There are a lot of things a channel VP can do to accelerate revenues, but choosing exactly what to do based on an honest assessment of your channel’s life stage is a great place to start.
All channel organizations are at different stages in their development and maturity, and each stage indicates a different set of improvement priorities and actions.
Early channel program life-stages focus on partner recruiting and initial activation. Later life stages tend to center on partner commitment development, increasing percentage of partner-led deals, and partner pipeline development. Partner program development needs to be acutely aware of exactly where a program’s development is today and align growth initiatives with its current life stage.
Achieving sustainable growth with your channel is only possible if you match your strategies, resources, and tools with your channel organization’s life-stage. This alignment will guide your strategy to select the right systems and tools to achieve your channel life-stage goals.
I recently had the pleasure of collaborating with Channel Luminary Gary Morris of Successful Channels to create a detailed whitepaper on this subject. This publication contains a wealth of actionable insights on how to understand your channel life stage and build an action plan that will move the key metrics you need to influence as a result.
Download your free copy today here.