Explain your selection here: Around 27% of our B2B users are coming to us for issues related to Govt contracts, tendering process, delays in payment, cases of bribe or favouritism from Govt Officials and similar issues (we call them B2G segment). 40% of them are direct customers of OfBusiness.com and the remaining 60% of them could be potential customers who purchase such raw materials at a very big volume.

Map the user journey for your product on whimsical. Identify gaps in service, possible customer pain points, and customer requests for a particular feature. Based on your analysis, explain if the partnership can close gaps in service, solve for customer pain-point. Can you build the requested feature yourself? If no, can partnership solve for this?

​Post whimsical links/images here : A good number of products for common users engaged in Building and Construction Businesses

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We can first list on each other’s website to see the engagement and secondly after the delight moment or when the RTIwala user’s issue is resolved and they’re happy we can introduce OfBusiness to them. Similarly, OfBusiness do a small survey and proposes our solutions to their users who are engaged in Govt Contracts and Tendering.

Conduct a litmus test to check whether your product is ready for partnership.

​Final litmus test result: Almost every customer of ours in the B2G segment can be a potential customer for OfBusiness.com whereas around 70% of their customers who are somewhat dealing with the Government, directly or indirectly can be benefited through us.

State the following for your product:

1. Who is your ICP?
2. What are your brand values?
3. What is your current market? (Types of companies, industry sectors, geographical reach)
4. Create a list of possible partners and perform a partner fitment test.
5. What does your partner gain from this partnership?

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Explain your ICP here: CXO at Rs 5-100 Crore Construction Firm residing in Tier 1/2 City. Engaged in Govt Tendering/Construction business from 0-5 years or more.​

​Mention your brand values here:

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Explain your current market here:

Share your list of possible partners here: 1. tenderdetail.com 2. tendernews.com 3.tendersinfo.com 4. thetenders.com 5. tendersontime.com 6. globaltenders.com​

Perform a partner fitment test using the template below

Create a list of possible PoCs

Mention your PoC list here :

• Ruchi Kalra, Cofounder at OfBusiness
• Asish Mohapatra, Co-Founder & CEO- OfBusiness
• Bhuvan Gupta, Cofounder and CTO @ OfBusiness
• Govind Bhasker, Director of Projects at OFB
• Ankit Choudhary Manager - Growth and Revenue at OfBusiness
• Shashank Mehrotra, Chief Manager at OfBusiness

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Use the decision framework to finalise your first outreach PoC

Create your first call design with the partner PoC. Divide it in terms of what you will do:

​Write partner’s current goals: Solving buyer and seller issues, resolving disputes related to late or no payment

Justify your reasoning here: Yes, issues related to late or delayed payment, wastage of raw material and stalemate of the projects are some of the bigger concerns for all of us

​Submit your value prop design here : RTIwala has a dedicated Partnership Team which will help in achieving the common objectives of the partnerships. Secondly, RTIwala has recently started getting reactions vis-a-vis existing players but we were more focused on Client’s success where the OfBusiness and our values are aligned and make us a much better partner than any of our competitors.

During the call

Create a conversation design for your first call with your partner PoC. Set expectations, discuss how your joint solution benefits mutual customers, build trust, outline deliverables

Optional: Take a feeler on possible GTM opportunities you could explore

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Submit your conversation design here: Chronology: Quick intro of the teammates, particularly the Partnership Lead. Followed by understanding and experience of our mutual customers. Scope of partnership: What is included and what not along with why. Common Minimum Milestones along with Phases of Partnership Development GTM of those 3 Phase plan Partnership succession plan Crisis mitigation plan, arises​

After the call Create a summary that you’ll send to your partner PoC

Submit your summary here: Sharing a brief summary of the discussion and next course of action along with meeting date/time availability.​

Mention your stakeholder and team concerns for this partnership. Explain how would you address each concern.

​Stakeholder concerns: Briefing the key stakeholders, gathering the common ICPs and then testing the partnership with limited people

​Product team concerns: Customise post check-out/transaction page and message.

​Marketing team concerns: Creating co-branded marketing assets

​Sales team concerns: Pitching offering to their select repeat/loyal customers

Solving for trust and engagement with the partner

1. Create a strategy for building trust with your partner at each step of the partnership
2. Create a strategy to improve transparency between you and your partner
3. Create a strategy to increase engagement with your partner </aside>

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​Strategy for trust building: Direct access to the CEO’s contact number and his dedicated weekly office hours for the Partnership project. Weekly/bi-monthly progress check and course correction strategy for better alignment of resources. Dedicated SPOC and human resources.

Strategy for improving transparency: Common dashboard for the lead capturing, GA4 Sharing link and bi-monthly progress review meetings.​

Strategy for increasing engagement : Dedicated fund for paid campaigns, joint campaign development and review meetings. Detailed User research before new campaigns and a dedicated CS personnel for campaign success.​

Before creating your GTM strategy, answer these questions:

​What is the problem you are solving for? : Helping businesses engaged in Govt Tendering/PWD Construction to get responses, dues and timely responses from the Govt and assisting in Govt Tendering process.

​Is there a demand for your offering? : Revenue expenditure of India's central and state governments on public works in FY 2018 was Rs161,000,000,000

Who’s your brand offering for? CXOs and Managers of Businesses engaged in PWD/CPWD Tendering

​Where does your ICP spend most of their time? : Field, Government Offices, YT, Facebook and Whatsapp