Helping women in Partnerships, Channel, and Alliances build their careers
What Mentoring Style Suits You?
Mentoring at WIA can come in different shapes and sizes - so it can suit the demands in both your career and personal schedules and reflect the stage in your career.
Do you want a more formal and 1:1 experience, or pick up a few great tips on the fly? WIA has what is right for you.
Mentoring Programme
The current WIA Mentoring Programme for 2024 has just kicked off in January 2024 and the new structure has already received great reviews! A group of 8 participants made of 4 mentors and 4 mentees come together once a month for a group session for 6 months (a total of 6 sessions). Then as you desire, you can break off into 1:1 sessions with a mentee - at the frequency that works for the 2 of you.
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If you are interested in joining this programme it kicks off again with a new group in the second half of the year (July 2024). There is no charge to be a Mentor and there is a minimal charge to join as a Mentee at $50 USD. Please contact us to get on the waiting list.
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Circles
Circles are created by demand. WIA members with common interests and goals come together once a month to discuss how to drive their careers.
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The current Circle is a group of very dynamic and experienced Partnership professionals who are considering transitioning into private consultancy work.
Industry Questions
What are the most successful KPIs for Partner Teams?
"Here are some thoughts on topics:
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Are there any partner platforms/tools that you cannot live without?
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How do you manage channel conflict with sales?
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What are the most successful KPIs to put in your partner plans?
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How do you work with members of your sales team who don't want to partner?
It really depends on the maturity of the partner channel and what the overall business is trying to achieve. For newer partner channels, an MBO vs pure revenue KPI model might make more sense because you are building, and it also acknowledges the broader benefits of partnership while the revenue engine is scaling. More emphasis on revenue (sourced, influenced, etc.) works better for the company as the program matures."
(Danielle Simon, Director Partner Sales, DataOps.live)
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"Heard of the 3-3-3 principle? It's where you work with the business to establish that principle as a foundation for where revenue is established. One third partner sourced, one third sales sourced, one third marketing sourced (AT A MINIMUM).
(Carrie White, Partner Sales Manager, Vena Solutions)
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"Partner teams should be remunerated on the work they do for organisations - that it finding opportunities, AND driving market awareness at its most focused level - the ECOSYSTEM!! Does it not make sense that they are measured in the activity that is most valuable to the company??"
(Stephanie Kee, GSI Partner Specialist, Consultant)
Do you have a solid business plan established with your partners?
"Does it include: Onboarding, Executive Summary, Marketing Readiness, Sales Readiness, Delivery Readiness, Pipeline Review, Action Tracker and SWOT Analysis? If not, you're missing key elements to a strong strategic AND tactical partner plan."
(Carrie White, Partner Sales Manager, Vena Solutions)
How do I handle 3 partners trying to claim the same opportunity?
"With integrity and transparency! Explain to each partner who came first and who did what, so each party understands its part in the project and supports the remuneration that ends up being awarded."
(Stephanie Kee, GSI Partner Specialist, Consultant)