Register Today for the Training Program that Will Take Your Partner Program to the Next Level (and beyond)

Partnerships are Essential to Profitability and Growth

Today more than ever, partnerships are essential to building total solutions, business growth and winning against the competition. However, learning how to build and manage the right partnerships effectively can be challenging, time consuming, and costly. Microsoft and IAMCP have partnered to develop an exclusive training program based on the P2P Maturity Model

If you are looking for:

  • A more effective channel model that you can implement, manage, measure and grow;
  • A guided assessment to help you understand where you are today and how you can accelerate to a better partner model;
  • All of the steps, tools and resources you need to develop and maintain a strong channel program;
  • Guided training and online coaching to help you get there successfully.

Then sign up today for this FREE program brought to you by IAMCP and Microsoft.


  Basic Reactive Proactive Dynamic
Joint business planning None Ad hoc Activity based Annual plan with regular follow-up
Leads and pipeline No sharing Ad hoc, no structure Share specific campaigns, some structure but outcome not measured Shared process to generate leads, scheduled pipeline reviews, in-person meetings
Agreement No template Rely on handshake or deal-specific contract Letter of intent Formal contract that defines all aspects of the relationship
Sales compensation No compensation for partnering Ad hoc compensation for partnering Alignment of referral and project-based compensation Rationalized campaign-based compensation
Market messaging None Only when asked or in response to an opportunity Ad hoc messaging; recognition of partners and capabilities Fully integrated marketing
Geography Locally only Locally only Gain access to markets in other geographies Strategically use partnering for broader geographical coverage
Resource utilization Subcontrator Opportunity based Predefined rates for shared resources; access to architects for sales activities Integrated resources planning covering multiple competencies
Readiness and certification No plan Ad hoc, opportunity based Joint partner training in overlapping areas, joint planning to reduce overlaps Formal plan to earn certifications, use strength in combined advanced certifications to win customers
Product and customer support None Ad hoc as customers report problems; may have spreadsheet tracking system Single point of contact (SPOC) for support; scheduled meetings to review customer and product issues SPOC for support with shared CRM to proactively resolve and track customers and product issues
Customer relationships and satisfaction None Ad hoc, some 1:1 customer meetings to understand experience with each partner Proactive management of customer satisfaction; shared references Shared responsibility and action for customer service regardless of fault