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The Six A’s of Successful Channels

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The Successful Channels team has conducted an extensive study of the actions and strategies of winning companies and compiled a range of best practices for the Six A’s.  Successful Channels has published white papers, blog posts and assessment tools organized around these Six A’s for your review on our website.  We publish new best practices every week. Be sure to navigate our site to access these resources, follow us on Twitter, subscribe to our RSS feed, like us on Facebook, or connect with us on our LinkedIn page.

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Attract

Attract the Best Channel Partners Learn how to make your brand and partner value proposition the most attractive to the top channel in your industry
  • Segment your reseller community
  • Identify the best resellers for your brand
  • Attract them with a strong value proposition
Build a world class partner community for your brand

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Award

Award resellers with improved revenue potential. Show your resellers how they can build a profitable business with your brand
  • How to improve reseller margins and revenue generation
  • Help with pricing and packaging options for improved revenue
  • Help resellers plan their growth strategy
Help resellers build a profitable business with your brand

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ADVANCE

Advance the capabilities of your indirect channel. Learn how to generate behavior changes and create highly motivated and proactive channel resellers
  • Build your channel‘s capabilities every day of week
  • Build a learning process for your channel network
  • Measure your channels skills and advancement
A new approach for enabling your channel network 

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ACTIVATE

Activate resellers to drive more revenue. Learn how to turn channel resellers from passive to active by making your brand easier to sell
  • How to make your brand more attractive to resellers
  • How to make your brand easier to sell
  • How to help resellers differentiate their business with your brand
Get more production out of the bottom 70% of your channel network

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ADVERTISE

Advertise your channel resellers business to generate more revenue growth. Learn how to derive more sales with partner-branded marketing techniques
  • How to help build performance-based marketing budgets
  • How to select the best tools to drive new reseller revenues
  • How to enable your resellers to be more successful generating new business
Help channel resellers succeed with enhanced demand generation

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ARCHITECT

Architect your channel technology strategy to support the five other A’s of Successful Channels
  • Define the technical requirements for supporting your channel strategy
  • Define the reseller portal features (e.g., reseller application, content management, deal registration, special pricing, MDF, admin, training, etc.) to support your
  • Define reseller selling tools including business case selling and business simulation tools
Deploy channel technology that will enable your strategy first and foremost.

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