The full version of this article was first published at: The Allbound Podcast: How to Find and Build an All-Star Partner Team
Gary Sheedy, Director of Commercial Partner Programming at DAQRI, joined me on The Allbound Podcast to discuss how to find the right partners and build a solid partner program. You operate in a highly technical, specialized industry, how do partnerships come about? With DAQRI, it’s not a problem trying to get people interested in the technology. It’s about bringing them out of the blue skies and showing them what’s actually possible. We bring in partners and train them up on the use of technology and expertise, or in this case DAQRI’s expertise, and deliver that to the market. This gives them a jump ahead from their competition in their market space by showing thought leadership and the use of augmented reality in their space, and also they are able to show significant return on investment to their customers and increased efficiency. What checks does your team have in place to ensure it’s the right partnership for DAQRI? We have a two pronged approach. One is working with large key accounts and understanding who they currently work with. Then we work with targeting specific expertise in the particular marketplace we would acquire. Finally we work with partners to get trained up with our partner program and with DAQRI’s strategies and goals. If you’ve identified someone is not a fit, how do you politely turn them away? It’s a continually evolving artform. We provide a scorecard which mixes technical and commercial expertise and line it up with our strategic goals and the…
Read More: The Allbound Podcast: How to Find and Build an All-Star Partner Team