PandaDoc Strategic Alliances Manager, Zoë Zankowski profile picture

Zoë Zankowski

Strategic Alliances Manager at PandaDoc

7 questions answered
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PandaDoc Strategic Alliances Manager, Zoë Zankowski
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Partner Program Strategy

Top posts
Question
I am trying to figure out how to structure payouts/commissions for partners that are doing some type of resell or participating in the contracting process.. what would you recommend as a general way to set this up?
Partner Program Strategy
Service partner
Question
How can I get the customer success and support teams in my company to leverage service partners?
Partner Activation
Service partner
Question
My SaaS vertical has a strong ecosystem of services providers that we want to provide implementation/support/strategy for our customers. How do I go about building a certified services/experts partner program?
Partner Program Strategy
Service partner
Question
What sales materials do consulting partners generally need to discuss your product with their clients?
Answer
1. Sales Narrative Give your partners a story to tell, just as you do your own sales team. They need a value proposition, or a “better together” story if they are a key integration partner. Sales narratives should clearly define your ICP, include discovery questions, and provide specific use cases. I find that collaborating with your sales team and product marketing team can be the most helpful in crafting this message. 2. Demo Kits The best way your partners can sell your product is by using it. Bonus points if they are a customer themselves, but providing a demo environment can be just as effective. Teach them how to set up their demo environment, and the best flow for a demo presentation. The more they practice in their demo environment, the more comfortable they will be speaking to the product. I highly recommend giving them the ability to provide feedback to the product team as they learn more about the product and UI as well. 3. Competitive Intelligence The number one product question you will get from your partners is: “how does this compare to [insert competitor’s name here]?” It’s the first question your partners will get from their customers, especially if you are in an established market. Provide them with quick hitting shareable battlecards that show comparisons of key features between your product and your competitor's. 4. Case Studies Let your customers speak for themselves. Case studies should speak to key use cases your product solves for, and demonstrate where your product wins for that ICP. These are great resources for your partners to share directly with customers.
Partner Enablement
Service partner