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For partners
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Duration
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Who it is for
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What you get
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Learning technology and corporate training only
Vendor side and partner side
From partner selection to first revenue
Overview
An outsourced partnerships function
In EdTech and corporate learning the partner owns the buyer relationship. Your product reaches the organisation that pays through a company you do not control. You retain us to run that side of your business.
Vendor
The company with the product
Learning technology, content, creation tools, certification.
Partner
The company with the relationships
Training providers, distributors, system integrators, resellers.
Buyer
The organisation that pays
Enterprises, government bodies, institutions, L&D teams.
Roobik works on this connection
We decide where the channel goes.
Which markets, what type of partner fits your product, and what the economics need to be before anyone is approached.
We find and select the partners.
We map who sells to your buyers in the target market, approach them, and assess which ones have actually sold products like yours.
We negotiate the commercial terms.
Margin, territory, exclusivity, targets, and what each side commits to.
We train and enable their sales team.
Positioning, objections, pricing, and the demo, so their people can sell your product without you in the room.
We manage the partnership.
Weekly contact with the partner, deal support, pipeline reviews, and fixing what stops working.
Vendor
The company with the product
Learning technology, content, creation tools, certification.
Partner
The company with the relationships
Training providers, distributors, system integrators, resellers.
Buyer
The organisation that pays
Enterprises, government bodies, institutions, L&D teams.
We decide where the channel goes.
Which markets, what type of partner fits your product, and what the economics need to be before anyone is approached.
We find and select the partners.
We map who sells to your buyers in the target market, approach them, and assess which ones have actually sold products like yours.
We negotiate the commercial terms.
Margin, territory, exclusivity, targets, and what each side commits to.
We train and enable their sales team.
Positioning, objections, pricing, and the demo, so their people can sell your product without you in the room.
We manage the partnership.
Weekly contact with the partner, deal support, pipeline reviews, and fixing what stops working.
Why partnerships fail
Five conditions for partnership revenue
The right partner with the wrong margin will not sell. The right margin with an untrained team will not sell. A trained team with no senior sponsor gets redirected to something else by the end of the quarter. If one is missing, the partnership does not work.
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The first deal is the real signature.
Services
Four situations, six services
Every engagement begins with a situation, not a stage. The four below cover almost everything we are called into, and each one points to the service that resolves it.
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For partners
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Thank you. The Services Overview will be sent to you shortly.
Full scope and deliverables for all six services are set out in the Services Overview.
About
A small advisory, run by the people who do the work
Arman Arifi
Founder and principal consultant
Founded by Arman Arifi. Seven years selling learning products and three years building partnerships for learning technology vendors.
Roobik is a small advisory: the founder and two research associates. Every client is handled directly by them.
Work involving
Book a 30-minute partnership review
Thirty minutes on your current partner situation, and a straight answer on whether there is a case for doing anything.
Thank you. Your message has been received, and you will hear back shortly.