Channel Program Design

As your business through the channel matures, you will need to incorporate more program elements (from training and certification, to support, sales and marketing). To ensure these programs run efficiently, without a huge drain on internal resources, systems need to be evaluated to support both the automation of associated processes and ensure ease of doing business in how you engage with partners.

It is a very competitive marketplace, and it is important to make it simple for partners to understand the program rules. In turn, partners need to easily see how they are tracking against your requirements – how much revenue has been generated this quarter? Or who needs to take additional training to be compliant on your partner program?

Partners come in all shapes and sizes from traditional reselling partners and distributors, to emerging types such as Influencers, Advisors, MSPs and Advocates. Each type will be motivated differently, and your programs need to reflect this. Some partners will even be as big, if not bigger, than your own business, and will come with certain expectations as to your programs.

In short order, channel program design becomes a mixed matrix which needs to be flexed for different products, partners, geo’s, and markets.

Ask yourself; “is your program the very best it can be for all parties?” And if you don’t know the answer – then go and ask your partners.

During that conversation, if asked what they look for in a vendor, they will ask for an easy partner experience. Achieving this requires the right strategy, partnerships, rules of engagement, program design, and a technology solution or platform that underpins your program to make things easier for you and your partners.

Channel Mechanics will empower your channel to excel on your behalf. Discover how our channel program automation platform can drive your channel program design to new heights.