To get more from channel managers, companies should 1) prepare them for their complex role with product, market, sales, and partner enablement training, 2) provide productivity and effectiveness tools like quick scorecards and business planning tools, 3) develop business consulting tools to help managers become consultants who can summarize partner needs and goals and match them to resources and actions, and 4) align manager incentives with partner success metrics like sales, capabilities, profitability, planning, and satisfaction.

1. How to Get More
from Your Channel
Managers

2. 1.
Prepare Channel
Managers for This Highly
Complex Role

3. Prepare Channel Managers for This
Highly Complex Role
1. Product Enablement
2. Market Opportunity Expertise
3. Sales Expertise
4. Partner Enablement Capabilities
5. Marketing Strategy Training
6. Partner Business Model Training
7. Partner Profitability Modelling Expertise

4. 2.
Provide Productivity and
Effectiveness Tools for
Channel Managers

5. Provide Productivity and Effectiveness
Tools for Channel Managers
1. 5 Minute, Partner Life-Stage Scorecard and
Action Planning Tools
2. 10 Minute, 36 Month Partner Business
Planning Tools
3. 5 Minute Partner Quarterly Business Review
(QBR) Tools

6. 3.
Develop Business Consulting
Tools of Channel Managers

7. Develop Business Consulting Tools of
Channel Managers
1. Show Channel Managers How to Become
Professional Consultants
2. Summarizing Partner’s Needs and Goals
3. Summarizing Partner’s Needs and Goals
4. Match Goals to Resources and Actions
5. Support Implementation

8. 4.
Align Channel Manager
Incentives with Partner
Success and Business
Outcomes

9. Align Channel Manager Incentives with
Partner Success and Business
Outcomes
1. Partners Sales & Pipeline Metrics
2. Partner Capabilities Metrics
3. Partner Profitability Metrics
4. Partner Planning & Performance Management
Metrics
5. Partner Satisfaction & Activation Metrics

10. Thanks!
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