Best Practice Report

Channel Management Cadence Deep Dive: Monthly Alignment Meetings

January 1st, 2018
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst

Summary

Monthly alignment meetings are structured partner checkpoints that focus on opportunities in the early-to-mid stages of a partner’s sales pipeline. The state of a partner’s sales pipeline can provide more insight into the state of the partnership than simply looking at revenue numbers. Partner account managers must take ownership of monthly alignment meetings, and management must provide them with the required training and tools. In this report, we dive deep into monthly alignment meetings to identify five sets of best practices and tools that channel sales leaders can use to strengthen channel partner relationships and performance.

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