Partner onboarding refers to the process of engaging new partners, signing them up, initial training and the transition to working on deals. It may start with a signup form with a workflow that notifies the appropriate channel manager to approve or reject the application to become a partner.
The ideal partner needs to be characterized based on their demographics, resources, experience, capabilities, business focus, future plans, current portfolio of offerings, and customer base.
In order to reduce ramp-up time, effective PRM solutions provide a self-serve profile that the partner completes. Automating contract signing with integrated e-signature apps, such as Adobe Sign, is another way to reduce onboarding time for new partners.
Once a partner account is activated, a successful PRM solution will make it easy to activate users, either through a self-registration process or by giving a partner manager the permissions to activate and deactivate users under their own partner account.
A self-serve channel partner portal supports access to many types of instructional content to welcome new partners such as introductory videos, documentation and marketing collateral.
Communication is vital to support a new partner relationship when there are likely to be lots of questions. With familiar tools for collaboration in a PRM solution, partners and channel managers can engage in an efficient manner.
By creating a consistent, comprehensive and on-demand partner onboarding, all partners have an equal opportunity to be competitive and effectively represent the company’s product offerings.
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