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July 15, 2011
Channel Management Strategy – Selection Criteria Matters
By:
Here they are again for reference:
Today, we apply strict standards to the type of customers we will do business with through credit checks and our potential new hires must meet specific requirements or their resume never makes it to our inbox. But, when it comes to channel partners, we see the same pattern repeat itself over and over again. The assumption is that any revenue is good revenue and our cost of sale is nominal when dealing with partners so why not add one more. Organizations that take this view typically have a 20-30% higher cost model. More importantly, in our 2011 study of channel sales organization performance, the top quartile of performers all had strict selection criteria
We all have to contend with limited resources. Make sure your channel managers are supporting channel partners that really matter. To define your selection criteria, follow these steps:
Here are a sample set of criteria to prompt some thought:
This list is far from exhaustive but it is a start. Do you have a well defined set of channel selection criteria driving your channel management strategy?
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