Operational Systems to Support the Business

Using the Role Framework as a foundation, the existing channel management processes, tools and organization can be evaluated, gaps can be identified, and refinement recommendations made.

With improved role clarity, the channel management processes can be streamlined and improved for functional effectiveness; existing tools can be refined and an overall tools strategy can be developed to most effectively support the channel management efforts; and the existing organizational structure can be improved.

Organizational change recommendations range from changing manager span-of-control, to refining the partner prioritization metrics, to introducing support roles for lower-touch partners.