LawTech Partners Channel Partner Prospect

Process Overview

• Research ("3x3")
• Outreach (Email/Phone)
• Discovery
• Demo
• Proposal
• Onboarding/Engagement
• Sales/Marketing Enablement

Research

• Legal focus
• Netdocuments/Clio Reseller
• Adriana Linares, Principal

Adriana Linares

• Hosts a small firm podcast ("New Solo")
• Topics include "How to use tech for better client service"
• LinkedIn: 21, 3rd degree contacts (check TeamLink)
• Any common clients?

Outreach

• Assume six calls/contact
• 1st: email>open?>call
• No msg on calls 2 and 3
• 4th call vmail/email
• Final call vmail/email

Pitch

• Already tech and solution savvy
• Important value add for your clients (esp netdocuments customers)
• How can we become part of the conversation you have with clients?
• How can we further your goals?
• Reference common clients or compelling case studies/use cases

Email Call to Action

• Indicate level of interest
• Click/Call to schedule
• Get more info
• Not interested/reason

Discovery

• Client base
• Tech profile (Competencies, Products)
• Client pain points
• Document management needs/challenges
• Marketing programs and sales operations
• Decision makers and deciding factors

Demo

• Who we are
• What we do for our clients
• What we do for partners
• Our solution (demo)
• Our partner program
• Q&A, Next Steps

Proposal

• Partner agreement
• Marketing commit
• Sales/revenue goals
• Training/enablement
• Measurement/Monitoring

Enablement

• Sales training
• Technical training/review
• Go to market planning

Engagement

• Follow-through on commitments
• Ask for referals
• Promote "Wins"
• Document customer successes

Rewards/Recognition

• Partner awards
• SPIFFs?
• Benchmark against other partners