What is a Partner Advisory Board?
A forum where you and your top tier partners can share and explore strategies that drive growth and greater profitability.
3 reasons why facilitating your own PAB can lead to trouble or missed opportunities.
Where PABs add value
I need to accelerate sales through the channel, and I feel that we’ve hit a brick wall!
– Lisa, CEO
For us to stay competitive, I need to be able to anticipate the strategic needs of our partners and provide them with the right mix of incentive programs and enablement tools. As an organization, we don’t know how to have this conversation.
– Jim, SVP of sales
Explore joint strategies
Use your PAB to agree upon joint business strategies with your top tier partners. (This is not an ops review!)
Tune partner programs
Get feedback on your partner programs and learn how to help your partners become more successful.
Document goals. Clarify rules of engagement. Agree upon metrics for joint success.
Typical Agenda Topics
Trends & drivers
What do partners see shaping the industry?
What are customers asking of these partners?
Are we in sync with our (partner) business expectations?
Where are our partners making investments?
What programs (from any vendor) work best, and why?
- Success factors
Here’s what’s not on the agenda:
- Your company’s product, program, or service updates
- Partner training
- Operational mechanics (such as how rebates are processed)
- One-on-one partner reviews
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