What Information Should New Partners Receive During Onboarding?
Give partners the right information at the right time: program guide, contracts & compliance, role‑based enablement, PRM/CRM access, deal registration rules, co‑marketing kits, incentives/MDF, support paths, and a 30/60/90 plan to first revenue.
New partners need a starter kit that explains how to work with you and how to win. Include a concise program overview (tiers, benefits, requirements), contracts & policies, role‑based enablement with certification, systems access (PRM/CRM, deal reg, content hub), GTM launch assets (plays, pricing principles, brand use), MDF & incentives, support & escalation paths, and KPIs for activation and first deal.
Partner Onboarding Information Checklist
Partner Onboarding Starter Kit Framework
Organize information into a sequence partners can follow from day 1 to first revenue.
Welcome → Contract → Access → Enable → Launch → Co‑Sell → Govern
- Welcome & Orientation: Program guide, contacts directory, and a 30/60/90 plan template.
- Contract & Compliance: Execute MPA/DPA, review security posture, brand use, and data handling.
- Provision Access: PRM/CRM login, deal reg, price books, content hub, sandbox & SSO set‑up.
- Role‑Based Enablement: AE/SE/Marketing/Delivery learning paths with certification checkpoints.
- Launch Plays: First campaign kit, demo assets, discovery guide, and qualification checklist.
- Co‑Sell Rhythm: Weekly opp reviews, escalation flow, and competitive response toolkit.
- Governance & QBR: Scorecard (activation, TFA, TTFD, pipeline, win rate), MDF ROI, next‑step plan.
Partner Enablement Content Matrix
| Capability | From (Ad Hoc) | To (Operationalized) | Owner | Primary Asset |
|---|---|---|---|---|
| Program Overview | Unclear benefits & tiers | Published guide with entry criteria & progression rules | Channel/Alliances | Program Guide PDF |
| Contracts & Policies | Case‑by‑case redlines | Standard MPA/DPA, brand, security & conflict policies | Legal/Security | Agreement Pack |
| Systems Access | Email requests | Automated PRM/CRM provisioning & SSO guide | RevOps/IT | Access Checklist |
| Sales Enablement | Static decks | Role‑based paths, demo scripts, objection handling | Enablement | Playbook + Demos |
| Technical Enablement | Ad hoc calls | Labs, integration standards, certification | Product/PS | SE Lab Guide |
| GTM & MDF | Unclear asks | Templates, approval flow, proof‑of‑performance | Marketing/Channel | Campaign Kit + MDF Guide |
| Support & Escalation | Who do we call? | Documented SLAs, channels, severity levels | Support/CS | Support Runbook |
| Analytics & Attribution | Clicks & anecdotes | Taxonomy + dashboards for pipeline & wins | Analytics/RevOps | Reporting Guide |
Client Snapshot: Day‑1 Starter Kit Cuts Time‑to‑First‑Deal
After launching a standardized starter kit and PRM provisioning flow, a SaaS company reduced time‑to‑first‑deal by 29% and increased partner‑sourced pipeline by 41%. Explore results: Comcast Business · Broadridge
Operationalize onboarding with RM6™, map journeys with The Loop™, and equip partners using the Essential Tools library.
Frequently Asked Questions about Partner Onboarding Information
Deliver the Right Info on Day 1
Codify the partner information they need to activate, certify, and co‑sell faster.
View Partner Information Checklist View FAQs