T Association CompTIA says that macro forces such as cloud migration and transformation applications need a channel strategy and channel planning, like data explosion growth, building a channel business requires a finger pointing to the pulse of business technology consumers and the macro forces that drive change to keep ahead of the fast-changing it world and its impact on businesses. Software that is services (SaaS), cloud computing, sensor based data collection and new partnerships are dramatically changing channel patterns.
A deliberate and well-planned channel model that is consistent with the business transition market is critical to the success of long-term indirect channels. Building, piloting, evaluating and perfecting the model is more important than ever. Channel leaders must also consistently learn and develop to meet the needs of the company and the market. CompTIA has provided nine steps for the development of the channel business, which is part of a quick start guide to the Channel Strategy guide
- Determining the reasons for establishing channels
Companies tend to consider indirect strategies when increasing the number of direct sales resources is not the actual way to build revenue. However, businesses can also benefit from channels in other ways, including products or services that are not independent products, or growth strategies that include new geographic areas or vertical markets.
- Market validation
Validating partners’ opportunities is necessary to ensure that partners have compelling business claims. The business proposition of a partner is different from the end-user’s value proposition. The motivations and indicators of success are different. The business proposition of partners addresses the key reasons why this relationship is beneficial to suppliers and partners. Develop successful partnerships when goals and strategies are aligned.
- Make sure the company is ready
Several internal issues need to be addressed to ensure that the company is ready to cooperate with the channel. Real preparation comes from all levels of the organization and directly affects the competitiveness of the channel. Before launching the channel strategy, ensure that the organization has the same leadership and support, channel team roles and support, and channel tools and resources to ensure the success of the channel.
- Ensure the preparation of products and services
How suppliers prepare channel value and channel readiness will be an important part of ensuring successful product launches. Some of these factors include: clear product information; Awareness of existing and emerging markets; Competitive pricing and service and support. Training is critical to the ability of most partners to achieve product success. If a partner cannot intelligently discuss the product as part of a solution set, they cannot effectively sell it. The result is a longer increase in the number and revenue targets.
- Choosing the right partner
- Assessment and validation
Once the partner joins and the plan is in place, it is time to assess whether the enterprise has made the right decision and validated the strategy. This is also the best time to implement any course revisions in the plan to get the desired results.
- Growth lever