Partner & Channel Management

Tentang Program

Menambah jumlah partner tidak otomatis menambah revenue. Banyak channel pasif karena selection tidak tepat, enablement generik, atau aturan opportunity tidak jelas. Peserta merancang partner lifecycle dan scorecard yang menyeimbangkan revenue, capability, activity, dan strategic fit.

Business Challenges

• Partner direkrut tanpa ideal partner profile, due diligence, dan business case yang kuat.
• Mutual value proposition, channel economics, territory, serta role antara principal dan partner belum jelas.
• Onboarding dan enablement bersifat generik sehingga partner tidak cukup siap menghasilkan pipeline.
• Incentive, deal registration, performance review, dan mekanisme konflik belum dikelola konsisten.

Learning Outcomes

• Menentukan channel role, target segment, coverage gap, route-to-market, economics, dan risiko cannibalization.
• Menyusun partner selection scorecard serta mutual value proposition yang menarik dan realistis.
• Membangun onboarding, enablement, joint business plan, pipeline rule, dan activation plan.
• Menerapkan partner scorecard, QBR, incentive logic, deal registration, serta conflict protocol.

Learning Modules

1. Channel Strategy — Peserta menentukan peran channel, target segment, coverage gap, route-to-market, economics, dan risiko cannibalization. Output: channel strategy map.
2. Channel Strategy — Peserta menentukan peran channel, target segment, coverage gap, route-to-market, economics, dan risiko cannibalization. Output: channel strategy map.
3. Partner Proposition & Selection — Peserta menyusun ideal partner profile, due diligence, mutual benefit, commitment, dan tiering criteria. Output: partner selection scorecard.
4. Partner Proposition & Selection — Peserta menyusun ideal partner profile, due diligence, mutual benefit, commitment, dan tiering criteria. Output: partner selection scorecard.
5. Enablement & Joint Business Plan — Peserta merancang onboarding, certification, sales kit, demand plan, target, pipeline rule, dan support model. Output: 90-day partner activation plan.
6. Enablement & Joint Business Plan — Peserta merancang onboarding, certification, sales kit, demand plan, target, pipeline rule, dan support model. Output: 90-day partner activation plan.
7. Governance & Performance — Peserta membangun scorecard, incentive logic, QBR, deal registration, escalation, dan conflict protocol. Output: channel governance playbook.
8. Governance & Performance — Peserta membangun scorecard, incentive logic, QBR, deal registration, escalation, dan conflict protocol. Output: channel governance playbook.

Target Participants

Sales Executive, Account Manager, Business Development, Sales Supervisor, Commercial Manager