Through Channel Religion’s scar tissue, we have developed methodologies and processes to design, build and implement compelling channel programs.
Channel Readiness
Determining how a vendor is best prepared to approach building a channel program
One best practice that hasn’t changed when building or fixing channel programs over decades of technological advances; is to begin with the end-customer in mind. Our Channel Readiness methodology looks at transaction size and frequency. A low transaction size but high transaction count tells us to expand the reach of solution providers and possibly leverage distribution. In contrast, a high transaction size but low transaction count would narrow the scope of potential solution providers to a coveted few specialty firms. |
Cloud Readiness
Determining how prepared a vendor is for entry and success within the cloud services market
It’s no secret that a product centric business model is wildly different than a service centric one. We learned this early on especially when cloud services took the industry by storm. Product is basically a one-time transaction that supports a pick, pack and ship model. Whereas a monthly recurring revenue (MRR) transaction is better supported by Channel Religion’s sell, bill and support model. This dynamic alone changes the persona of most legacy partner programs. The precious medal’s approach (bronze, silver, gold) is becoming a dinosaur. |
Agile Development
The approach used to build and rapidly improve new or existing channel programs
The architecture of channel programs should be based on the idea of knowing all that is absolutely necessary to launch a program and providing that, but only that to start, as quickly and efficiently as possible to create a Minimally Viable Program (MVP). This program will still incorporate all of the necessary elements of our P.E.E.R. (Prospect, Enable, Engage & Retain) methodology, but once launched the program should experience periodic sprints to update the roadmap and implemented timely improvements for the program’s maturation. We call this process of ongoing changes and improvements “Kiazen,” which is a Japanese term for the process of constantly improving an operation. |
P.E.E.R. Framework
The proprietary Partner Lifecycle Management system used to identify and structure all elements of a vendor’s partner program.
The partner life cycle consists of Prospecting, Enabling, Engaging and Retaining solution providers. Every vendor program traverses through each of these stages. Channel Religion has identified and categorized the necessary elements for a program in any stage of development. From MVP to full maturity, the P.E.E.R. Framework is used to ensure continuity and optimal results.
The partner life cycle consists of Prospecting, Enabling, Engaging and Retaining solution providers. Every vendor program traverses through each of these stages. Channel Religion has identified and categorized the necessary elements for a program in any stage of development. From MVP to full maturity, the P.E.E.R. Framework is used to ensure continuity and optimal results.