Looking at Best Practices in building a Channel Management Team…
8.3.2011 par admin.
In an indirect business model, it’s crucial to define the best way in Building a Channel Management Team that really understands and can deliver results from your Channel Partners…
From my experience, I would stress on three points : clear goal, easy communication, and permanent follow-up.
Clear Goal:
In the team 1st tier and second tier should be definitly separated in order to avoid any conflict. Then as every one’s perimeter (customers) and responsabilities are defined the goal is stressed on “building a forecast” and focuse on sales-out.
Easy communication:
Internal: constant comunication with the team members to share ASAP the “problems”. Losing time is the worst thing for a channel customer”.
External: Be able to have a close relationship with each customer to explain my main concern (marketshare,…) an understand his (margin, MDF…) Then it must lead your team to make quick decision (they have enough autonomy the goal and limits are clearly defined).
Permanent follow-up:
Internal : weekly report of the channel activity by your team including : Forcast review, sales-out level, sales operation opportunities, competitors activities…
External: Weekly sales-out report, immediat contermeasure when needed to reach the sales-out…,
All the best…
