About
Define channel partner roles to more effectively manage relationships. For organizations that use indirect channel sales partners for all or part of their revenues, Channel Partner Managers (CPMs) play an essential part of those companies’ success. Unfortunately, in working with our clients, we find that the role of the CPM is often defined too vaguely. Without clear guidance, a CPM will spend too much of their time simply reacting to partner requests, instead of working proactively to develop and maximize channel partner sales results. Channel Partner Management (CPM) is a methodology designed to help channel partner managers to develop and manage a portfolio of partners to generate higher levels of sales results. The program provides repeatable methods and tools, and develops the skills required to effectively identify and recruit channel partners, jointly plan for partners’ growth and success, and significantly improve the level of relationship with channel partner organizations. The result of Channel Partner Management is a more successful channel sales organization with higher levels of sales productivity, more efficient use of channel support resources, and more profitable business.