Channel Outsource

A good design is an essential start point for effective outsourced channels. This needs to start with some clear and agreed strategic objectives. Beyond fiscal targets how is the channel going to support your overall strategic objectives? These may include global coverage, coverage of mid market, leveraging influencers and resellers into a single team.

Once a strategy is agreed a best practice is to document the channel development framework – this includes end to end process and role definitions. A channel support programme has several key elements covering marketing, sales and technical support. Before you are ready to go and recruit Partners you need to ensure that you have a practical contract a winning Partner Value Proposition and documented guidelines.

Typical questions answered by strategic channel plan include:

• Which countries and geographies should be our focus?
• Which market segments, what size and what are the business drivers?
• How many and what type of Partners do we need?