Implementation Partners - How to trust them?

Question

In SAS - we usually rely a lot with our implementation partners for local deals, how is your strategy GTM to let your partner lead the way with transactional deals? I usually run into the same thing the hunger to close a deal is not a high as ours or they dont have the same urgency.

Lack of cadence turns it more into a babysitting the partner. Any thoughts?

Of course, key deals is the AM/AE leading the way not the partner.

Lack of cadence turns it more into a babysitting the partner. Any thoughts?

Of course, key deals is the AM/AE leading the way not the partner.

Accepted Answer

You need to build that trust over time. We have calls - twice a month if there's no real project going on, much more frequently if there is. If it's implementation, they also need the business, so I make sure that we are all on the same page so that we limit the surprises and are successful. I also document everything - it's in SFDC so we know what was said when and by whom. Honestly, I work with them the way that I'd work with any team member to make sure the deal stays on track and the customer trusts that we are the right choice.

Answer

I delegate a ton of stuff to our partners since I have been working with them for awhile or my boss has.

Answer

Ugh, I don't. Not only do you have to babysit their urgency, but they just have this weird need to overcustomize and overcomplicate freaking everything instead of just using a product OOTB. And thhheeen 5 years down the line you are continuing to customize just to accommodate their own technical debt.

Answer

I have a monthly "one on one" so to speak with my partners. It helps build trust.

Answer

Find a partner you get along with and trust, build a strong relation and use them for your deals. Worst thing for a deal is a partner who can't execute alongside you

uncleiroh

Implementation Partners - How to trust them?

6 comments

uncleiroh

Implementation Partners - How to trust them?

6 comments

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