Run a partner campaign readiness review from opportunity facts

Campaign support has more value when the partner can show which opportunities are real and what buyers need next. A channel manager can lead a readiness review that examines customer need, stakeholder access, timing, and partner owned actions. The conversation should use approved program criteria when joint investment requires approval.

Seth, a partner leader, says, “We need funding for a network campaign this quarter. Why are you questioning our pipeline?” Dana answers, “I want to make the request easier to assess. Let’s review the opportunities with a customer problem, a named stakeholder, and a next conversation. Which three accounts have those facts today?” Seth identifies one account with a sponsor and two early leads. Dana says, “We can separate the qualified opportunity from the leads, then look at the approved criteria for campaign support. I will help you define the actions your sellers own before the next review.”

The review sheet can record the account, business need, stakeholder, current evidence, next action, owner, and program question. It should also show when an opportunity is still an early lead. That gives the partner a credible way to improve the pipeline instead of inflating a forecast for a funding request.

Choose five partner opportunities and ask the same four qualification questions for each. Roleplay a partner who wants all five counted. Practice explaining what evidence moves an opportunity forward and what the partner can do to obtain it.