Drive Your Channel Productivity Globally

When new opportunities beckon, many companies are tempted to jump in too early, and try to boost new product sales by building a massive channel partner network rather than examining whether the channel is equipped to deliver on expectations. Very often, in fact, a more discriminating approach yields better results. In a previous post, we discussed the necessity for channel-driven companies to balance their hopes for new products with an understanding of the economic and margin goals, the growth opportunity, the partner value proposition and their ability to ensure partner differentiation as the product matures. In the next stage of launch preparation, the focus needs to be on how to equip the channel for long-term success. There are five key checkpoints for this phase. How will you help partners to develop? - Developing a channel partner network takes time, and few organizations are equipped or ready to wait out the time for their network to mature. More frequently, we see major changes rather than incremen