Play: Partner call prep
The partner call prep play
How do you prepare for a partner call?
The short answer
Answer four questions before you dial: what did we agree last time, what is open in the pipeline, what changed in the program since we spoke, and what one outcome do I want from this call. Ten minutes on those four beats an hour of reading old decks.
The steps
How to run it
Check the last commitment
Note what each side agreed to do last time, and whether it happened.
Done when You can open the call by confirming or chasing one commitment.
Scan the open pipeline
List deals in play, stalled deals, and anything waiting on a partner decision.
Done when You know which deal needs attention on this call.
Note program changes
Check for pricing, tier, incentive or product changes that affect how they sell.
Done when Nothing the partner raises about the program will catch you out.
Pick one outcome
Choose the single commitment, date or introduction you want from the call.
Done when You could write the outcome on a sticky note.
Watch for
Where this play goes wrong
- Guessing at a program rule on the call. A wrong MDF or registration answer costs credibility.
- Calls with no target outcome, which drift into status updates.
- Skipping prep for "quick" calls, which is where commitments slip.
Where PartnerBOT.ai helps
- Ask a program question on your phone on the way to the call and get a straight answer.
- Pull tier rules or MDF terms so you answer correctly the first time.
- Generate a short agenda that keeps the call to one outcome.
Questions
What channel managers ask about this play
How often should I speak to each partner?
Match the rhythm to the partner. Your most important partners usually warrant a weekly or biweekly call, smaller partners monthly, and everyone on a plan gets a quarterly review.
What should I never do on a partner call?
Guess at a program rule. Check it first, or tell the partner you will confirm it the same day.
Can I prep on my phone?
Yes. Mobile access is part of every PartnerBOT.ai plan, so you can check the rule before you walk in.
Cross references
Use with this play
Templates
Next play: Your first 90 days
Try it on your next partner call
Ask the question you would normally chase down. Pull the template. Build the QBR outline.
No setup. Nothing to install. Continue with your Google or Microsoft work account and ask your first question.
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