3 Sample Partner Operating Model 1. Setup and Management 6. Continuous Improvement Identify Internal Stakeholders: Including business Monitor Eûectiveness: Continuously monitor the process development lead, sales lead, project manager, lead architect eûectiveness, gathering feedback from internal teams and and/or customer success manager. customers. Deûne Roles: Outline the roles of each team member to Adjust Approach: Make adjustments based on feedback and ensure smooth collaboration & accountability. changing customer needs. 6 Set Up Communication Channels: Establish channels such as dedicated regular calls, slack channels, email updates, and collaboration tools like quip. 1 5. Convert Leads to Opportunities 5 Solution Discovery: Run Solution Discovery Sessions to Sales Leader drive sales closure. 2. Establish Processes Operating Track Progress: Monitor the progress of leads through the sales pipeline, ensuring timely follow-ups and updates. Establish a Regular Cadence e.g. (Bi)Weekly Meetings: Model Review the customer9s backlog, discuss potential leads, 2 and assign action items. Log and Track Leads in Salesforce 4 4. Develop Solutions 3 Collaborate with Internal Teams: Develop tailored solutions for each lead using internal expertise to enhance proposals. 3. Identify Sales Leads Work with Salesforce: Work as one team with Salesforce sellers to Review Customer Backlog: Identify pain points and unmet needs. present a uniûed vision and leverage the power of our joint teams. Leverage Internal Knowledge: Engage internal delivery team using the Engage with Customers: Present solutions to customers, discuss sample partner lead discovery questions in section 4 of this guide. needs, gather feedback, and reûne proposals. Opportunity Assessment: Assess value, feasibility, and alignment with customer goals. Submit Leads to Salesforce Partner Community