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Channel management plays

Step-by-step guides for the jobs channel managers actually do. Every step ends with a check, so you know when it is done.

  1. Play 1

    Partner recruitment

    How do you recruit channel partners?

    WhenRun this when you need new coverage in a market, segment or service you cannot reach today.RhythmA few weeks per partner, from first call to signed plan
  2. Play 2

    Partner onboarding

    What does good partner onboarding look like?

    WhenRun this the day a new partner signs.RhythmThe first 90 days of a partnership
  3. Play 3

    Partner business plans

    What goes into a partner business plan?

    WhenRun this once a year with each key partner, and again when a plan clearly breaks.RhythmOne working session to build, monthly checks, a formal review each quarter
  4. Play 4

    QBR prep

    What should a partner QBR cover?

    WhenRun this once a quarter with every partner on a business plan.RhythmAn afternoon to prepare, 60 to 90 minutes to run
  5. Play 5

    MDF planning

    How does MDF planning work?

    WhenRun this when funds are allocated each period, and before approving any single request.RhythmPlan at allocation, check monthly, measure after each activity
  6. Play 6

    Deal registration and channel conflict

    How do you handle deal registration conflict?

    WhenRun this the moment two parties claim the same opportunity.RhythmDecide within days, review the pattern each quarter
  7. Play 7

    Partner call prep

    How do you prepare for a partner call?

    WhenRun this before every partner call, including the quick ones.RhythmTen minutes before the call
  8. Play 8

    Your first 90 days

    How do you start as a new channel manager?

    WhenRun this in your first week in a new channel role, or when you inherit a new set of partners.RhythmYour first 90 days

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