the channel ecosystem model

  • 2-tier strategy for all product / maintenance sales
    • Distribution
      • Pay for “Value Add” – e.g. training of resell partners, targeted marketing events
    • Tiered partner structure – based on achievements
      • Platinum
      • Gold – Entry level with a 12 month probation period to meet objectives
      • Silver / Associate as entry level
  • Differentiate between registered and un-registered deals
    • Different discount structures
    • Protect partner’s business
  • 1-tier strategy for all professional service / delivery only partner
    • No benefit by distribution