Sort Partner Signals With COM-B
Identify whether partner activation signals point to capability, opportunity, or motivation barriers.
Sort each partner activation signal into Capability, Opportunity, or Motivation. Capability barrier Opportunity barrier Motivation barrier Partner reps confuse the target buyer with the administrator persona during role play Partner cannot access the deal-registration portal after certification Partner says a competing vendor pays a higher spiff for similar deals Partner has no list of target accounts where the offer is relevant Partner manager can explain the pitch but will not prioritize it this quarter Implementation consultants fail the sandbox deployment task twice Partner sales team has no approved customer-facing deck in their region Reps believe your product is too risky…
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