Top navigation

How do I use the tool?

  • Published 25/08/2014
Here is a quick guide to how to use the tool.

 

 

"There is no way to get market intelligence from websites or from other databases. Most distributors focus on local network and make plans based on experience and intuition. You need to pick your partner’s brain to understand the market"

Egyptian distributor 

 

 

 

When do I use the tool?

Most of the tools are designed to be used with your partner. You can use the tools for initial meetings with new partners or when you visit your existing partners. The tools focusing on Partner Match and Partner Monitoring are developed for internal use in your company.

 

How do I use the tools?

The tools consist of templates you bring to meetings with your partner. You can either print them or share them electronically. The templates focus on different issues related to your partnership, showing for example how to position your product on the market and jointly develop a go-to-market plan. By using the templates, you focus your dialogue, extract deeper market knowledge, and align expectations.

 

  • Either fill out the templates with your partner or use them to initiate discussion.
  • Use the tools from A to Z or pick those that fit your needs. Download the full package of tools here or the individual tools on the tool pages.
  • On each tool page, download an example of how to fill in the tool.

 

I’m a hands-on, busy salesperson. Why do I need a tool?

Time is a scarce resource for most SMEs. The tools are designed to make the most of the time you already spend with your partner. These practical tools can help you save time by focusing on important issues and avoiding misunderstandings.

 

Why use visual dialogue tools?

Partners may be at the same meeting but conclude very different things. By using visual templates, you reduce misunderstandings caused by language barriers or cultural differences. You also focus your discussions and extract necessary information to complete your goals, which can help you understand the market and support your partner.

 

The templates do not exactly fit my business.

The tools are simplified illustrations designed to cover many types of businesses and sectors. They should be seen as a source of inspiration and starting points for discussion.

 

Will I seem like I’m trying to interfere with my partner’s business?

This is definitely a risk. The tools encourage transparency and dialogue, but they can result in the opposite if your partner sees them as micromanagement or a lack of trust in their expertise. Emphasizing the mutual value and your interest in supporting your partner is important.