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