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CoMarketing Biz Development Lead
Ref No.: 18-02395
Location: Tornado, West Virginia
Start Date: 08/07/2018
The following process will occur during the first few weeks of the engagement and will also become a regular part of the Program Management.
¿ Situational Analysis:
¿ Review existing program, including, but not limited to: presentation materials, existing/in use Agreement(s), and current client (Partners) (who they are, what they did, their results, etc.);
¿ Interview existing Partners (internally and externally) to understand their experiences to date (needs, opportunities, challenges, etc.);
¿ Review existing partner pipeline and forecast (time in process, probability of close, associated revenue, etc.).
¿ Formulate Co-Marketing Business Development (Client) Plan, in conjunction with client's SMB Marketing, the following activities:
¿ Conduct a formal kick-off meeting with key SMB Co-Marketing stakeholders to help confirm alignment of focus, goals and desired results;
¿ Define the Co-Marketing partner account profile, e.g. company type, target verticals/sectors, company size, etc.;
¿ Establish initial target accounts/pursuits, those that would be desired and where the partner value proposition has been or can be established;
¿ Identify requirements for each pursuit, including client owners that need to be engaged prior to direct account engagement.
¿ Once the aforementioned foundation is established, the following will be the core Business Development (Client) activities and deliverables.Execute the Co-Marketing Client Plan and associated activities and deliverables:
¿ Establish and gain consensus on initial Client goals and objectives, which will be reviewed on a weekly basis;
¿ Each Client Lead will track and report all pursuits via the following pipeline management process:
  • Agreed upon target accounts will be captured in a shared Client document and will comprise the following items:
    • Companies known by the Client team;
    • Ideas, suggestions or recommendations by SMB Co-Marketing;
    • Current Channel partners; SPM lead;
    • Current SMB Channels Client pursuit; SPD lead;
    • Current SMB Channel prospect, based on SMB Channel Lead project;
    • Existing Co-Marketing Partners (renewals) are out of scope.
  • Each target account will be thoroughly researched, prior to any initial contact, either internally or externally (the target account is now becoming a prospect).