Chanimal

A video podcast that Chanimal participated in: "5 Keys to Successful Channel Partnerships."

Chapter 1: Positioning your product for channel success
Chapter 2: Designing partner-friendly margins
Chapter 3: Showing partners the love they deserve
Chapter 4: Onboarding partners for maximum impact
Chapter 5: Activating and supporting partner growth

5 Keys to Channel Partnerships Success | Video Podcast Discover 5 keys to successful channel partnerships with Ted Finch, covering strategies for partner onboarding, enablement & long-term success.

Last week I mentioned that all Chanimals who want to be successful know that "No Other Success can Compensate for Failure in the Home." One of the greatest indicators of that success is Love at Home - and if you are fortunate, with a loving spouse and family. I proposed a few ideas to make this Valentine's Day special--showing a video idea created for my wife. See the prior post for the sample.

This week, with Valentine's only a few days away, I would like to double down on one of the greatest gifts you can give to your spouse and family, which is being "A Good Man" (if you are a man ;-). We see what happens when this is missing in the home.

To help this along, I created this song, based on a poem I wrote for my wife in 2003--while climbing the corporate ladder, back when I was gone from home way too often, and way too late--and then had to prioritize what mattered most. Perhaps it might put things in perspective for you, as it did for me. Happy Valentine's Day (week) in advance. Turn on the cc for the lyrics.

Heart of Steel Superman #music, #video, #smallville "Heart of Steel - Superman in My Own Way"Lyrics based on my poem, "Superman"I watch the show called SmallvilleTo see if I can findA comparison to my own life...

A "Channel Manager" can be anything. In fact, you don't always know what you've got. A Director of Channels at Google asked me, "What is MDF?" Uh ooh. A 10 year channel veteran of channels at a 22 billion company had ONLY done promotions. Most have never setup a program from scratch, don't know how to determine margins, and know little about agreements. Some have never recruited. Or ONLY worked with VARs--not MSPs, SIs, Retail...

Here are some questions you should consider when interviewing a channel manager candidate (so you know what you've got):

How do you define channel management?
Explain the difference between channel sales and channel marketing
What part of each of these roles have you done?
What experience have you had setting up a program from scratch?
Define the elements of a good reseller program.
How do you typically recruit resellers?
How do you get resellers to sign up?
What is your greatest recruiting success?
Have you used any rep firms? Which ones?
What CRM have you used?
Have you used a PRM?
What have you done to onboard them?
What are the biggest holes in onboarding that you've seen?
Have you setup a certification program?
How do you disseminate leads?
How do you follow-up on reseller leads?
Have you worked with government/GSA deals?
Have you worked with distributors? Which ones?
Have you negotiated any distributor deals?
How do you train your resellers to sell the product?
Have you done model or coaching calls?
What are your ratios? (close, call back, avg deal size)
What sales books have you read?
Do you know what your reseller recommendation rate is?
Have you ever done merchandising?
What about setting up and running an affiliate program?
What sales management books have you read?
How did you learn channel management?
How do you motivate your resellers?
How have you helped your channel partners to sell?

This is a good place to start. Other questions you think are critical?

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