bChannels Eight Step Channel Development Roadmap
FOCUS. PEOPLE. COMPETENCY
Design
I
mplement
M
anage
Design
I
mplement
M
anage
Program Communication
Partner Recruitment
Partner Management
Demand Generation
6
7
8
5
Go to Market Model
Partner Value Proposition
Partner Program Design
Infrastructure Build
2
3
4
1
bChannels Eight Step Channel Development Roadmap
bChannels Eight Step Channel Development Roadmap
Go to Market Model
Partner Value Proposition
Partner Program Design
Infrastructure Build
2
3
4
1 Commitment to Partnering Strategy• What solutions to what customers?• Role of partner in sale to customer?
Clear Statement of Partner Opportunity• What is the opportunity for the partner?• Details of investment and margin model?
Published Partner Program• Levels, requirements, benefits?• Partner account coverage model?
Process to Manage Partner Relationships• Performance measures, benefit delivery?• Partner Relationship Management?
DESIGN TO IMPLEMENTATION
bChannels Eight Step Channel Development Roadmap
Program Communication
Partner Recruitment
Partner Management
Demand Generation
6
7
8
5 Targeted Partner Communication• Partner portal and e-com tools?• Partner and employee segmentation?
Scalable Engagement Model• On-boarding and enablement process?• Profiling and wallet share analysis?
Joint Sales Development Process• Joint planning and measures of success?• F2F and Tele account management?
Structured Lead Management• Lead distribution and follow up?• To end customer and through partner?
IMPLEMENT TO MANAGE
FOCUS. PEOPLE. COMPETENCY