Checklist · Channel Sales
Channel Sales launch checklist — Step by Step 2026
Launching a Channel Sales program requires careful planning and execution. This checklist provides a step-by-step guide to ensure your launch is successful, addressing key pain points like integration, scale, adoption, cost, and support. Utilize platforms like Product Hunt, G2, LinkedIn, and industry events for maximum impact.
Phase 01
Phase 1: Planning & Strategy
- 1.1critical2 days
Define Channel Sales Objectives
Clearly outline your goals for the channel sales program. What revenue targets are you aiming for? What market share do you want to capture?
- 1.2critical3 days
Identify Target Partners
Research and select partners who align with your target audience and have the capacity to drive sales. Consider using a partner management platform.
- 1.3high5 days
Develop Partner Program
Create a structured program with clear incentives, commission structures, and support resources. Tools like PartnerStack can help manage this.
- 1.4critical7 days
Establish Legal Agreements
Draft legal agreements outlining partner responsibilities, revenue sharing, and data protection. Consult with legal counsel.
- 1.5high3 days
Set up CRM Integration
Integrate your CRM (e.g., Salesforce) with your partner portal to track leads, deals, and revenue generated by partners.
- 1.6medium4 days
Create Partner Training Materials
Develop comprehensive training materials and onboarding processes for new partners. Consider using a learning management system (LMS).
- 1.7high2 days
Define Key Performance Indicators (KPIs)
Establish metrics to measure the success of your channel sales program, such as partner-sourced revenue, deal size, and conversion rates.
- 1.8medium2 days
Allocate Budget and Resources
Determine the budget and resources required for partner recruitment, training, support, and marketing. Consider using a budget management tool.
- 1.9high3 days
Choose a Partner Relationship Management (PRM) Platform
Select a PRM platform to streamline partner management, communication, and reporting. Examples include Impartner and Zift Solutions.
- 1.10medium2 days
Develop a Communication Strategy
Plan how you will communicate with partners regularly, including updates, training opportunities, and performance feedback.
Phase 02
Phase 2: Recruitment & Onboarding
- 2.1high5 days
Recruit Initial Partners
Actively recruit partners through industry events, online channels, and direct outreach. Leverage LinkedIn and industry networks.
- 2.2critical3 days
Onboard New Partners
Provide a structured onboarding process that includes training, access to resources, and introductions to key team members.
- 2.3high1 day
Set up Partner Portal Access
Grant partners access to the PRM platform and relevant resources, such as sales collateral, product information, and training materials.
- 2.4medium2 days
Conduct Initial Training Sessions
Host training sessions to educate partners about your products, sales processes, and marketing strategies. Use platforms like Zoom or GoToWebinar.
- 2.5medium1 day
Establish Communication Channels
Set up communication channels for partners to ask questions, provide feedback, and receive updates. Consider using Slack or Microsoft Teams.
- 2.6high3 days
Provide Sales Enablement Tools
Equip partners with sales enablement tools, such as demo scripts, presentation templates, and case studies. Use platforms like Seismic or Highspot.
- 2.7medium1 day
Introduce Partner Support Team
Introduce partners to their dedicated support team, including account managers, technical support, and marketing specialists.
- 2.8low1 day
Gather Initial Feedback
Solicit feedback from new partners about the onboarding process and identify areas for improvement.
- 2.9high1 day
Track Partner Performance
Begin tracking partner performance using the KPIs established in Phase 1. Use the PRM platform to monitor progress.
- 2.10medium2 days
Refine Onboarding Process
Based on initial feedback and performance data, refine the onboarding process to improve partner satisfaction and effectiveness.
Phase 03
Phase 3: Sales & Marketing Execution
- 3.1high5 days
Launch Joint Marketing Campaigns
Collaborate with partners to launch joint marketing campaigns, such as webinars, co-branded content, and social media promotions.
- 3.2critical7 days
Support Partner Sales Efforts
Provide ongoing support to partners as they execute sales strategies. Offer sales coaching, technical assistance, and lead generation support.
- 3.3high3 days
Track Campaign Performance
Monitor the performance of joint marketing campaigns and track the revenue generated by partners. Use analytics tools to measure ROI.
- 3.4medium4 days
Provide Lead Generation Support
Help partners generate leads through targeted advertising, content marketing, and event participation. Consider using lead generation platforms like HubSpot.
- 3.5medium2 days
Offer Incentives and Rewards
Incentivize partners with rewards for achieving sales targets, generating leads, and participating in marketing activities. Use gamification tools.
- 3.6medium5 days
Host Partner Events
Organize partner events to foster relationships, share best practices, and provide product updates. Use event management platforms like Eventbrite.
- 3.7low3 days
Share Success Stories
Highlight partner success stories to showcase the value of your channel sales program. Publish case studies and testimonials.
- 3.8medium2 days
Monitor Competitive Landscape
Keep track of the competitive landscape and identify opportunities for partners to differentiate themselves. Provide competitive intelligence.
- 3.9high3 days
Adjust Sales Strategies
Based on performance data and market trends, adjust sales strategies to optimize results. Provide ongoing training and support.
- 3.10critical2 days
Ensure Compliance
Ensure all sales and marketing activities comply with relevant regulations and ethical standards. Provide compliance training to partners.
Phase 04
Phase 4: Analysis & Optimization
- 4.1high3 days
Analyze Partner Performance Data
Review partner performance data to identify top performers and areas for improvement. Use the PRM platform for reporting.
- 4.2medium2 days
Conduct Partner Surveys
Survey partners to gather feedback about their experience with the channel sales program. Use survey tools like SurveyMonkey or Typeform.
- 4.3high4 days
Identify Best Practices
Identify best practices from top-performing partners and share them with the rest of the channel. Create case studies and training materials.
- 4.4medium5 days
Address Underperforming Partners
Work with underperforming partners to identify challenges and develop improvement plans. Provide additional training and support.
- 4.5high3 days
Optimize Partner Program
Based on performance data and partner feedback, optimize the channel sales program to improve partner satisfaction and drive revenue.
- 4.6medium2 days
Refine Commission Structures
Review and refine commission structures to ensure they are competitive and aligned with partner goals. Consult with finance and sales teams.
- 4.7medium3 days
Update Training Materials
Regularly update training materials to reflect product updates, market trends, and best practices. Use a learning management system (LMS).
- 4.8low2 days
Improve Communication Channels
Enhance communication channels to ensure partners receive timely updates and support. Consider using a dedicated partner portal.
- 4.9medium3 days
Implement Automation Tools
Implement automation tools to streamline partner management, lead distribution, and reporting. Examples include Zapier and IFTTT.
- 4.10critical7 days
Review Legal Agreements
Periodically review legal agreements to ensure they are up-to-date and compliant with relevant regulations. Consult with legal counsel.
Phase 05
Phase 5: Scaling & Expansion
- 5.1high5 days
Expand Partner Network
Identify new partner opportunities and expand the partner network to reach new markets and customer segments. Use LinkedIn and industry events.
- 5.2critical7 days
Launch New Products through Channels
Introduce new products and services through the channel sales program to drive revenue growth. Provide partners with training and support.
- 5.3high7 days
Enter New Geographies
Expand the channel sales program into new geographies to increase market reach. Adapt sales and marketing strategies to local markets.
- 5.4medium4 days
Develop Tiered Partner Program
Implement a tiered partner program to reward top-performing partners with additional benefits and resources. Use a PRM platform.
- 5.5medium3 days
Automate Partner Onboarding
Automate the partner onboarding process to reduce manual effort and improve efficiency. Use workflow automation tools.
- 5.6medium3 days
Enhance Partner Support
Improve partner support by providing dedicated account managers, technical support, and marketing assistance. Use a ticketing system.
- 5.7medium5 days
Integrate with New Technologies
Integrate the channel sales program with new technologies to improve efficiency and effectiveness. Examples include AI and machine learning.
- 5.8low2 days
Monitor Partner Satisfaction
Continuously monitor partner satisfaction and address any concerns promptly. Use surveys and feedback forms.
- 5.9critical7 days
Refine Partner Agreements
Regularly review and refine partner agreements to ensure they are aligned with business goals and legal requirements. Consult with legal counsel.
- 5.10high3 days
Measure Overall Program ROI
Measure the overall ROI of the channel sales program and identify areas for improvement. Use analytics tools and financial reports.
Pro tips
- Invest in a robust PRM platform like Impartner or Zift Solutions to manage partner relationships effectively.
- Provide comprehensive training and support to partners to ensure they are successful in selling your products.
- Develop a clear and competitive commission structure to incentivize partners to drive revenue.
- Regularly communicate with partners and provide updates on product developments, market trends, and sales strategies.
- Monitor partner performance closely and provide feedback to help them improve their results. Consider implementing a tiered partner program.