Partner development
Sales partner development
Strong partnerships need regular dialogue and shared direction.
PreTeSo helps you develop existing sales partnerships and identify suitable new partners. We create capacity for communication, clarify expectations and turn joint objectives into actions that are followed through.
Develop existing partnerships
The willingness to work together is often there, but regular contact gets lost in daily business. We establish a rhythm for communication and bring open questions, support needs and opportunities to the right people.
- Prepare, conduct and document regular partner meetings.
- Align objectives, roles, mutual expectations and support commitments.
- Clarify needs around products, applications, sales materials or training.
- Assign owners and dates to actions, and follow up outstanding commitments.
- Bring customer requirements, competitor observations and market opportunities back into your company.
Your resultAn assessment of the existing collaboration and an agreed development plan with priorities, responsibilities and next steps. Ongoing support also includes meeting records and a maintained action log.
Identify and assess new partners
A suitable partner needs more than useful contacts. Market access, technical expertise, available resources and expectations must fit your products and objectives. We assess that fit against criteria agreed with you.
- Define the target customers, applications, market access and capabilities you need.
- Agree essential requirements, priorities and scoring weights.
- Research potential partners and prepare a reasoned shortlist.
- Assess expertise, interests, resources and potential conflicts using the agreed criteria.
- Compare candidates, identify information gaps and recommend further conversations or checks.
Your resultAn agreed partner profile, a reasoned shortlist and a documented evaluation matrix to support your decision. Ratings reflect the available evidence; unknowns remain visible.
Your deliverable
Partner evaluation and development concept
The content follows the task: developing existing relationships or assessing potential new partners.
- Assessment
- Current strengths, development needs or candidate fit against agreed criteria.
- Development plan
- Objectives, priorities, responsibilities and next actions.
- Basis for decisions
- Recommendations, supporting information and open questions.
Methods & working tools
The right tools for the task.
We select the methods to match the agreed question, available information and scope. The tools below are options, not a fixed package.
Review the relationship · partner health check
Assess activity, communication, market access and support needs together.
Result: A partner profile with development priorities.
Align expectations · joint business plan
Clarify mutual expectations and agree objectives, contributions and milestones.
Result: A shared partner development plan.
Clarify responsibilities · RACI
Define who carries out each task, who approves it, who contributes expertise and who is kept informed.
Result: An agreed responsibility and decision-making matrix.
Follow through · action tracker and reviews
Record actions, owners and dates. Review progress and priorities in regular partner meetings or quarterly business reviews.
Result: A maintained action log with decisions and next steps.
Compare candidates · partner-fit scoring
Agree essential requirements, criteria and weights before assessing candidates. Document evidence, assumptions and unknowns.
Result: A comparable evaluation matrix and reasoned shortlist.
What we need from you
- Products, applications and target customers
- Existing partners, contacts, agreements and available experience
- Development objectives and requirements for new partners
- Internal contacts, responsibilities and available support resources
Scope and collaboration
We agree the partners or search scope, information sources, criteria and depth of evaluation. The frequency of meetings and follow-up is defined for the assignment. Partner contact and internal coordination take place within the agreed authority.
Decisions and responsibilities
You decide on partner selection and contractual commitments. PreTeSo prepares the decision and coordinates agreed actions. Specialist checks and additional implementation activities are scoped separately where needed.
Partnerships develop through dialogue. PreTeSo creates capacity for it.
Discuss partner development ↗