New channel managers
Know where to start, which partners to prioritise and what to do in your first 90 days.
THE CHANNEL MANAGER STARTER KIT
Your channel.
Your next step.
Build a solid foundation and put it into practice with a guide and 10 editable templates.
For new channel managers, partner teams and technology businesses building a more structured approach to partner growth.
Coming soon · Pricing to be announced.
FIND YOUR STARTING POINT
Who this kit is for.
For people building, managing or improving a B2B technology partner channel.
Sales professionals moving into channel management
Turn direct sales experience into a structured approach to selling with and through partners.
Founders and sales leaders building a partner channel
Select suitable partners, plan onboarding and set clear commercial goals.
Experienced channel managers
Save preparation time with editable tools for business planning, pipeline reviews and partner performance.
Built for hardware, software, PaaS and SaaS partner ecosystems.
WHAT’S INCLUDED
A focused, practical guide
Channel fundamentals, strategy, recruitment, onboarding, pipeline, performance and scaling.
Editable Excel workbooks
Structured tools to turn decisions into plans, actions and partner reviews.
Printable worksheets
A companion for planning sessions, conversations and team workshops.
A TOOL IN USE
One partner.
A concrete decision.
Illustrative example · Fictional industrial IoT systems integrator. These sample inputs demonstrate the method; they are not a real partner assessment or customer result.
Partner qualification snapshot
- Customer fit
- Serves manufacturing customers with predictive maintenance needs.
- Technical capability
- Has integration experience; platform training is still needed.
- Commercial commitment
- A sales owner is identified; a joint target-account list is pending.
DECISION
Proceed with a focused onboarding plan. Confirm readiness before investing in a broader campaign.
OWNER
Vendor channel manager and partner sales lead.
NEXT ACTION
Within 30 days: agree five target accounts, complete a solution workshop and review readiness together.
The qualification tool identifies the gaps. The onboarding plan assigns the work. The next review checks what changed.
THE PARTNER LIFECYCLE
Every stage.
A clear next action.
A partner ecosystem compounds when every stage has a clear decision, owner and next action.
STAGE 1 / 8
Strategy & Ideal Partner Profile
Define where to play and which partners can create shared value.
PARTNER SELECTION
Start with the partner
you actually need.
An Ideal Partner Profile turns a broad recruitment ambition into a focused selection brief. It defines which partner types you will target, and the dimensions that matter most in evaluation.
The goal is the right coverage, capability and commitment.
Partner types to consider
VARs
Combine technology with added services or solutions. Look for customer reach, solution expertise and delivery capability.
Evaluation dimensions
- Strategic fit
- Market access
- Technical capability
- Commercial commitment
- Customer credibility
- Execution capacity
TAKE A LOOK INSIDE
From partner conversations to clear actions.
Explore three examples of how to use the tools. These illustrative samples show the approach; the full editable workbooks are part of the kit.
01 Qualify the right partner
Ideal Partner Profile and Qualification
- Customer fit
- Which customers and verticals can we serve together?
- Capability
- What sales, technical and delivery resources are available?
- Commitment
- Who owns the next action, and what evidence confirms the fit?
02 Build a structured start
30/60/90-Day Onboarding and Readiness
- First 30 days
- Agree target customers, owners and sales readiness priorities.
- By day 60
- Practise the value proposition and identify joint opportunities.
- By day 90
- Review pipeline, readiness gaps and the next joint actions.
03 Turn a review into action
Partner Performance Dashboard and QBR Pack
- Review
- Compare pipeline and results against the joint plan.
- Decide
- Identify the opportunity or gap that deserves attention.
- Act
- Assign an owner, a deadline and a measurable next step.
THE COMPLETE TEMPLATE COLLECTION
Ten tools. One connected workflow.
Start with the market map, qualify the right partners and carry the same commercial logic through execution and investment.
Channel Strategy and Market Map
Map markets, routes to customer and ecosystem opportunities.
Ideal Partner Profile and Qualification
Define must-haves and assess fit, evidence and decision readiness.
Partner Portfolio Segmentation and Prioritisation
Focus your time, resources and investment.
Partner Discovery and Recruitment Worksheet
Structure discovery, qualification and recruitment conversations.
Mutual Business Case and Joint Business Plan
Align goals, economics, commitments and accountable actions.
30/60/90-Day Onboarding and Readiness
Build measurable sales and technical readiness.
Opportunity Registration and Joint Selling Action Plan
Plan new business, co-selling, upsell and cross-sell across hardware, software, PaaS and SaaS.
Partner Pipeline and Forecast Tracker
Review opportunities, next steps, forecast confidence and attribution.
Partner Performance Dashboard and QBR Pack
Track results, partner health and corrective actions.
Partner Investment and MDF Planner
Connect incentives and marketing development funds to business outcomes.
A few useful details.
Does this cover more than co-selling?
Yes. It covers new business, joint selling, upsell, cross-sell and expansion across hardware, software, PaaS and SaaS. Use the approach that fits your partner’s role and your customer’s needs.
Can I download the files now?
The kit is not yet available for purchase. Join the launch list for availability and pricing. Full guides and editable templates are reserved for purchasers when sales open.
Do I need a specific channel platform?
No. The editable templates use Excel; the guide and printable workbook are PDFs.
Can we work through the kit together?
Ask about a workshop or advisory engagement to adapt the tools to your markets, partners and commercial goals.
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