Aligning Your Channel Plans

There is a lot to accomplish when managing a robust channel ecosystem. The interesting part of being a channel leader (at least for me) is that you have to work across a broad set of both internal and external constituencies. It is our job to make sure that we are implementing a suite of initiatives that satisfy the needs of all. This is not easy to accomplish, especially if you do not have a plan. I have previously discussed on this blog (and in greater detail on the Channel Connexions website) the process to use when developing and managing programs. But where do you start? How do you know which efforts are the right ones…the programs that will meet the needs of both your internal and external partners?

I think there is a simple, yet effective, way to identify opportunities by using an assessment process. It is really quite simple:

Over the next week or so, I will provide some additional details into each of the stages of this process. The 90-Day Process is really a guideline, but as you will see as we dive deeper into the processes, there are a fair number of considerations, none of which should be ignored.

I know that I spend a lot of time talking about channel management processes. I do this because it is important. Too often people assume that processes inhibit creativity and slow down implementation. This does not necessarily have to be the case. An effective process will ensure diligence and a focus on delivering results that matter to your company, as well as the various contingencies that rely on your success.