Partner Onboarding Program

ONBOARDING JOURNEY

90-Day Partner Onboarding

PARTNER ONBOARDING TIMELINE

WEEK 1 - ORIENTATION:
Day 1:
☐ Welcome call with PAM
☐ Contract and agreement review
☐ Portal access provided
☐ Onboarding plan shared

Day 2-5:
☐ Company overview training
☐ Product introduction
☐ Partner program overview
☐ Initial resources provided

WEEK 2-4 - TRAINING:
☐ Sales certification started
☐ Product deep-dive
☐ Demo training
☐ Sales process training
☐ Competitive positioning

MONTH 2 - FIRST DEAL:
☐ First opportunity identified
☐ Co-selling support provided
☐ Demo coaching
☐ Deal support
☐ Proposal assistance

MONTH 3 - INDEPENDENCE:
☐ Certification completed
☐ Independent deals started
☐ Marketing collaboration
☐ QBR scheduled

Onboarding Milestone Matrix

Milestone	Timeline	Responsible	Complete
Portal access	Day 1	Ops	☐
Orientation	Week 1	PAM	☐
Sales training	Week 2-3	Enablement	☐
Certification	Week 4	Partner	☐
First deal	Month 2	PAM + Partner	☐

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TRAINING CURRICULUM

Onboarding Training Plan

PARTNER ONBOARDING TRAINING

CORE TRAINING (Required):
☐ Company and Vision (1 hr)
☐ Product Overview (2 hrs)
☐ Target Market (1 hr)
☐ Value Proposition (2 hrs)
☐ Demo Basics (2 hrs)
☐ Sales Process (2 hrs)
☐ Partner Program (1 hr)

CERTIFICATION (Required):
☐ Knowledge assessment
☐ Demo certification
☐ Program quiz

ADVANCED (Optional):
☐ Technical deep-dive
☐ Implementation overview
☐ Advanced competitive
☐ Industry modules

DELIVERY:
☐ Self-paced online: 70%
☐ Live virtual sessions: 20%
☐ Hands-on labs: 10%

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FIRST DEAL SUPPORT

New Partner Deal Support

FIRST DEAL SUPPORT PROGRAM

FIRST 3 DEALS:
☐ PAM co-owns opportunity
☐ SE support guaranteed
☐ Demo coaching provided
☐ Proposal review
☐ Pricing guidance
☐ Close support

SUPPORT MODEL:
Deal 1: Full co-sell (PAM + SE)
Deal 2: Supported co-sell (SE as needed)
Deal 3: Coached (review and feedback)
Deal 4+: Independent (support on request)

SUCCESS CRITERIA:
☐ First deal within 90 days
☐ 3 deals within 6 months
☐ Independent selling by month 6
☐ Certification complete

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