Channel partners come in many different forms. Whether they are called Resellers, Channel Partners, Integrators or Agents, there is a common set of tools that need to be created to best manage these organisations and make them a productive extension of your company.
Having to many inexperienced channel partners will cost you time and money. Having too few will cost you market share and income. Finding the right balance is critical. Managing them effectively is just as important.
In the same way organisations create sales plans to manage direct sales teams, channel managers should be effectively managing their channel partners also with channel plans. I help companies understand the process, document and create robust plans to get the most out of channel partnerships.