Under Construction: Channel Lead Management

Before suppliers roll out demand creation programs with partners, they must establish key processes that impact how leads will be processed and worked. The management of competitive, technological, and incentive-related issues will all play roles in whether these processes are adopted. If the right foundation isn’t in place, forget about ever being able to build more sophisticated lead nurturing programs with partners. In this report, we describe the key processes that comprise a complete channel lead management effort, as well as key factors to keep in mind during their establishment.