The Ultimate Field Guide to Building a Channel

“Is my organization ready for the channel?”

At AchieveUnite, we frequently hear this question from our clients, and for good reason. Building, launching and maintaining a successful channel organization requires a significant amount of time, money and resources. Deciding on the right channel strategy is a first big step for any company. In order to do this, CEOs and Chief Revenue Officers need to address the following questions:

  • Is our company, infrastructure and solutions “channel-ready”?
  • What resources and processes do we need to have in place in order to ensure a successful launch, the first time?
  • How do we establish and evaluate success metrics?

In order to help enterprises answer these questions and more, we’ve teamed up with Global SaaS Partner Relationship Management Leader Impartner to produce The Ultimate Field Guide to Building a Channel. Written by our own channel strategist, Theresa Caragol, and the Achieve Team, this guide provides comprehensive, actionable information for channel chiefs on how to evaluate their organization’s channel readiness; what key action items to take on to get started on your channel plan, and how to deploy the right resources early on to ensure long-term sustainable success.

According to Caragol, “Organizations that approach their indirect channel business as a strategic, integral part of their overall sales strategy are far more likely to experience long-term success than companies that view it as simply a short-term cost experiment. This guide provides essential information and insights to help companies uncover their channel readiness and establish a smart strategy with a phased approach attached to growth.”

The Ultimate Field Guide to Building a Channel is broken out into five key sections. Each section includes industry insights, tips, checklists and action items that organizations can take in order to build, scale and evaluate their channel initiatives.

  1. Are you ready for the channel?
  2. Uncover your readiness for the channel
  3. Getting started
  4. Best practices
  5. Summary

According to Impartner Chief Marketing Officer, Dave R. Taylor, “The indirect channel provides a plug-and-play scenario with the potential to have an immediate impact on sales. This guide is intended to help channel chiefs move quickly and accelerate their channel success.”

Download your copy here.

Need help launching or jumpstarting a channel program? The AchieveUnite team helps enterprises generate maximum results from their channel and alliance partner organizations. We provide custom workshops and sales tools, online communities, and one-to-one coaching – all designed to help organizations streamline their operations, optimize their resources, and accelerate their partners’ sales success. Contact us to learn more.



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