Partner Onboarding Playbook

Deliver welcome package with credentials, portal access, and next steps

Create partner account and provision access to partner portal, resources, and deal registration

Introduce teams, review partnership goals, align on expectations, and establish communication cadence

Finalize, sign, and countersign partnership agreement

Book product training sessions and certification workshops

Introduce dedicated partner manager who will be primary point of contact

Partner fills out company profile, target verticals, geographic focus, and capabilities

Core product overview, value propositions, use cases, and competitive positioning

Train on discovery questions, objection handling, pricing, and sales process

Deep dive on product architecture, integrations, implementation, and support escalation

Download sales decks, datasheets, case studies, demo videos, and co-branding templates

Partner team delivers practice demo to vendor team for feedback and coaching

Learn deal registration process, approval criteria, and conflict resolution

Review pricing structure, discounting authority, quoting process, and approval workflows

Partner identifies and documents 10-20 target accounts for initial outreach

Partner team members pass product certification exam (80%+ required)

Coordinate joint press release, blog post, and social media announcement

Partner registers first qualified opportunity or referral

Review progress, address gaps, celebrate wins, and set 60-day goals