Building the Channel Sales Plan: Define and Align

January 1st, 2018

Summary

Start building a channel sales plan by establishing clarity on how, where and when the channel will participate in the supplier’s go-to-market strategy. Identifying the specific purpose of the channel ensures clear expectations for partners’ roles and details about how they will contribute to the achievement of corporate goals. Setting channel sales goals, objectives and priorities drives alignment for the next phase of decisionmaking in the channel sales plan.

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