02 — Capability · BC-440.20
Partner Recruitment & Onboarding
Find partners who fit the program, confirm they are who they say they are, sign them, and bring them to the point where they can sell and support the offering competently.
- Partner Onboarding
- Partner Acquisition
- Partner Enablement
In scope
- Prospecting and recruiting candidate partners
- Qualification and due diligence
- Agreements and onboarding steps
- Training and certification of partner staff
Out of scope
- Anti-corruption and sanctions screening policy (see BC-140)
- Contract clause ownership (see BC-150)
Realized by · 1
Used in · 0
- Not yet placed on a value stream.
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 4
- BC-440.20.10Partner ProspectingIdentify and approach candidate partners whose customers, skills and coverage fill a gap in the route-to-market map.
- BC-440.20.20Partner Qualification & Due DiligenceCheck a candidate's financial standing, reputation, ownership and compliance history against program requirements before any agreement is offered.
- BC-440.20.30Partner Agreement & SetupExecute the partner agreement and set the partner up in portals, price lists and systems so its first order does not wait on administration.
- BC-440.20.40Partner Training & CertificationTrain partner sales and technical staff on the offering and the program, and certify them where the tier requires it.