The Sales Channel Development Guide

Look Inside This Guide

Click on Module to See Table of
Contents and Excerpt.
 

Module I : Channel Program Assessment

This module contains a step by step process for auditing an existing sales channel organization, process flow and performance.

Module II - Channel Program Design

Module II reviews each program component in the development of a comprehensive channel program including: product offering, marketing communications, lead management, compensation, rules of engagement and partner contract development.

Module III - Channel Partner Recruitment

This module presents a proven methodology for identifying, attracting and retaining quality channel partners.

Module IV - Channel Partner Training

This module outlines a training program for channel partners. It addresses curriculum development, platform and certification.

Module V - Channel Partner Support

This module addresses support resources necessary for a successful partner relationship.

Module VI - Channel Program Implementation

This final module presents a step-by-step process for implementing a new partner program. It defines the Channel Manager position including responsibilities, resource requirements and functional interfaces.

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