CRO · Framework · Advanced · Saves 70+ hours
Channel Sales Strategy Framework
A framework for building effective channel sales programs.
What's included
- Channel strategy options
- Partner selection criteria
- Partner economics design
- Enablement requirements
- Conflict management
- Performance management
Best used when
- Building partner channel
- Evaluating channel strategy
- Managing partner conflicts
- Scaling through partners
The template
The Template
CHANNEL OPTIONS
Channel Type Comparison
| Type | Control | Margin | Scale | Fit |
|---|---|---|---|---|
| Direct | High | High | Low | |
| Reseller | Med | Med | High | |
| VAR/SI | Low | Low | High | |
| Marketplace | Low | Low | High | |
| Referral | High | High | Med |
Channel Strategy Selection
CHANNEL STRATEGY DECISION
DIRECT ONLY WHEN:
☐ Complex sale requiring expertise
☐ High margin, high touch
☐ Early stage (proving model)
☐ Strategic relationship critical
ADD CHANNEL WHEN:
☐ Proven product-market fit
☐ Repeatable sales process
☐ Geographic expansion
☐ Segment expansion
☐ Capacity constraints
PARTNER ECONOMICS
Partner Margin Structure
| Tier | Discount | Services | MDF |
|---|---|---|---|
| Bronze | 10-15% | No | No |
| Silver | 15-25% | Yes | 1% |
| Gold | 25-35% | Yes | 2% |
| Platinum | 35-40% | Yes | 3%+ |
Deal Registration Benefits
DEAL REGISTRATION PROGRAM
BENEFITS:
☐ Additional 5-10% margin
☐ Deal protection (90 days)
☐ Sales support
☐ Technical resources
REQUIREMENTS:
☐ Register before customer contact
☐ Qualified opportunity
☐ Active pursuit
☐ Quarterly updates
CONFLICT MANAGEMENT
Channel Conflict Rules
| Scenario | Resolution |
|---|---|
| Partner vs. direct | First registered wins |
| Partner vs. partner | First registered wins |
| Same account, different opp | Both proceed |
| Inbound lead | Direct ownership |
Frequently asked questions
What is the Channel Sales Strategy Framework?
A framework for building effective channel sales programs.
Who is the Channel Sales Strategy Framework for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the Channel Sales Strategy Framework take to use?
It saves roughly 70+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the Channel Sales Strategy Framework free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Channel Sales Strategy Framework?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.