Creating value for your customer goes well beyond the product or service. Value often extends throughout the customer chain, involving other intermediaries who touch the end customer to ensure that they have an excellent and positive experience. One of these intermediaries is the channel partner. As companies begin to plan and forecast for organic growth, a key element of growth will be to understand their channel network—how to design, manage, and motivate these partners.

This white paper provides a framework for understanding what drives a strong, successful channel. It also highlights critical areas that can weaken a relationship. This knowledge can then be used with the framework to identify critical success factors and plan for future growth opportunities.