http://delputnam.com/2009/09/business-partnerships-how-to-form-them-and-whats-important/ thoughts from the corner office Tue, 04 May 2010 16:42:50 +0000 hourly 1 http://wordpress.org/?v=abc http://delputnam.com/2009/09/business-partnerships-how-to-form-them-and-whats-important/comment-page-1/#comment-6 delputnam Mon, 21 Sep 2009 18:03:53 +0000 http://delputnam.com/?p=95#comment-6 Great point, Debbie. I was mentally lumping this into the "equal financial benefit" category for the sake of simplifying the post. But I think you are right. This point deserves its own section. You may even want to specify in the terms of an agreement how you and your partner will sell each other's products and what the compensation to the sales team will be. My experience is that add-on type products tend to be very difficult to have a sales team (even from your own company) push. Usually you get the best results out of a partnership when you and your partner both offer some major functionality that benefits from or is often purchased along with the other. Great point, Debbie. I was mentally lumping this into the “equal financial benefit” category for the sake of simplifying the post. But I think you are right. This point deserves its own section. You may even want to specify in the terms of an agreement how you and your partner will sell each other’s products and what the compensation to the sales team will be. My experience is that add-on type products tend to be very difficult to have a sales team (even from your own company) push. Usually you get the best results out of a partnership when you and your partner both offer some major functionality that benefits from or is often purchased along with the other.

]]> http://delputnam.com/2009/09/business-partnerships-how-to-form-them-and-whats-important/comment-page-1/#comment-5 Debbie Gee Mon, 21 Sep 2009 13:39:27 +0000 http://delputnam.com/?p=95#comment-5 One of the biggest mistakes companies make when forming partnerships is not making sure that both companies adequately compensate their respective sales teams to sell the product. Partnership agreements on paper will not move anything forward unless the benefit is reflected in the sales compensation plan. One of the biggest mistakes companies make when forming partnerships is not making sure that both companies adequately compensate their respective sales teams to sell the product. Partnership agreements on paper will not move anything forward unless the benefit is reflected in the sales compensation plan.

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