What is partner program compliance?
Partner program compliance refers to how well your channel partners adhere to the rules, guidelines, and expectations that you’ve outlined in your partner program. It’s all about ensuring your partners are playing by the rules you’ve set, which is crucial to ensure compliance with any laws or regulations, maintain fairness within your ecosystem, prevent channel conflict, and safeguard the reputation of your business.
For instance, if you’re an aerospace manufacturer, your partner program might stipulate that partners must complete specific training modules to sell your products effectively and responsibly. As a government contractor, your program rules of engagement will define many additional responsibilities for you and your partners. In this case, partner program compliance would involve monitoring your partners to ensure they’re complying with all of these requirements.
A few key areas typically involved in partner program compliance include:
- Legal and regulatory compliance: Every industry is subject to different laws and regulations. Work with your legal team to ensure that your partner program meets these requirements in full.
- Training and certifications: Automatically tracking required training or certifications ensures your partners have received the information they need to remain in compliance with your program requirements.
- Sales and marketing rules: Partners should follow any rules related to selling your products or services, and how they can market them, to ensure brand consistency and experience for your customers.
- Data handling: Particularly for technology or SaaS companies, partners often have access to sensitive data, making it important that they comply with any laws or guidelines on safe data handling.
Partner program compliance isn’t just about policing your partners, though. When your partners comply with your program requirements, they’re more likely to be successful, which benefits you too. That’s why it’s crucial to set clear expectations from the start and provide any needed support to help your partners meet these expectations.