Why is there a need to launch a channel program?
What opportunities would be placed for the partners to shake hands with your company?
What would be the role of your partner in the channel program?
What incentives can be part of channeling and go-to-market strategy rather than being direct vendor for customers?
The compelling motive for channel needs to be a cultural one, this will enable the vendor to reach every niche market with more sellers and customers being acquired with less selling-cost and efficient marketing.
Providing incentives and value-added services such as: financial services or customer-care services, to the channel will enable partner success.
Make the partners realize their guaranteed widespread brand recognition, value of product sales, economic benefits and potential return of the investment.