Expected roles of partners within the sales flow

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The first is "Expected roles and objectives of sales partners." From acquiring leads and securing appointments, winning cases, and preventing cancellations, partner sales are expected to play a variety of roles (see Figure 12). One theme is deciding how much is expected of partners within the company's sales flow.

When most SaaS companies launch direct sales, they will likely build an organization based whatsapp database on the model. These roles will be leveraged by using external partner sales. However, the more roles are expected of partner sales, the more difficult it will be to train them and the more difficult it will be for agencies to succeed.

Figure 11:

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*Click on the image to enlarge it.



Partnerships are said to be broadly divided into three stages (see Figure 12). There are three: affiliate partner, introduction partner, and agency.

Obviously, agencies who secure appointments through inside sales and replace sales activities have a higher success rate than affiliate partners who generate new leads, but the difficulty of sales also increases. When starting a partner business, it is necessary to determine what phase you want to tackle at the moment and how much you can realistically leave to your partner.

Overseas, it is recommended to start by creating new leads as an affiliate partner, then move on to becoming an introduction partner who creates business negotiations, and then take the steps to become an agency who can be entrusted with business negotiations.

Figure 12: BtoB Partnership Pyramid



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