Best Practice Report

Establishing The Right Channel Management Cadence

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

Summary

Adherence to a standard meeting calendar and format drives productive interactions between strategic partners and partner account managers. Gaining commitment to quarterly business reviews and weekly forecast reviews requires effective preparation and provides value to the partner. Providing partner account managers with the right training, data, tools, and motivation is critical to success. In this report, we provide guidelines for the four critical disciplines of an optimal channel management cadence.

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