital need to differentiation of Partner Value Propositions was discussed in the webinar and the importance of creating a “Killer” value propositions based on strategic fit, researched market opportunity and return on total investment.
This poll confirms why so many companies who are using “typical” value propositions are not differentiated and do not stand out from the crowd during Partner recruitment.