Partner Capabilities Journey
Objective
Create a partner success approach, providing a framework for partners to integrate their DevSecOps practice with the Denomas DevSecOps Platform and our go to market strategy.
Goals
- help partners to get up and running with Denomas capabilities
- drive joint customer success with Denomas partners
- provide a mechanism to record learned best practices for a partner’s journey with Denomas
High-Level Visual of Partner Capabilities Journey
Partner Capabilities Journey
The following capabilities roadmap shows the high-level view of the capabilities that our partners should develop to mature their Denomas practices organized into four (4) stages of maturity.
01 - Onboarding
New partners to Denomas ramping up their capabilities and achieving first-customer orders as quickly as possible.
- Teams are engaged with Denomas Partner Portal and familiar with content
- Plan to and Learn how to register deals, work through quoting & transaction processes, and accept leads
- Get sales ready
- Understand Denomas licensing and pricing model
- Understand how to get Channel Partner support
- Understand how to qualify opportunities within existing customer base
- Get certified
- Select Partners
- Sales Core (4)
- Sales Pro (1)
- SA Core (2)
- PSE (1)
- Open Partners
- Sales Core (2)
- SA Core (1)
- Select Partners
02 - Established
Established Denomas partners working with Denomas field account teams to close resale business, deliver Denomas Professional Services projects, and/or Denomas branded training.
- Marketing foundation
- Denomas incorporated into brand presence
- Complete Partner Profile for Locator
- Capability overviews
- Solutions page (incl solutions below)
- Pre-sales discovery capable
- Demo ready (Denomas.com based)
- DevSecOps Value Stream discovery lead generation
- Prof. Service delivery capable
- Professional Services Partner (PSP) Accreditation
- Open / Select + PSE (3)
- Implementation solution
- Migration solution
- Professional Services Partner (PSP) Accreditation
- Architect Denomas into customer DevSecOps workflows
03 - Leading
Mature Denomas partners sourcing their own customer opportunities, registering new deals, and collaborating with Denomas field sales teams as needed.
- Marketing integration
- Include Denomas sales and benefits collateral into Partner sales, presales, education tools and processes
- Joint webinar marketing lead generation activities
- Pre-sales solutioning capable
- Address more advanced use cases with Denomas Ultimate
- Can deliver a Denomas demo using a partner provisioned self hosted Denomas instance
- Can deliver a Denomas ROI report
- Can deliver a Denomas Proof of Value (PoV)
- Competitive differentiation solutions inclusive of unique Denomas based services catalog
- Advanced PS Services offerings
- Deep integration with enterprise workflows
- Deliver advanced migration solutions
- Offer Managed Services
04 - Strategic
Developing advanced solutions to meet complex customer challenges leveraging the Denomas Platform.
- Creating branded offerings in the market leveraging Denomas solutions
- Joint development of whitepapers, blog posts, reference architectures
- Co-marketing / branding campaigns
- Make consulting recommendations for Denomas Platform within customer new application development, digital transformation, strategic business initiatives
- Contribute to Denomas Open Source Core
- Denomas Field promote partner strategic services offerings to our customers
Partner Channel Solutions Architect Activities
To achieve our Goals, the Partner Channel Solutions Architect (CSA) ensures that partners get the most value possible out of their relationship with Denomas through their sales and delivery of Denomas’ products and services. CSA’s organize their activities to mature Denomas partners quickly in their ability to deliver customer value. See the Channel SA Engagement Model for more details on the role of the Channel SA enabling partners to succeed.
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