Successful Channel Manager Skills Matrix

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From Novice To Professional—What Skills Are Required To Be A Successful Channel Manager?

http://www.channelmanagement.com/CMI/Dec2011_article.html

Image Source: Chairman Steve Hammond, Global Channel Working Group, 2008-2010

Successful Channel Manager Skills Matrix

  1. 1. Channel Professional Skills Framework Sales Account Management Program Management Account Bus Analysis Engage Tech Account Performance Resourses Planning Analysis Sales Inventory White Space Engagement Account Incentive Management Analysis Models Mapping Design StrategicTactical Account Account Program Registration Coverage Conflict Presentation Reviews Win/Loss Design Design Modeling Management Partner ISV/IHV Contest Co-Op/MDF Recruitment On-Boarding Profiling Community Activation Management Design System Partner Portal Sales Heat Promotion Recruitment Portal Acceleration Models Management Mapping Measures Program Design Program Communicati Program Co-Op/MDF Promotion Legal ons Mapping Propensity Design Agreement Measure Message Platform Marketing Management Segment/Strategic Management Marketing
  2. 2. Required Core Skills Sales Account Management Program Management Account Bus Analysis Account Engage Tech Performance Planning Resourses Analysis Sales Inventory White Space Engagement Account Incentive Management Analysis Models Mapping Design StrategicTactical Account Account Program Registration Coverage Conflict Presentation Reviews Win/Loss Design Design Modeling Management Program ISV/IHV Contest Co-Op/MDF Recruitment On-Boarding Profiling Community Mapping Management Design System Partner Portal Sales Heat Promotion Recruitment Portal Acceleration Models Management Mapping Measures Program Design Program Communicati Partner Co-Op/MDF Promotion Legal ons Propensity Design Agreement Activation Measure Message Platform Marketing Management Segment/Strategic Management Marketing
  3. 3. Intermediate Skills Sales Account Management Program Management Account Bus Analysis Account Engage Tech Performance Planning Resourses Analysis Sales Inventory White Space Engagement Account Management Incentive Analysis Models Mapping Design StrategicTactical Account Account Program Registration Coverage Conflict Presentation Reviews Win/Loss Design Design Modeling Management Program ISV/IHV Contest Co-Op/MDF Recruitment On-Boarding Profiling Community Mapping Management Design System Partner Sales Heat Promotion Recruitment Portal Acceleration Portal Models Mapping Measures Program Design Program Management Co-Op/MDF Promotion Legal Communicati Partner Propensity Measure Design Agreement ons Activation Message Platform Marketing Management Segment/Strategic Management Marketing
  4. 4. Advanced Skills Sales Account Management Program Management Account Bus Analysis Account Engage Tech Performance Planning Resourses Analysis Sales Inventory White Space Account Engagement Management Incentive Analysis Mapping Models Design StrategicTactical Account Program Registration Coverage Account Conflict Reviews Win/Loss Design Design Modeling Presentation Management Program ISV/IHV Contest Co-Op/MDF Recruitment On-Boarding Profiling Community Mapping Management Design System Partner Portal Sales Heat Promotion Recruitment Portal Acceleration Models Management Mapping Measures Program Design Program Co-Op/MDF Promotion Legal Communicati Partner Propensity Measure Design Agreement ons Activation Message Platform Marketing Management Segment/Strategic Management Marketing

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