Channel Mechanics

Channel Program Design

Channel Program design is the building of the “gives and gets” that engage and excite your partners.

While at the same time channel program design is ensuring that you and your proposition are conveying correctly. In other words, your product cannot stand alone. As a result, you need structure, rewards, and processes in place to enable, train, and motivate your partners.

Firstly, you must define your strategy in the channel maturity journey; how many of which types of partners do you need to meet your business goals? In which Geo’s? And finally, what you need to do to ensure those partners are true channel partners. “Partnerships” needs to be just that, and not an occasional call to see what sales are in pipeline. In short, how you design your channel program will play a critical role.

  • 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.

Talk to Channel Mechanics today and see how our channel program automation platform can transform your channel

Stay Connected

Follow Channel Mechanics on LinkedIn and Twitter to stay up to date on all things channel.


Schedule a demo

Discover how our channel enablement platform can transform your channel strategy. Schedule a demo today.


Schedule a Demo

Have a Question?
Please get in touch with the Channel Mechanics team

Tel (US): +1 (408) 673 4008

Tel (UK): +44 (0) 20 8132 9860

Tel (IRE): +353 (0) 91 414070

Email: info@channelmechanics.com

Send us a question.

Country

Nature of inquiry...

Have a Question?
Please get in touch with the Channel Mechanics team

Tel (US): +1 (408) 673 4008

Tel (UK): +44 (0) 20 8132 9860

Tel (IRE): +353 (0) 91 414070

Email: info@channelmechanics.com

This website uses cookies as described in our Cookies Policy. By using the website you agree to these cookies being set. To find out more, please see our Cookies Policy, Privacy Statement and find out further information at http://www.allaboutcookies.org/