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Create a ROI-Driving Partner ExperiencePartner Playbook
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What is partner playbook?
A Partner Playbook is a comprehensive guide that defines how a vendor and its partners should operate together throughout the lifecycle of their relationship. It typically includes recruitment criteria for partners, onboarding steps, training and certification pathways, go-to-market motions, enablement of resources, co-selling or referral workflows, performance metrics, governance rules, and escalation processes. The purpose of the playbook is to bring clarity and alignment: everyone knows what roles they have, what is expected of them, how success is measured, and how to navigate joint activities.
By providing this reference, the playbook ensures consistent execution across the partner ecosystem, accelerates partner ramp-up and supports predictable collaboration between vendors and partners. It serves as a living document that evolves as partner strategies, market dynamics, and program goals change.
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