What is a 60-90 Day Plan?

TL;DR

60-90 Day Plan is a structured roadmap for new channel partners. It outlines specific objectives and actions for their initial three months. This plan helps partners quickly become productive members of the partner ecosystem. It ensures partners understand their role within the partner program and contribute to channel sales.

Key Insight

A well-defined 60-90 Day Plan is crucial for partner retention and performance. It sets clear expectations and provides necessary support from day one. This proactive approach minimizes churn and maximizes the return on your partner recruitment efforts. Effective onboarding drives long-term success.

1. Introduction

The 60-90 Day Plan provides a structured roadmap for new channel partner onboarding. It guides partners through their critical first three months within the partner ecosystem. This defined period establishes clear objectives and actionable steps for success. It ensures rapid integration and productivity for new members of the partner program.

This strategic framework helps partners quickly become effective contributors. It ensures they understand their role and expectations from the beginning. A well-executed plan accelerates time-to-revenue for both the vendor and the partner. It builds a strong foundation for a lasting and profitable partner relationship management.

2. Context/Background

Historically, new partner onboarding often lacked structure and specific goals. Partners frequently felt lost without clear guidance during their initial phase. This led to slower ramp-up times and increased partner attrition rates over time. Vendors struggled to measure partner engagement and early success metrics effectively.

The 60-90 Day Plan emerged to address these significant inefficiencies. It provides a standardized approach for integrating new partners seamlessly. This structured method improves partner satisfaction and accelerates their path to profitability. It also strengthens the overall health and performance of the vendor's partner ecosystem.

3. Core Principles

• Clarity of Objectives: Define specific, measurable, achievable, relevant, and time-bound goals. Each objective should align with the partner's business model.
• Phased Approach: Break down the onboarding journey into manageable weekly or monthly segments. This prevents information overload and maintains engagement.
• Mutual Accountability: Establish clear responsibilities for both the vendor and the partner. Both parties commit to achieving defined milestones together.
• Resource Provisioning: Ensure partners have access to essential tools, training, and support materials. This includes access to the partner portal and enablement resources.
• Regular Check-ins: Schedule consistent meetings to review progress and address any challenges. This fosters communication and builds trust within the partner relationship management.
• Early Wins Focus: Identify opportunities for partners to achieve small successes quickly. These early wins build confidence and momentum for continued growth.

4. Implementation

1. Define Partner Segments: Categorize partners by type, such as resellers or service providers. Tailor the plan to meet the unique needs of each segment.
2. Outline Key Milestones: Establish specific achievements for the 30, 60, and 90-day marks. These milestones should be clear and easily trackable for both parties.
3. Develop Training Modules: Create focused training on products, sales processes, and deal registration. Ensure content is accessible through the partner portal for convenience.
4. Assign Dedicated Support: Appoint a partner enablement manager or channel account manager. This person acts as the primary contact and guide for the new partner.
5. Schedule Regular Reviews: Set up weekly or bi-weekly check-ins to monitor progress. Discuss challenges and celebrate achievements during these essential meetings.
6. Measure and Adjust: Track key performance indicators (KPIs) against initial goals constantly. Be prepared to modify the plan based on partner feedback and results.

5. Best Practices vs Pitfalls

Best Practices:

• Provide Clear Expectations: Articulate expected outcomes for each 30-day increment. This helps partners prioritize their efforts effectively.
• Offer Hands-On Training: Supplement self-paced modules with interactive workshops. Practical application solidifies learning and builds confidence.
• Celebrate Small Wins: Acknowledge and commend early successes to maintain motivation. Positive reinforcement encourages continued engagement and effort.
• Use a Centralized Platform: Manage all onboarding activities through a dedicated partner portal. This streamlines communication and resource access for all.

Pitfalls:

• Overwhelming Partners: Avoid bombarding new partners with too much information at once. A phased approach is critical for successful integration.
• Lack of Follow-Up: Failing to check in regularly can lead to disengagement and confusion. Consistent communication is vital for partner success.
• Generic Plans: Applying a one-size-fits-all plan ignores unique partner needs. Customization ensures relevance and effectiveness for different partner types.
• Unclear Accountability: Without defined roles, tasks can fall through the cracks. Both vendor and partner must understand their responsibilities clearly.

6. Advanced Applications

Mature organizations use the 60-90 Day Plan for more than just initial onboarding.

1. Product Launch Readiness: Prepare partners for new product introductions and feature updates. This ensures they can effectively sell and support new offerings.
2. Market Expansion: Onboard partners in new geographic regions with specific local requirements. The plan adapts to different market dynamics and regulations.
3. Specialization Programs: Guide partners through advanced certifications for niche markets. This builds specialized expertise within the partner ecosystem.
4. Performance Improvement Plans: Use the framework to re-engage underperforming partners. It provides a structured path for improvement and renewed focus.
5. Merger and Acquisition Integration: Streamline the onboarding of partners from acquired companies. This ensures a consistent experience across the expanded partner program.
6. Co-selling Acceleration: Develop specific tracks within the plan to initiate early co-selling activities. This quickly generates joint revenue opportunities.

7. Ecosystem Integration

The 60-90 Day Plan touches several partner ecosystem lifecycle pillars.

• Onboard: This plan is the core component of effective partner onboarding. It ensures a structured and efficient entry into the partner program.
• Enable: It provides the initial partner enablement resources and training needed. Partners gain product knowledge and sales skills through this process.
• Strategize: It helps partners align their business goals with the vendor's strategy. This creates a shared vision for mutual growth and success.
• Recruit: A strong plan makes the partner program more attractive to new recruits. It showcases a commitment to partner success from the outset.
• Sell: The plan often includes initial co-selling opportunities and deal registration training. This accelerates the partner's ability to generate revenue.
• Incentivize: Early achievements within the plan can be tied to initial incentives. This motivates partners to complete milestones and engage fully.

8. Conclusion

The 60-90 Day Plan is a vital tool for successful partner relationship management. It provides structure and clarity, ensuring new partners become productive quickly. This systematic approach reduces churn and maximizes the return on partner recruitment efforts.

Implementing a robust 60-90 Day Plan strengthens the entire partner ecosystem. It fosters trust, drives early revenue, and builds a foundation for long-term collaboration. Vendors committed to partner success prioritize this essential onboarding framework.

Frequently Asked Questions

What is a 60-90 Day Plan in a partner ecosystem?

A 60-90 Day Plan is a structured guide for new channel partners during their first three months. It outlines clear objectives and actions for fast integration into the partner ecosystem. This roadmap helps partners quickly become productive members of the partner program. It ensures they understand their role and contribute effectively to channel sales goals.

How does a 60-90 Day Plan benefit new IT partners?

New IT partners use the plan to complete essential product certifications efficiently. They also set up initial co-selling opportunities with the vendor's sales teams. This structured approach accelerates their market readiness and helps them generate revenue faster. It provides a clear path to understanding critical software solutions and sales processes.

Why is a 60-90 Day Plan crucial for manufacturing partners?

A 60-90 Day Plan is crucial for training manufacturing partners on new product lines. It helps them establish initial deal registration processes quickly and effectively. This plan ensures they understand product specifications and sales methodologies from the start. It minimizes ramp-up time and maximizes their contribution to channel sales targets.

When should partners start implementing their 60-90 Day Plan?

Partners should start implementing their 60-90 Day Plan immediately after signing their partnership agreement. Early adoption ensures a smooth onboarding experience and rapid integration into the ecosystem. This proactive approach sets a strong foundation for future success and goal attainment. It helps partners align with vendor expectations from day one.

Who typically creates the 60-90 Day Plan for new partners?

The vendor's channel management team typically creates the 60-90 Day Plan for new partners. They design it to align with overall partner program goals and objectives. This team ensures the plan includes relevant training, certification, and sales activities. They also provide resources and support throughout the plan's execution phases.

Which key elements are included in a typical 60-90 Day Plan?

A typical 60-90 Day Plan includes product training, certification requirements, and sales enablement modules. It also outlines initial marketing activities and first deal registration targets. The plan often includes introductions to key vendor contacts and support teams. These elements ensure comprehensive partner development and engagement.

How can partners track their progress using the 60-90 Day Plan?

Partners can track progress by regularly reviewing milestones and objectives outlined in the plan. They often use a shared dashboard or reporting tool provided by the vendor. This enables them to monitor their completion of training, certifications, and sales activities. Regular check-ins with their channel manager also help assess performance.

What happens if a partner falls behind on their 60-90 Day Plan?

If a partner falls behind, the channel manager typically offers additional support and resources. They might provide extra training sessions or adjust certain timelines within the plan. The goal is to help the partner get back on track and succeed. This proactive intervention prevents prolonged delays and maintains partnership momentum.

Can the 60-90 Day Plan be customized for different partner types?

Yes, the 60-90 Day Plan can be customized for different partner types and their specific business models. For example, a VAR might have different objectives than an MSP or a system integrator. Customization ensures relevance and effectiveness for each partner's unique needs. This tailored approach maximizes engagement and success for all partners.

What is the ultimate goal of implementing a 60-90 Day Plan?

The ultimate goal is to accelerate the new partner's time to revenue and productive engagement. It aims to integrate them quickly and effectively into the vendor's partner ecosystem. The plan ensures partners become self-sufficient and contribute to sales targets rapidly. This framework builds a strong foundation for long-term successful collaboration.

How does the 60-90 Day Plan support long-term partner success?

The 60-90 Day Plan supports long-term success by establishing clear expectations and foundational knowledge early. It builds partner confidence through structured learning and early wins. This initial success fosters commitment and deeper engagement with the vendor program. It sets a positive trajectory for sustained growth and profitability.

Are there any tools that help manage a 60-90 Day Plan?

Yes, many partner relationship management (PRM) platforms offer features to manage 60-90 Day Plans. These tools help track progress, assign tasks, and provide access to training materials. They streamline communication between partners and channel managers effectively. This technology ensures efficient plan execution and monitoring.