Best Practice Report

Stacking Up A B2B Organization’s Channel Program

January 1st, 2018

Summary

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.

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