PHASE 12: CHANNEL SUCCESS

Ensure the success of your channel program by ensuring your partners are sharing in your success, and effectively enabling your customers.

 

A chain is only as strong as its weakest links. For the portion of your customer base that is served by channel partners, their expectations are no different. Ensuring your channel partners are investing the right efforts to serve your customers.

Rapid Diagnostic

1. Your channel partners clearly understand the Customer Success needs of your customers.

2. Your channel partners clearly understand the experience needs of your customers.

3. Your channel partners consistently deliver the right outcomes for your customers.

4. You can count on your channel partners to deliver effective service to your customers.

5. Your partners are equipped to deliver the right outcomes for your customers.

6. Your partners are equipped to deliver the right experiences for your customers.

7. Your partners clearly understand the role they play, and who to engage at your company to serve your customers.

8. The way you pay your channel partners aligns their interests with your customers and your company.

9. Your partner management organization and partners have a single view of their performance.

10. You have the right level of staffing to support your partners.

Deliverables

• Channel Success Operating Plan

• Mission, Objectives, KPIs

• Channel Playbook

• Partner Enablement Plan

INDUSTRY
STRATEGY AREA
CONTENT TYPE
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July 17 2019
Customer Journey Map Tool
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