The Sales Channel Development Guide

The Sales Channel Development Guide is a valuable tool for companies that work with agents, VARS/resellers, distributors, brokers, franchisees, alliance or affinity partners. It addresses critical issues such as partner relationship management, marketing campaign execution, channel conflict management, partner training and support.

The Sales Channel Development Guide can help you (1) drive more revenue from existing channel partners, (2) recruit more productive partners and (3) develop an industry-leading channel program. The guide contains six stand-alone modules:

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: product offering, pricing, promotion, marketing communications, program parameters, lead management, compensation, rules of engagement, partner contract development and measurement/reporting.

Module III : Channel Partner Recruitment

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

Module IV : Channel Partner Training

In Module IV, steps are outlined for the development of a training program for new channel partners or existing partners. It addresses curriculum development, platform and certification.

Module V : Channel Partner Support

This module presents the type, degree and accessibility of support resources required for a successful channel program.

Module VI : Channel Program Implementation

This final module defines the Channel Manager position including responsibilities, resource requirements, functional interfaces and new partner implementation.

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"This guide is loaded with insight and actionable steps that can be put to immediate use. It has been an invaluable tool for my clients' channel programs."

Mary Dolan
President, Melrose Consulting

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