A perspective by Leonardo Piazza
Partner sales need a shared business model.
Good contacts open doors. Collaboration also needs structure.
From conversation to collaboration
A good conversation, rapport and market knowledge are a start, but they are not yet a partner sales model. A sustainable collaboration requires both sides to understand the value they create together.
Clarify roles and benefits
Which customers do we want to reach? How are leads generated? Who does what in the sales process? How is revenue shared and what resources does each side contribute? These questions make expectations concrete.
Make collaboration assessable
Clear goals, roles and expectations help turn initial enthusiasm into a working framework. What matters is a business model that can benefit both parties and a shared view of how the collaboration will be evaluated.