Partner Recruitment Playbook

PARTNER TARGETING

Ideal Partner Profile

IDEAL PARTNER PROFILE (IPP)

BUSINESS FIT:
☐ Customer base overlap: ____%
☐ Geographic coverage: _______________
☐ Industry focus: _______________
☐ Company size: _______________

CAPABILITY:
☐ Sales team size: _____
☐ Technical capability: ☐ High ☐ Medium ☐ Low
☐ Marketing capability: ☐ High ☐ Medium ☐ Low
☐ Implementation capability: ☐ Yes ☐ No

STRATEGIC VALUE:
☐ Market access value: ☐ High ☐ Medium ☐ Low
☐ Brand value: ☐ High ☐ Medium ☐ Low
☐ Competitive displacement: ☐ Yes ☐ No

COMMITMENT INDICATORS:
☐ Executive sponsorship
☐ Dedicated resources
☐ Training investment
☐ Marketing investment

SCORING:
☐ 80-100: Priority recruit
☐ 60-79: Standard recruit
☐ Below 60: Defer or decline

Partner Identification Matrix

Source	Quality	Volume	Conversion
Referrals	High	Low	40%+
Events	Medium	Medium	25%
Outbound	Low	High	10%
Inbound	Medium	Low	30%

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RECRUITMENT PROCESS

Partner Recruitment Workflow

RECRUITMENT PROCESS

STEP 1 - IDENTIFICATION:
☐ Source partner candidates
☐ Initial qualification
☐ Research and background
☐ Decision: proceed or not

STEP 2 - OUTREACH:
☐ Initial contact
☐ Value proposition delivery
☐ Interest qualification
☐ Schedule discovery call

STEP 3 - DISCOVERY:
☐ Business model understanding
☐ Customer base review
☐ Capability assessment
☐ Commitment evaluation

STEP 4 - PROPOSAL:
☐ Program overview
☐ Economic terms
☐ Mutual commitments
☐ Success criteria

STEP 5 - NEGOTIATION:
☐ Term negotiation
☐ Legal review
☐ Contract execution
☐ Onboarding kickoff

Recruitment Messaging

PARTNER VALUE PROPOSITION

FOR PARTNER:
"Access to [your solution] lets you:"
☐ Expand your solution portfolio
☐ Increase customer lifetime value
☐ Win competitive opportunities
☐ Generate new revenue streams

FOR THEIR CUSTOMERS:
"Your customers benefit from:"
☐ Best-in-class solution
☐ Local expertise + global product
☐ Single point of accountability
☐ Integrated solution delivery

ECONOMIC VALUE:
☐ Margin structure: _____
☐ Average deal size: $_____
☐ Sales cycle: _____ weeks
☐ Retention rate: _____%

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