What partnership enablement material do you need to build to go-to-market with service partners?

To build a strong go-to-market (GTM) strategy with a service partner (design agencies, development firms, or solution integrators), you need comprehensive enablement materials that empower them to sell, implement, and support your SaaS product effectively. Start with partner onboarding guides that outline program benefits, engagement expectations, and success metrics. Next, provide training materials, including product deep dives, use cases, industry positioning, and a certification program to ensure technical and sales readiness. A sales playbook is crucial, detailing ideal customer profiles (ICPs), pain points, pricing models, objection handling, competitive differentiation, and proven sales scripts. Additionally, co-branded marketing assets—such as landing pages, case studies, email templates, social media toolkits, and webinar decks—help partners generate demand. To support deal execution, offer demo environments, proof-of-concept (POC) guides, and integration documentation, ensuring partners can showcase your product effectively. A deal registration process and incentives guide ensures partners are motivated to prioritize your solution, while contract templates and pricing calculators streamline proposals. Ongoing enablement webinars, office hours, and a self-service partner portal provide continuous learning and access to updated content. To track success, equip partners with performance dashboards and quarterly business review (QBR) templates to align on metrics and improvements. Ultimately, a well-structured partner GTM kit ensures service partners can confidently market, sell, and deploy your solution, driving mutual revenue growth.

To successfully go-to-market with service partners, here’s what you need to provide: 1. Onboarding training: clear training materials, an easy to follow onboarding guide, and certification programs to ensure they’re equipped for success. 2. Sales enablement: give partners the tools they need to confidently sell your solution (sales playbooks, pitch decks, and competitive insights). 3. Marketing collateral: offer co-branded assets, compelling case studies, and authentic customer testimonials that they can use to build credibility and engage prospects. 4. Partner Portal: create a resource hub with everything they need, including deal registration, support options, and more. 5. Incentive programs: motivate with clear, attractive commission structures and tiered rewards to fuel their drive. 6. Co marketing plans: set them up for success with joint marketing templates and lead-generation campaigns that align with your goals. 7. Customer success support: equip partners with optimization kits and defined escalation paths to ensure smooth customer journeys. By arming your service partners with these resources, you're setting them up for long-term success while creating a foundation for strong, effective partnerships.

This can be achieved in many ways. Here are some for you: -Co-branded assets that enables them to sell as a partner (certification badge, branded pitch decks for your product, a page that lists them as partners, etc). -Blogs that promote WHAT your partners are doing to make your customers successful. https://www.glideapps.com/blog/no-code-experts -Social campaigns around what your partners are doing and how it’s impactful! Successful use cases can be really powerful here. -Build something with your partners to close the gap of customers that aren’t converting. Be creative here. Example: We are testing a way to build for our enterprise customers directly with some of our partners. At Glide, we found that some inbound traffic of businesses fall off because they don’t want to build for themselves, but they want our product. This is a perfect example of creating a motion that speeds up the delivery of what the business wants: a custom software solution. Hope these help :)

You need to give partners materials that can easily show the results that their clients/customers can get by using their product. That could be slide decks, demo accounts (if you are a SaaS company), case studies, ROI calculators, etc. For example, at Trainual, we give all of our partners access to a fully built out demo account that they can use to show their clients what their Trainual account could look like when its all built out. This has been super helpful because when leads can SEE the benefit that they can get from the software, they are more likely to purchase. And you want to make sure your partners can do that on their own without having to always pass it on to your sales team. With that said, it raises this point: give your partners the same amount of sales enablement material that your sales team gets. Why? It makes it easier for the partner to sell the software for you, saves your team a ton of time from working leads, and you have a WARMER sell by a partner on your software. You almost have to think of your service partners as an extension of your sales team. And you wouldn't leave your sales team with less collateral than they need to do their job right.

Basically your sales training + implementation training docs. Not an exhaustive list... but here are some good tools: - Product feature deep dive - Customer Case studies with the Value of your product front and center - Competitor Battle Cards - Implementation SOPs - Incentive plans for the partner - Point of contact list for escalations with the right purpose and department

This really depends on what you are trying to achieve with these partners. However usually it is important to highlight an overview of your product / service, but remember to speak to that “better together story”. Really think about showcasing what your value is together to customers. You should also include information on how to communicate with each partner and any relevant resources they can use.

An overview of your product that shows value to your partner's customers, what to do when a customer needs support, and how to communicate with one another.

Offer creation. Design pre-built offerings that your technology is at the center of that service partners can repackage to their customers with their services included.