AIM

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education
“With it’s in depth knowledge of the ISV business, Microsoft and partners, AIM delivered an excellent practical and actionable plan (for the K-12 education market) that is our step by step roadmap for growing this new ISV company.” -Andrew Fass, President, AVF Consulting. Read more...

AIM

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finance
“We now have the tools, collateral, and approach to make our new Program a success which has already resulted in the addition of two new high quality partners.  AIM’s knowledge and contributions have been huge throughout this process.” -Bob Scarborough, President, Tensoft Inc. Read more...

AIM

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healthcare
“AIM used its proven methodologies to design a partner program tailored to our specific needs. AIM’s knowledge of Microsoft, its partners and how to position our solution has been invaluable and our new partners are giving us excellent feedback.” - Nick Sprau, VP Marketing, MetaViewer. Read more...

AIM

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high-tech
“AIM delivered outstanding results; providing us with the roadmap and tools to build a partner channel that has the industry knowledge, technical competency and motivation to grow our business.” - Heidi Tucker, Vice President, Business Development, Hoover’s, Inc. Read more...

AIM

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manufacturing
“AIM worked closely with the Atrion team to learn about our business and to develop a completely tailored program that spans our diverse partner types; VARs, OEMs, SIs and alliance partners. AIM did an outstanding job, saving us at least 6 months work and enabling us to recruit revenue generating partners sooner and more effectively.” - Joe Cella, Vice President, Marketing & Partner Programs, Atrion International. Read more...

AIM

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public sector
“I was very impressed by the level of thought and detail that went into creating our new Partner Program. The structure, processes, and resources defined across the entire partner life cycle was of immediate benefit in our efforts to recruit new partners and re-energize existing ones. AIM did an outstanding job.” - Randy Keith, President and CEO, Serenic Software. Read more...

AIM

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retail
“AIM’s insights and experience proved to be a key source of value without which we simply could not have done this work ourselves. With AIM’s help, we are now reaching new partners with more credibility and greater professionalism. The results have exceeded our expectations.” -Jamie Lippay, CEO, Keyora Inc. Read more...

AIM

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distribution
“AIM did an outstanding job in combining our industry specific needs with its own experience to build a tailored program that we can immediately apply towards driving new revenues.” - Luciano Cunha, Regional Director – Americas, To Increase. Read more...

 

 

Learn from our experience by downloading our guides and case studies.

Channel Building

PARTNER CHANNEL DEVELOPMENT SERVICES FOR ISVs

 

Our partner program development is tailored to each client’s needs. It serves to build a partner channel that is self sufficient and proactive in independently pursuing sales of your solution. It is the detailed framework that defines the internal roadmap for establishing and growing a partner channel and includes the processes, benefits and resources for partners to grow a profitable business with your company. The program defines the roles and responsibilities of the partner and your company that will make this partnership a success. It also contains the business terms and requirements under which partners will operate. 

 

The objectives of the partner program are to:

 

  • Accelerate growth by building a self sufficient partner channel that provides market reach, sales engagement and implementation expertise for your company solution
  • Enable partners to establish and grow a profitable new business from the sales of your solution, associated services and subscriptions.

The benefits of the Partner Program are:

 

  • Shorter sales cycles -The program benefits and resources enable partners to create demand and pursue opportunities more effectively. The required sales and product certification enables partners to shorten sales cycles by addressing better qualified clients with more compelling value propositions and demonstrations.
  • Better leverage of channel resources - Creating self-sufficient partners multiplies market reach and reduces the customer support costs.
  • Scalability and Repeatability - Defined, structured processes flow easily throughout the organization to enable new/more staff to recruit, activate and grow the channel.
  • Quality and Consistency - Defined, agreed processes with owners ensure quality and consistency of execution to reduce delays, errors and misunderstandings. 
  • Professionalism and Credibility - Professional looking partner documents that have been thoroughly thought through establish credibility with partners.

AIM’s methodology spans the four stages of the partner life-cycle:

 

PROSPECTING - identifying and qualifying the right partners for recruitment

 

RECRUITING – defining the business case for partners to recognize the business opportunity

 

ACTIVATING – developing the joint business and marketing plans and partner certification

 

GROWING – maintaining focus on agreed goals by executing on plans and reviewing progress

 

Contact us to find out how we can help you build your partner channel.


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