Play Plan It or Wing It?

Would you take a cross-country road trip without GPS or hotel reservations? Probably not. Most of us know that achieving any meaningful goal requires deliberate planning and execution. Whether it’s reaching a career milestone, completing a fitness journey, or saving for a major purchase, purposeful goals, thoughtful planning, and consistent execution are critical to success.

Let’s look at a few examples:

• Building a Business: Entrepreneurs don’t succeed without detailed business plans, funding strategies, and clear milestones.
• Climbing Mount Everest: Every successful expedition requires route maps, weather forecasts, physical preparation, and a team strategy.
• Winning a Championship: Athletes rely on rigorous training schedules, game plans, and performance analysis to bring home the trophy.

So, here’s the central question: Why are so many partnering models still winging it?

The Problem with “Winging It” in Partnering

Despite the clear benefits of structured planning in virtually every domain, many partner go-to-market (GTM) strategies lack actionable goals, measurable metrics, and systematic execution. This leaves partner account managers, revenue leaders, and sales teams scrambling without clear direction, alignment, or accountability.

The Case for a Structured Performance Model

A structured approach to partnering isn’t just a “nice-to-have”—it’s the difference between meeting your numbers and blowing past them. At its core, structured performance provides the roadmap for driving predictable, scalable, partner-sourced revenue.

Here’s what it includes:

1. Revenue Plans to Metrics: Setting clear, measurable revenue targets tied to partner performance.
2. Strategy Execution Recipe: Defining the “how” of executing your strategy, with repeatable steps and workflows.
3. Account Coverage Model: Ensuring alignment on the right accounts and building comprehensive coverage plans.
4. Sales Creation Methodology: Equipping teams with the tools and processes to generate and nurture leads effectively.
5. Partner Seller Strategy Execution Plans: Providing partner sellers with actionable, step-by-step strategies to win.
6. Measurement and Accountability Processes: Tracking progress and holding teams accountable for results.
7. Incentive Structure Alignment: Designing incentives that align with desired outcomes and drive partner engagement.

Why It Matters

For partner account managers, structured performance ensures clear expectations, streamlined execution, and a framework for engaging partners effectively. For revenue leaders, it provides visibility into what’s working, what’s not, and where to pivot, enabling more predictable and scalable revenue growth.

Introducing Mastering Partner-Sourced Revenue

To address this gap, Mastering Partner-Sourced Revenue Training and the Planning and Performance IQ platform offer the first systematic sales training and performance framework specifically designed for partnering. These tools empower teams with:

• Proven methodologies for driving structured performance.
• Insights into aligning partner activities with organizational goals.
• A comprehensive approach to planning, execution, and accountability.

Wing It or Blow Out Your 2025 Number?

2025 is just around the corner. Will you wing it and hope for the best? Or will you adopt a structured performance methodology that positions you and your partners for extraordinary success?

The choice is yours—don’t leave your revenue goals to chance. To learn more down load the our Training overview here.

Next Class Starts January 9th 2025. Register using the following link: https://channelforce.podia.com/structured-partner-performance-training-program

Reach out if you would like to learn more or sit in on one of our sessions!

Craig