02 — Capability · BC-440
Partner & Channel
Reach customers through other companies — resellers, distributors, agents, marketplaces and alliances — by choosing the routes to market, recruiting and enabling the partners on them, and sharing leads, deals and rewards in a way both sides can predict.
- Channel Management
- Partner Management
- Indirect Sales
- Alliances
In scope
- Route-to-market design and the rules that keep channels from colliding
- Recruiting, qualifying, contracting and enabling partners
- Partner performance, planning and compliance
- Deal registration, lead sharing, incentives and settlement
Out of scope
- Direct selling by the organization's own sellers (see BC-430)
- Suppliers the organization buys from rather than sells through (see BC-640)
- Dealer networks specific to industrial equipment (see BC-1170)
Realized by · 1
- Salesforce · Experience Cloudstrong via BC-440.40
Used in · 1
- Lead-to-Cash · 02 Develop Opportunity via BC-440.40
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 5
- BC-440.10Channel StrategyDecide which customer segments are served directly, which through partners and of what type, and set the rules that stop channels undercutting each other for the same deal.
- BC-440.20Partner Recruitment & OnboardingFind partners who fit the program, confirm they are who they say they are, sign them, and bring them to the point where they can sell and support the offering competently.
- BC-440.30Partner PerformanceKnow which partners produce, plan jointly with the ones that matter, and keep every partner inside the program's rules so the channel grows without growing the risk.
- BC-440.40Partner Sales & Deal SupportShare opportunities with partners and protect the ones they bring, so the organization and its partners pursue customers together instead of competing for credit.
- BC-440.50Partner Incentives & SettlementReward partners for the behavior the program wants, calculate what each has earned correctly, and pay it without dispute, so incentives drive selling rather than reconciliation.