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bChannels Eight Step Channel Development Roadmap

bChannels Eight Step Channel Development Roadmap. bChannels Eight Step Channel Development Roadmap. 8. Demand Generation. 7. Partner Management. 6. 4. Partner Recruitment. Infrastructure Build. Design Implement Manage. 5. 3. Program Communication.

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bChannels Eight Step Channel Development Roadmap

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  1. bChannels Eight Step Channel Development Roadmap FOCUS. PEOPLE. COMPETENCY

  2. bChannels Eight Step Channel Development Roadmap 8 Demand Generation 7 Partner Management 6 4 Partner Recruitment Infrastructure Build Design Implement Manage 5 3 Program Communication Partner Program Design 2 Partner Value Proposition 1 Go to Market Model

  3. bChannels Eight Step Channel Development Roadmap DESIGN TO IMPLEMENTATION 4 • Process to Manage Partner Relationships • Performance measures, benefit delivery? • Partner Relationship Management? Infrastructure Build • Published Partner Program • Levels, requirements, benefits? • Partner account coverage model? 3 Partner Program Design 2 • Clear Statement of Partner Opportunity • What is the opportunity for the partner? • Details of investment and margin model? Partner Value Proposition 1 • Commitment to Partnering Strategy • What solutions to what customers? • Role of partner in sale to customer? Go to Market Model

  4. bChannels Eight Step Channel Development Roadmap IMPLEMENT TO MANAGE 8 • Structured Lead Management • Lead distribution and follow up? • To end customer and through partner? Demand Generation • Joint Sales Development Process • Joint planning and measures of success? • F2F and Tele account management? 7 Partner Management 6 • Scalable Engagement Model • On-boarding and enablement process? • Profiling and wallet share analysis? Partner Recruitment 5 • Targeted Partner Communication • Partner portal and e-com tools? • Partner and employee segmentation? Program Communication

  5. FOCUS. PEOPLE. COMPETENCY

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