Summit Europe Sessions CMS and CSS_Digitalizing the Partners Journey

Digitising the Partner’s Journey

Thursday 10 October 2019 | 15:15 - 15:55

Speaker(s):  Kathy Freeman Contreras, Angela Leech

Syndicate(s): Track 4

Focus: Adopt

Priorities: Partner Enablement and Engagement

Many organisations have defined and mapped their direct buyers’ journey and digital and non-digital interaction preferences to enable purchase decisions and accelerate deal cycles. Similarly, suppliers should map their indirect partners’ journey and identify patterns of interactions, content consumption and partner engagement across the entire partner lifecycle. Creating persona-based partner journeys that encompass digital as well as non-digital interactions is key to driving success in indirect channels.

This presentation will provide the following benefits for sales and marketing:

● Discover a new model that helps suppliers map and operationalise their partners’ journey to drive greater partner engagement and results

● Understand how to depict your partners’ journey stages and key activities and processes by partner persona for each partner type

● Identify patterns of interactions, content consumption and engagement across the partner lifecycle and which to offer digitally vs. non-digitally