This template provides an example version of a global rules of engagement (ROE) document for a company's channel partner program. It outlines specific policies and practices for engaging with clients and handling various sales scenarios, effectively demonstrating the purpose and principles behind those rules.
Sales leaders and practitioners aiming to establish a partner program or enhance an existing one should familiarize themselves with understanding the specific scenarios included in this template, such as partners referring opportunities to direct sales, pursuing other partner-owned opportunities, and working jointly on shared opportunities.
This tool goes beyond offering theoretical advice and delves into specific policies with real-life scenarios. Guidelines like this help partners effectively navigate complex situations, such as managing overlapping opportunities or collaborating with direct sales teams. SBI recommends using this template as a foundation when building the rules of engagement for your company's own partner program. Its comprehensive nature ensures that the partner program is designed in a way that aligns with the compensation standards and expectations of partners, fostering a mutually beneficial relationship.