Stacking Up A B2B Organization’s Channel Program

In B2B channels, partners juggle multiple supplier relationships, weighing their respective benefits to determine which deserve more focus. In response, suppliers attempt to create best-in-class channel programs that invest in technology, recruit new partners, and enable and create demand with them. How a channel program “stacks up” against others determines what changes or new investments are made to keep partners engaged and producing. In this report, we introduce the Channel TRED Model Self-Assessment Scorecard, which channel leaders can use both to measure themselves against competitors and as a diagnostic tool to indicate areas that require improvement.