TAS® is the #1 methodology
for sales leaders and professionals
Channel Methodologies, CHAMP, Partner Portfolio Management Process
For many organizations, channels play a significant role in customer acquisition and retention. They help companies expand their client base more rapidly, and provide more intimate relationships and services to customers—whether the channel exists in addition to a direct sales force or in place of one.
Managing partner relationships presents a unique set of challenges. The company must provide technical expertise, leads and funding, as well as leadership and best practice ideas to help the partner achieve overall business success. While the mutual benefits can be enormous, it takes management savvy enough to support a partner program.
CHAMP (Channel and Alliance Management Process) enables you to create and manage predictable revenue streams from partnerships. CHAMP Partner Planning provides the method and tools to uncover a partner’s key business goals and objectives. It also aids channel managers in standardizing their partner management processes and aligning activities to produce a positive, measurable impact on partner productivity, proposals, and close rates.
CHAMP provides channel managers with an easy way to influence opportunities through the pipeline and manage the partnership more effectively. It is the perfect counterpart to an existing sales force automation system. CHAMP can help you:
- Recruit and manage the “right” partners
- Collaborate more effectively with partners during joint deals
- Build and maintain “trusted advisor” status with partners
- Achieve more consistent and predictable revenue growth through partners
- Gain more mindshare with partners
- Understand partner business drivers
- Improve pipeline management and forecasting
- Understand partner portfolios, and how best to leverage their time, money, and resources
- View channel activity from the partner’s perspective
- Improve go-to-market strategy execution
The Partner Portfolio Management (PPM) process is a structured methodology for channel or alliance professionals responsible for growing and managing a portfolio of partners. A typical portfolio contains a selected set of partners, often organized by geography or industry vertical, for which a sales history may or may not exist.
Use Dealmaker® for TAS® Opportunity Management and Account Management to drive revenues, get clear channel forecasts and maximize the return on your investment in training and enabling your channel partners.
