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bChannels - eight step model

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bChannels
bChannels

The document outlines an eight step channel development roadmap from design to implementation and management. The steps include: 1) establishing a go-to-market model, 2) designing a partner value proposition, 3) designing a partner program, 4) building infrastructure to support partners, 5) communicating the partner program, 6) recruiting and engaging partners, 7) managing partner relationships, and 8) generating demand through partners.

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

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bChannels - eight step model

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