High Performance Channel Management

The Five Pillars of Channel Management will help you excell with your partners!

Five Pillars of Channel Management

The purpose of the Five Pillars of Sales Management is to help Channel Managers resolve some of the most challenging issues related to effectively manage partners.

1. Territory Portfolio Optimization

  • Partner rating system
  • Current territory analysis
    • Key metrics
    • Gap analysis
  • Impact on gap through partner re-engagement
  • New partner needs identified

    2. Partner Engagement and Recruiting

    • Build partner Value Proposition
    • Partner “power line” analysis & building relationships in the right places
    • Interviewing
    • Agreement to Mutual Success Plan
    • Rating the result
    • Gap analysis revisited

    3. Partner Management

    • Partner management plans
      • Define goals & expectations
      • Determine actions, owners, dates, frequency, contacts
    • Partner manager and seller development plans

    4. Tactical Field Management

    • Opportunity assessment
    • Pipeline and forecast management
    • Partner management and development
    • Partner relationship review and becoming a Trusted Advisor

    5. Field Adoption

    Ensure that sales managers immediately apply training to real-world opportunities, pipelines, and seller skill development:

    • Ensures long-term effective coaching
    • In turn, ensures long-term metric-based performance improvement by sales professionals


    These metrics, including as high as a 647% increase in sales, are quite compelling, and reveal the value of and retention from the certification programs.

    Lutz Feldmann

    Worldwide Sales Certification Program Manager, SolidWorks

    Your program and materials are terrific and I recommend any manager in Channel Sales to take advantage of the program.
    Phil Drachman

    Director of Partner Sales and Business Development, Maxxan Systems

    Online Training

    Our online training courses offer many benefits.  You can learn up to 5X more, achieve higher retention, and learn at your own pace.

    Instructor Lead Training

    Our courses can also be provided in a "blended" fashion, which combines online with instructor-lead training, or instructor-lead workshops.

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    Get in touch for even greater success


    Increase in Product Sales


    Improvement in Performance Metrics


    Increase in Pipelines


    Increase in Contract Values