CHANNEL RENOVATION AND RECONSTRUCTION : the COR White Paper

We are six months into a very strange year. Channelcorp’s clients are seeing hot markets coexisting with cold markets and high customer demand living side by side with low customer demand. In many markets shortages are forcing product allocation for the first time in many years. In the middle of this our clients are trying to run coherent channel strategies and rebuild and/or re-invigorate and/or transform their channel partners and their partner ecosystems. Many have new people responsible for channel sales, service and support whereas some have the same teams they had 18-24 months ago.

Time to take a good hard look at channel strategy

Whatever your situation, six months into the year (half-time so to speak) is a good time to take a good hard look at channel strategy and partner ecosystems. Finishing off the year strong and well situated for 2022 has to be major corporate objective.

Channel Operation Review White Paper

We have created a white paper, the Channels Operations Review (COR), that our clients are saying is very useful in helping them structure a mid year channel operations review. The white paper is comprised of nine diagnostic checklists and more than 100 strategic questions to help you and your team “get to the truth”. It is objective, rigorous, analytical and supportive of the "outside in" assessments that are required to make headway. This tool for channel and channel strategy review and assessment will help you and your team see the opportunities and threats that require responses right now and in the near future.

New people in key channel posts

Many key channel posts have new people in them in the last 6-12 months. Some “new people” are internal promotions, but 50% of new people are actually net new to organizations. However these "new" people arrived, they have about 90-100 days to assess the state of the channels that they have inherited and formulate a plan for renovation, reconstruction and performance improvement. That is why they have been brought in.

Using the COR White Paper

The COR white paper is being used in many ways in many organizations. Some recipients are just reading it, and keeping the contents a secret. Some are reading it and then sharing it around their organizations. Some are using some or all of the questions to drive an in-house operations review process and then bringing us in to help them understand the meaning of what they found. Some are bringing Channelcorp in to conduct a Channels Operations Review using the COR white paper as a guide. 

Whatever happens, it all starts with a read of the COR white paper. To that end, if you would like a copy send us a note ([email protected]) . We look forward to your comments and feedback. As always if we can assist, just let us know.