PartnerProducer™ is Phoenix Fire’s Business Development Methodology. It is the result of developing and executing global partner and M&A initiatives for Technology Companies. This Methodology is focused on developing relationships over a five-phase process. Each of these phases are succinctly described below. Phase One: Assessment In order to best understand how to focus and execute a partner program, during this phase we will conduct a competitive analysis. This research will profile the competitive landscape and understand how the competition is gaining market share.
Once the competitive analysis is complete, we will profile the target audience. This research is an analysis that will enable us to identify and prioritize target partner contacts, validate our market assumptions, determine how to effectively penetrate each partner target and develop value statements. Phase Two: Executive Interviews Using the business proposition created in Phase One, we will approach the initial executives to discuss our client’s partnering interests. These executives are typically at or around the CEO Level. This phase is the most important step in our process. At this point we will achieve Executive awareness of our client and their buy-in on the business value of our client’s offerings. Phase Three: Exploration The Third Phase of our process is to determine the business, technical and cultural synergism between our client and the prospect. At this point we will interact with Business Development, Portfolio and Product Management personnel of one or more groups within each target. Phase Four: Evaluation During this phase, we will engage our client and the target company in an evaluation of each other’s product and / or service offerings. We will also begin to assess various go to market strategies. Phase Five: Engagement At this point, we engage with the targeted business(es). Once agreements are executed we will work with them and our client on go to market initiatives.
