Small Business Computer Consulting Blog

IAMCP Partnering Maturity Model Helps Build a Better Business

Tweet

 

If you want to benefit from that chunk of IT budget that many customers often do not spend, moving up the IAMCP (International Association of Microsoft Channel Partners) Partnering Maturity Model, instead of going solo, may help.

Benefits of Moving Up the Partnering Maturity Model

• Safeguard your current business. Remain the trusted advisor your customers call first. Bring in a reliable partner instead of leaving the customer to look elsewhere.

• Additional opportunities. Likewise, have your partners bring you in to meet customer needs they cannot fulfill alone.

• Understand who can be a good partner. Use the model to see what gaps have to be filled.

10 Areas of the IAMCP Model

Use these criteria and the four stages below to map out your partnering – where you are now and where you can take it to in the future.

1. Partnering agreement

2. Joint-business planning

3. Sales pipeline

4. Lead sharing

5. Commission sharing

6. Market communication

7. Geographical range

8. Resource sharing

9. Customer relationship management

10. Certifications

4 Stages of the IAMCP Model

If going “dynamic” everywhere with a partner is too ambitious, “proactive” is still a reasonable goal.

1. Basic. The only aspect that makes this level partnering is that one supplier may involve another as a subcontractor. None of the other areas are addressed.

2. Reactive. Areas are addressed and leads are swapped. There are specific agreements, but also follow-up meetings with customers to find out how they experienced the partnering solution.

3. Proactive. Areas are now structured and mostly predefined. Joint certification planning and template agreements exist including pricing between partners.

4. Dynamic. Makes partnering strategic and extends geographical range, with partnering plans for several years, rather than months.

The IAMCP Partnering Maturity Model helps Microsoft Certified Partners build better businesses through its standardized checklist of best practices and definitions of the four levels of partnering commitment.

Have you used a partnering model like this? Share your experience in the COMMENTS space below here.

Creative Commons Image Source: flickr Microsoft Sweden