Duration

4–6 weeks for design, sequenced to your fiscal-year planning and comp cycle

Key Deliverables

• Kickoff workshop to align on value exchange objectives and partner-contribution expectations
• Assessment of current sales methodology, deal-registration mechanics, incentive design, and co-selling rules
• Collaboration with vendor sales leadership to secure alignment and buy-in
• Definition of vendor and partner roles, responsibilities, and gates across the customer lifecycle — including renewals and expansions
• Recommendations on incentive alignment, comp accelerators, and MDF mechanics that reward the outcomes you want partners to drive
• Partner attribution model, sourced vs. influenced, including marketplace-transacted and hyperscaler co-sell deals
• Finalization of Vendor-Partner Value Exchange Design document, ready for sales leadership rollout