Partner Recruitment Management: EMEA Business Development

As part of a balanced sales and marketing strategy, technology companies leverage partners either to increase market coverage or execute business. Optima works with its clients to develop and deliver upon Partner recruitment programmes in line with their corporate objectives. We research, identify, qualify and appoint strategic resellers, co-marketers, OEM's, and other key partners.

Focused on supporting B2B technology vendors, our services effectively identify and qualify potential partners and sales channels, enabling our client's Partner and Channel teams to focus their time, effort and skills on engaging with highly qualified opportunities as opposed to the identification of those opportunities. This is achieved through a 3 stage process:

Identify: We start by identifying potential partners based on your requirements and the knowldege and contacts we have in the field.

Qualify: We then take this list and evaluate the type of companies they are likely to be to ensure they can be effective and deliver what you require in terms of a partner.

Engage: Once potential partners have been identified, a targeted campaign is undertaken, from which we engage with the potential partners, further qualify each one and then arrange a meeting between the two parties.

Following on from a partner recruitment programme we will continue the validation process with an ongoing channel management programme and competitive intelligence. Where necessary we will maintain contact with each partner, identifying and qualifying business opportunities that they are working on and provide pipeline and forecast reporting. Each programme is tailored to our clients' specific requirements to deliver competitive advantage and market expansion.