2. bChannels Eight Step Channel
Development Roadmap
8 Demand
Generation
7 Partner
Management
e
ag
6 Partner M an
Infrastructure 4
Recruitment Build
t
en
Program
le m
5
Partner 3
Communication p
Im Program Design
Partner Value 2
ign Proposition
D es
Go to Market 1
Model
3. bChannels Eight Step Channel
Development Roadmap
DESIGN TO IMPLEMENTATION
Infrastructure 4 Process to Manage Partner Relationships
• Performance measures, benefit delivery?
Build
• Partner Relationship Management?
Published Partner Program
Partner 3
• Levels, requirements, benefits?
Program Design
• Partner account coverage model?
Clear Statement of Partner Opportunity
Partner Value 2
• What is the opportunity for the partner?
Proposition
• Details of investment and margin model?
Commitment to Partnering Strategy
Go to Market 1
• What solutions to what customers?
Model • Role of partner in sale to customer?
4. bChannels Eight Step Channel
Development Roadmap
IMPLEMENT TO MANAGE
Demand 8 Structured Lead Management
• Lead distribution and follow up?
Generation
• To end customer and through partner?
Joint Sales Development Process
Partner 7
• Joint planning and measures of success?
Management
• F2F and Tele account management?
Scalable Engagement Model
Partner 6
• On-boarding and enablement process?
Recruitment
• Profiling and wallet share analysis?
Targeted Partner Communication
Program 5
• Partner portal and e-com tools?
Communication • Partner and employee segmentation?
