IAMCP Partnering Maturity Model Nov 2009 release

BASIC REACTIVE PROACTIVE DYNAMICJoint business planning

Not at all Ad-hoc Activity based A 12 month plan with monthly follow-up

Pipeline No sharing Ad-hoc Sharing specific campaigns Shared with defined rhythm+ in-person meetings + Core DNA of

Sales teams

Agreement No template No template, rely on handshakes or contracts based on specific

deals

A basic template A great contract that regulates all aspects of the relationship

Leads Do not give Ad-hoc, no structure Some structure, give some but do not measure outcome

A process that generate lots of leads to others and that

measures success

Sales Compensation

No compensation for partnering

Ad-hoc compensation for partnering

Alignment of referral and project based compensation

Rationalized + campaign based compensation

Market messaging

No Reactive, only tell when people ask or when an opportunity

occurs

Reactive, ad-hoc messaging/campaigns + basic

recognition of partners and capabilities

Fully integrated Marketing within Parter Circles – One Effort

Geography Only in the same city Only in the same city Use partnering to gain access to markets in other cities/countries

Strategically use partnering for broader geographical coverage in

to the markets

Resource Utilization

Some times being the subcontractor

Partner on a case by case basis when there are opportunities

Pre-defined rate cards for sharing resources + Access to Architects

for Sales activities

Rationalized + Integrated Resource Planning covering

multiple Competencies

Customer Relationship

Not at all Do 1:1 meetings with Customer to understand their experience with

their different partner engagements

Proactive measure customer satisfaction and actively collect

references for your circle of trust

Take both collective and individual responsibility for customer service

regardless of who’s fault it is

Readiness and Certifications [applies to formal vendor programs]

No Readiness or Certification plan

Single partner training, ad hoc based training based on

opportunity

Joint partner training in overlapping areas and joint

certification planning aiming to reduce overlaps

Multi year certification plan together with other partners - using strength in combined

advanced certifications in order to win customers

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