Definition
Partner onboarding is the set of steps that takes a newly signed partner from contract to first sale. It usually includes portal access, basic training, pricing and ordering setup, a first business plan and an early joint deal or campaign. How long it takes varies by program.
Many new partners sign an agreement and then do nothing. A clear onboarding path with dates and owners helps prevent that.
Strong onboarding focuses on an early win, such as a first registered deal or a first customer meeting. That gives the partner a reason to keep investing time.
In practice
A vendor gives each new MSP partner a checklist: portal login in week one, sales certification in week two and a joint call on a real prospect by week four.