trainingPACT

Stage 2

Dive deeper into the channel development process

Channel Selection

Search the most suitable channel partners for your business according to the 14 Channel Prerequisites. The Market Overview tool facilitates this step by quickly identifying and mapping the critical players in your market.
Profile potential channels using templates and the PACT™ methodology.
Rapidly assess the compatibility of potential channels with your products and existing infrastructure.

Channel Engagement

Preparation: The first contact with your potential channels is a critical step. You need to arouse interest and confirm that the companies you are engaging match your expectations. trainingPACT provides a Partner Proposition template to get the best results from this first approach.

Negotiation: trainingPACT's key recommendations will help you to set up a legal and enforceable contract with your prospective channel that will meet your objectives. Remember, channel engagement is NOT selling!
Information on the different types of agreements and drafting guidelines will enable you to deliver a document to your lawyer that can be quickly and efficiently legalized.

Included:

Memorandum of Understanding template
Agreement Drafting Guidelines