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