One thing that I have come to be an expert on is technology manufacturer channel programs. I have seen to many not to be considered an expert. I have worked with large, medium, and small ones... I have worked with hardware, software, and services ones... and even ones outside the tech industry.
What do you think makes a great one? profit margins, tech support, marketing programs, client protection, partnering mentality, or even some SE funding. I would like to hear your thoughts before I tell you mine....
Also, what companies do you feel meet that definition?
Stelar....
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So this is my first posting. We'll see how much trouble this gets me into :). A great channel program has to have metrics for accountability on both sides. It also needs to be profitable for the partner to invest the necessary time and resources which can at times meet or exceed north of $50 to $100k investment. Along the lines of profitability it also needs a good services model that the channel can leverage. This includes best practice documentation and qualified support personnel that has real world experience. A concept of deal registration that makes it easy for partners to register deals and simultaneously give visibility to pipeline for the company is also a great two way advantage. The channel program has to addres channel protection. This is somewhat adressed with deal registration but is shallow. I would recommend a top down commitment to the channel program from all departments that clearly defines rules of engagement policies and are held accountable if the policies are breached.
A solid channel program is alot like a marrage of two companies agreeing not to screw each other when the chips are down. That so eloquently put is easy to say and like marrage, very difficult to implement. One size doesnt fit all.
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