Como identificar a proposta de valor de uma parceria?

In my experience, start by assessing the unique strengths and capabilities each partner brings, focusing on how these complement each other to create a competitive advantage. Then analyze the market needs and customer pain points that the partnership can address more effectively together than individually. Consider the potential for combined innovation, such as integrating technologies or co-developing new software solutions, to meet evolving market demands. Evaluate the potential for expanding market reach or customer base by leveraging each other's networks and reputation. Quantify financial benefits, including potential revenue growth, cost savings, and efficiency gains, to ensure the partnership delivers tangible value.

100% recommended to start from the customer’s needs and work backwards from there. Best joint value props come from a better together story that started at the core of an acute customer pain that can’t be resolved by the two companies working in silos

It really should be obvious based on your joint ICP. For example. If i'm a software company that sells an inventory management system, it would be really wise to partner with a company who implements inventory management systems. Certify their installations and grow your user base collaboratively. The most successful partnerships are ones that embrace fully, the power of "we."

To find out why a channel partnership is valuable, look at how working together makes each partner better. See if you both have similar goals, skills that fit together well, and if you both gain something from teaming up. A good reason to partner is when you can explain the special benefits and results that come from working together. This shows how valuable the partnership is for both partners and the customers in the end.

Clearly expressing how the partnership aids in reaching shared goals, highlighting mutual benefits, synergies, and the distinct value each partner adds to the collaboration establishes a compelling argument for the partnership's success by aligning the value proposition with common objectives.

This is most significant step and sadly most of time it’s miscalculated. We select partners based on emotions rather than skills sets and future is doomed

Unfortunately, in practice, the crucial step of researching the potential partner's profile and motivations is often neglected. This oversight means missing out on valuable insights into their strengths, objectives, and motivations. By overlooking this step, collaboration may not be tailored to align closely with their needs, potentially overlooking synergies and shared goals.

Dr. Hassain and others are correct, this step is often overlooked. What I encourage everyone to do is to try to "put on the shoes" of the partner and look at the partnership from their perspective. Long-term successful partnerships are built around win-win strategies, and you can't do that if you don't deeply understand the partners motivations and what their constraints are. I've seen this a lot with corporate/startup partnerships, where the corporate doesn't understand the severe resource constraints the startup is under in terms of time and money, and the startup is oblivious to the complex management structures that make "moving fast" mean months instead of years, when the startup is used to timelines of days and weeks.

Profile search: The choice of search criteria for profiles in training or out of training, entering the skills or profession sought, refining the search with the date and geographical area, access to the list and the consultation of profiles in detail and contact of candidates directly. Motivation: Rigor and very organized, fully invested in this area. Acquisition of concrete knowledge in relation to your field.

The most important aspect of a partnership is what partners bring to table . This aligns the expectations and help define the key deliverables. Based on the deliverables ownerships has to he decided . Most of time these don’t match and partnership falter .

A partner value proposition highlights the unique contributions and benefits a partner brings to a collaboration. It is crucial because it defines the added value that a partner can contribute, whether through expertise, resources, or synergies, enriching the overall success and impact of the partnership.

The value proposition for a partnership will simply be one of two things: Product Innovation Revenue Generation Once that is decided the metrics can be defined and added to your statement. Not every partner value prop will be the same but it will need to fit with the companies overarching company mission.

The value proposition is built around three axes. The first axis is the offer itself and its attributes, the second is the consumer and the benefits he expects from it. Finally, a third axis lies in the differentiation of competing offers. This involves identifying what, among the characteristics of the offer, meets the demands of target consumers and then analyzing how its offer differentiates itself from the competition.

Refining and validating the value proposition of a partnership involves continuous assessment and adjustment. Regularly engage with partners to gather feedback, analyze performance metrics, and reassess alignment with shared goals.

Effectively communicating and promoting the value proposition of a partnership involves crafting a clear and compelling message.

The value prop of a partnership is not unique to the vendor, nor is it unique to the partner. Rather the value prop is unique to the joint go to market strategy of the Vendor AND the Partner together. Most channel teams think only in terms of either what they bring to the table or what the partner can do for them. The magic resides in defining the mutually beneficial approach to the joint market opportunity that the partnership creates.