Effective Channel Management

Get the most out of your sales channels!

Manage your channels

Now that you have found and appointed the right channel partners, you need to capture and retain their mindshare as well as optimize their performances.

Stage 3 provides a comprehensive overview of the 9 critical factors you need to manage
in order to be successful and get the best results from your channels:

• Business planning : develop a simple joint business plan with each channel.
• Competition analysis : identify all the players, local as well as global.
• Training : use crossTRAIN to develop an effective supplier/channel training program.
• Collateral support : what you need to provide to the channel.
• Product development : how to make your channel part of the process.
• Process management : learn to manage the process, not the channel.
• Relationship building : the do's and don't of succesful channel relationships.
• Performance review : how to do effective reviews and stay on your sales plan.