Enabling Service / Consulting Partnerships

Zak is VP of Partnerships at Formstack, a workplace productivity platform, where he’s built a team that manages hundreds of consulting and integration partners, responsible for 30% of the company’s new business. In this guide, he lays out the key components of partner enablement, and outlines how to create power-users and advocates at partner agencies and consultancies.

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Questions covered in this guide:

What is partner enablement?

Why is it valuable to invest in partner enablement?

What types of partners does this toolkit apply to? How do you find the relevant service partners in your field?

Who owns partner enablement, and who should be involved?

How do you get started with partnerships?

What are the main activities that support partner education and certification?

What are the main activities that support partner lead flow?

How can you help your partners be effective sellers of your product?

How should you handle co-selling details like rev share and contracting?

What should you build to be able to provide responsive support to your partners?

How do you measure the success of a service partnership?

How do you choose which partners to continue to invest in?

How long does it take to ramp up a service partnership and start to see real results?

What are the most important pieces to get right?

What are the common pitfalls?

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