Channel Journeys Podcast

Olli Fleischhut: How to Simplify to One Partner Program

Listen Later

Over time, many vendors have created multiple partner programs to cater to different partner types, markets, and business units. But partners want simplicity, predictability, and ease of doing business. Multiple partner programs do just the opposite. Olli Fleischhut, VP Marketing at Honeywell Building Technologies, faced this very challenge. He shares how they simplified and consolidated a vast number of partner programs into one global program that drives partner success.

KEY TAKEAWAYS

Here are ten tips I learned from Olli on how to simplify and consolidate down to one global partner program:

  1. Consolidating your programs starts by taking the partners’ perspective and determining how they define success.
  2. Learn what partners need to be successful and build your program benefits and partner enablement to meet those needs.
  3. Determine what KPIs really define growth for your partners’ success.
  4. Leverage your advisory boards. Honeywell has technology advisory boards, distributor advisory boards, and customer advisory boards
  5. Automate and standardize. Your partner technology stack needs to support your program and your partners.
  6. Start small. Honeywell started in a particular country with a small group of 20 people. They ran the new program for a while, got the feedback and then improved before rolling out the global program.
  7. Don’t sacrifice quality for speed in rolling out your program improvements.
  8. Partner enablement and continuous feedback loops on your enablement for improvements is vital.
  9. Change is never easy. Make sure you bring everyone in the company along on your transformation journey.
  10. At the end of the day, the success of a partner program is if partners are successful and end customers are happy.
    11. LINKS & RESOURCES
    • Connect with Ollie on LinkedIn
    • Learn about the Murph Challenge
    • Hear How to Build a Modern Ecosystem Partner Program
      • The post Olli Fleischhut: How to Simplify to One Partner Program first appeared on Channel Journeys.
      ...more
      View all episodesView all episodes
      Download on the App Store
      Channel Journeys PodcastBy Channel Journeys Podcast
      • 4.8
      • 4.8
      • 4.8
      • 4.8
      • 4.8

      4.8

      12 ratings

      More shows like Channel Journeys Podcast

      View all
      Fresh Air by NPR

      Fresh Air

      38,511 Listeners

      The Tim Ferriss Show by Tim Ferriss: Bestselling Author, Human Guinea Pig

      The Tim Ferriss Show

      16,100 Listeners

      VINCE by Cumulus Podcast Network | VINCE

      VINCE

      63,239 Listeners

      Finding Mastery with Dr. Michael Gervais by Dr. Michael Gervais

      Finding Mastery with Dr. Michael Gervais

      1,660 Listeners

      The Ben Shapiro Show by The Daily Wire

      The Ben Shapiro Show

      155,644 Listeners

      Pivot by New York Magazine

      Pivot

      9,538 Listeners

      The Daily by The New York Times

      The Daily

      112,398 Listeners

      Ultimate Guide to Partnering® by Vince Menzione - Technology Industry Sales and Partner Executive

      Ultimate Guide to Partnering®

      55 Listeners

      FT News Briefing by Financial Times

      FT News Briefing

      656 Listeners

      All-In with Chamath, Jason, Sacks & Friedberg by All-In Podcast, LLC

      All-In with Chamath, Jason, Sacks & Friedberg

      9,633 Listeners

      SmartLess by Jason Bateman, Sean Hayes, Will Arnett

      SmartLess

      58,104 Listeners

      The Megyn Kelly Show by SiriusXM

      The Megyn Kelly Show

      40,725 Listeners

      The Rest Is History by Goalhanger

      The Rest Is History

      14,012 Listeners

      Morning Wire by The Daily Wire

      Morning Wire

      26,656 Listeners

      The Mel Robbins Podcast by Mel Robbins

      The Mel Robbins Podcast

      20,212 Listeners