Channel Validation Topics

This Microsoft article is a good summary of the process of deciding on a channel strategy. This BNET article is also a good review of the concepts covered in Seminar 2. This article provides a simple list of questions you must ask yourself.

In the seminar, we showed the following video from Motorola that provided an excellent example of the key elements of a channel program to make sure it benefits prospective partners:


For more details on the Motorola partner program, here is a brochure that outlines the elements of the program.

Dell changed its "direct-only strategy" in 2008, to include multiple types of channel partners. Here is a 20 minute interview discussing this strategy decision: