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Typical project · Fintech

A partner channel that brings in customers steadily

Design and launch of a partner programme with business software integrators and retail consultancies, with tiered incentives and full attribution in the CRM.

ServicesPartnerships · GTM Engineering · Content
Typical duration9-12 months
MarketSpain
Goals
  • Build a programme with tiers and incentives
  • Activate the best-matched partners
  • Record attribution in the CRM
  • Turn the channel into a steady source of customers
Starting point

Signed agreements, unmeasured business

Fintechs often collect agreements with integrators and consultancies without a structured programme behind them. A few partners refer customers now and then, and most never generate a single opportunity.

Referred opportunities are not logged in the CRM, so there is no way of knowing which partners bring in business or whether the commissions pay off.

Approach

How we do it

  • 01Selection

    Analysis of the business software and consultancy market, and prioritisation by shared customers and fit.

  • 02Model and incentives

    Three tiers with commission, training, certification, shared leads and a listing in the directory.

  • 03Registration and attribution

    Deal registration, source and influence fields in the CRM, and quarterly reports by partner.

  • 04Activation

    An onboarding plan for each partner with training, sales materials and co-marketing campaigns.

What changes

What changes in a project like this

  • Signed agreements become a programme with clear rules.
  • Every referred opportunity is logged in the CRM with its source.
  • The company knows which partners bring in business and what they cost.
  • Effort goes to the partners with the best fit.
Process

Project phases

  1. Months 1–2

    Diagnosis and selection

    Review of existing agreements and partner prioritisation.

  2. Months 2–3

    Programme design

    Tiers, incentives, standard contract and materials.

  3. Months 3–4

    Attribution

    Deal registration and CRM dashboards.

  4. Months 4–12

    Activation in waves

    Onboarding plans, co-marketing and a quarterly review with each partner.

Services applied

Disciplines in this project

Partnerships GTM Engineering Content and brand
Assessment

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