1. INTRODUCTION
1.1. Clients, suppliers and partners
1.2. Reciprocity
1.3. The Partner Program
1.4. Forms of partnerships

2. PARTNERING OPPORTUNITIES
2.1. Research & development
2.2. Marketing communication
2.3. Sales & channel management
2.4. Delivery, service and support

3. THE PARTIES INVOLVED
3.1. The position of the Partner Management
3.2. Competencies of the Partner Manager
3.3. Selling partner management internally
3.4. Your position towards partners
3.5. Partner’s positions towards each other

4. THE PARTNER PROGRAM
4.1. Competencies
4.2. Certifications
4.3. Levels and points
4.4. Costs and revenue
4.5. Testing, starting and filtering

5. GO TO MARKET PREPARATIONS
5.2. Your target market
5.3. Where to find partners?
5.4. Marketing material
5.5. CRM System

6. GETTING PARTNERS
6.1. Meeting the partner
6.2. A contract or no contract
6.3. The working relationship
6.4. Evaluating partnerships