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Our Expertise

ZeroQ understands that most technology vendors will experience similar shifting priorities during their first 5 years as they work with partner ecosystems in the APJ region. Our consulting services, productivity tools and training content were all built with this in mind. While there are always some exceptions, most of the companies that we work with fall into the one of the following four categories.
 
Start-up Vendor ("Innovator")​
  • 0 - 1 year in region
  • <$1M in region
  • <5 people in region
 Ecosystem Incubation
Small Vendor ("Early Adopter")​
  • 1 - 3 years in region
  • ~$5M in region
  • 5 - 10 people in region
 Ecosystem Development
Growth Vendor ("Early Majority")​
  • 3 - 5 years in region
  • $10 - 25M in region
  • 10 - 25 people in region
 Ecosystem Acceleration
Established Vendor ("Late Majority")​
  • >5 years in region
  • >25M in region
  • >25 people in region
 Ecosystem Optimize

Our Services

Virtual Channel Manager

When you need help to build trust with your partners however you cannot justify the investment of a full-time resource assigned to that responsibility. The VCM can provide support for some specific partners or assist you in your Zero Quarter.

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  • New territory expansion

  • Foundation partner recruitment

  • Strategic partner negotiation

  • Adjacent specilizations

  • Focus partner cadence

  • Program compliance & engagement rules

Ecosystem Audit

When you would like to get a better understanding of what your employees think of partners, but also what your partners think of you. You are not sure how many partners you need, whether they provide sufficient coverage or if they have expertise in the areas where you require it. 

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  • Engagement rules & partner program

  • Roles & responsibility mapping

  • 360-degree survey

  • Capacity planning

  • Competency planning

  • Coverage planning

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Partner Selection

When you need assistance to define the services that you will require from your partners and help to find ways to motivate them to work with you.

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  • Partner profiling & selection criteria

  • Establishing mutual relevance

  • Partner recruitment & introductions

  • Onboarding & activation

  • Selection procedures (RFI / RFT)

  • Supply agreements & target customer map

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Routes to Market

When you are looking for ways to unlock incremental opportunities and new ways to offer your products and services.

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  • Distributor selection & onboarding

  • Hyperscaler co-sell & cloud alliances

  • Marketplace listing

  • Managed service providers

  • "Sell-with" alliances & influencers

 

Team Training

When you would like to improve your engagement with partners in order to get better leverage, reach and operational scale.
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  • Understanding partner motivations

  • Preventing channel conflict

  • Setting expectations with partners

  • Territory planning with partners

  • Deal registration & engagement rules

Skills Development

When you are planning to do more work with  your partners but need improved productivity tools, automated workflows or some new skills.

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  • Economic value of partnership

  • Capacity planning tools

  • Metrics & balanced scorecards

  • Pitch decks

  • Quarterly business reviews & cadence

  • Cross-functional alignment 

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