The characteristics of the competency profiles of the best channel management professionals revolve around business depth and breadth. Our research on the “”best of the best”” channel management professionals has provided a clear profile of the required competencies. At the individual level, those readers
who are “”quota-carrying”” channel management personnel should do a self-assessment.
Of the seven competencies provided below, the best channel professionals possess at least five of them.
Self Assessment
Have Don’t Have
The ability to critically review the business strategy of a channel partner and clearly comprehend their direction and how to build/sustain the vendor’s component of that channel partner’s business.
Have or don’t have?
The ability to talk finance with key managers in partnership and understand partner finance.
Have or don’t have?
The knowledge of how to create a compelling ROI scenario for partners using the vendor’s products, services and programs as the return catalyst.
Have or don’t have?
The ability to connect the vendor’s products and/or services with the investment and return needs of partner CEOs.
Have or don’t have?
The ability to understand the capabilities of each of the various species of the vendor’s Title Taking and Influence Partners and how to get them to invest in the vendor’s channel programs.
Have or don’t have?
The ability to articulate to current and potential channel partners how and where they can make money selling the products and services of your organization.
Have or don’t have?
The ability to know how and where to make an impact on the “channel system” and how to identify and work with partners key to your market success.
Have or don’t have?
Should you not have five or more competencies, you should create a personal plan to acquire them.
Bruce Stuart, is the president of ChannelCorp Management Consultants Inc.
ChannelCorp is a global management consulting firm that specializes in increasing the productivity of vendors’ channels, and the value of the businesses of IT vendors’ channel partners. Visit ChannelCorp’s Web site at www.channelcorp.com.