Channel Partner Management

The Importance of Channel Partner Management

Partner management, also called channel management or relationship management, is one of the most important activities companies have to have under control. If third party channels are going to be your preferred Route to Market, place them at the centre of your business universe and place your processes and resources around them.

At Qupact we see channel management not as something that is “additional” to your company, but as the life-blood of your business. Companies should be engaged in a support process for the channel partner, rather than in a managing role by lecturing the channel partner on how to do better.

You can add as many processes as you like to this diagram; the main point is that channel partners should always be at the centre of the business if they are your Route to Market. It can be the case that your channel partner is performing poorly. It is then important to understand the reasons why. Is it the margins? Or the training? Or maybe the cash flow? Together with your channel partner, you should attack the problems and try to solve them. Fixing is almost always preferable to starting over.

For more information visit http://www.qupact.com/