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Checklist · Channel Sales

Channel Sales MVP checklist — Step by Step 2026

This checklist guides you through launching a Channel Sales MVP, focusing on critical aspects like partner integration, scalability, and adoption. Address common pain points such as cost and support from the outset to ensure a successful launch.

50 checklist items 7 min read
Reviewed by Roman Trotsko & Denis TrotskoLast reviewed April 2026

Phase 01

Planning & Strategy

10 tasks
  • 1.1
    critical1 week

    Define Target Partner Profile

    Identify ideal partner characteristics based on market reach, technical capabilities, and alignment with your product. Use LinkedIn Sales Navigator to identify potential partners.

  • 1.2
    critical1 week

    Develop Partner Program Structure

    Outline tiers, incentives, and requirements for partners. Consider using a partner relationship management (PRM) platform like PartnerStack.

  • 1.3
    critical0.5 week

    Establish Key Performance Indicators (KPIs)

    Define metrics to measure partner performance and program success. Examples include revenue generated, deal registration volume, and customer satisfaction. Use a tool like Google Analytics.

  • 1.4
    high1 week

    Research Channel Sales Compliance Requirements

    Understand legal and regulatory requirements related to channel sales in your target markets. Consult with legal counsel experienced in channel sales.

  • 1.5
    medium0.5 week

    Competitive Analysis of Channel Programs

    Analyze competitor's channel programs to identify best practices and differentiation opportunities. Study the programs of the established players in this space.

  • 1.6
    high0.5 week

    Set Budget for Channel Sales MVP

    Allocate resources for partner recruitment, enablement, and incentives. Consider usage-based pricing models to control costs.

  • 1.7
    critical0.25 week

    Select Initial Target Market

    Choose a specific geographic region or industry segment for your MVP launch. Focus on areas with high partner potential.

  • 1.8
    high0.5 week

    Define Partner Onboarding Process

    Create a streamlined process for onboarding new partners, including training and resource access. Use a learning management system (LMS).

  • 1.9
    critical1 week

    Develop Partner Agreement Template

    Create a standardized agreement outlining terms and conditions for partners. Ensure it covers key aspects like commission structure and intellectual property.

  • 1.10
    medium0.5 week

    Identify Integration Requirements

    Determine necessary integrations with existing systems (CRM, marketing automation). Integrate with Salesforce and HubSpot.

Phase 02

Development & Integration

10 tasks
  • 2.1
    critical2 weeks

    Build Partner Portal MVP

    Develop a basic portal for partners to access resources, register deals, and track performance. Consider using a platform like Impartner.

  • 2.2
    critical1 week

    Integrate CRM with Partner Portal

    Connect the partner portal with your CRM system to enable seamless data flow and deal tracking. Integrate with Salesforce or Dynamics 365.

  • 2.3
    medium1.5 weeks

    Develop API for Partner Access

    Create an API to allow partners to access data and functionality programmatically. Enable usage-based monetization through the API.

  • 2.4
    high1 week

    Implement Deal Registration System

    Create a system for partners to register deals and protect their sales opportunities. Integrate with your CRM system.

  • 2.5
    critical1 week

    Set up Commission Tracking System

    Implement a system to track and calculate partner commissions accurately. Ensure transparency and timely payments.

  • 2.6
    high1 week

    Create Training Materials for Partners

    Develop training modules and documentation to help partners understand your product and sales process. Use a platform like Lessonly.

  • 2.7
    medium0.5 week

    Configure Analytics Dashboard

    Set up a dashboard to track key partner performance metrics. Use a tool like Tableau or Power BI.

  • 2.8
    critical0.5 week

    Implement Security Measures

    Ensure the security of the partner portal and data. Implement access controls and encryption.

  • 2.9
    critical1 week

    Test Integrations Thoroughly

    Test all integrations between the partner portal, CRM, and other systems. Address any integration issues promptly.

  • 2.10
    medium1 week

    Develop a support knowledge base

    Create a comprehensive knowledge base to address common partner questions and issues.

Phase 03

Recruitment & Onboarding

10 tasks
  • 3.1
    critical2 weeks

    Recruit Initial Partners

    Identify and recruit a small group of pilot partners. Target partners with strong market presence and relevant expertise. Use LinkedIn Sales Navigator and industry events.

  • 3.2
    critical1 week

    Onboard Pilot Partners

    Provide training and support to onboard pilot partners. Ensure they understand the product, sales process, and partner program. Use a dedicated onboarding specialist.

  • 3.3
    critical0.5 week

    Gather Feedback from Pilot Partners

    Collect feedback from pilot partners on the onboarding process, product, and support. Use surveys and interviews.

  • 3.4
    high0.5 week

    Refine Partner Program Based on Feedback

    Adjust the partner program based on feedback from pilot partners. Improve the onboarding process, training materials, and support resources.

  • 3.5
    medium1 week

    Develop Partner Marketing Materials

    Create marketing materials to help partners promote your product. Provide templates for brochures, presentations, and website content.

  • 3.6
    medium0.5 week

    Host Partner Training Webinars

    Conduct webinars to train partners on new product features and sales techniques. Record webinars for on-demand access.

  • 3.7
    low0.5 week

    Create a Partner Newsletter

    Develop a regular newsletter to keep partners informed about product updates, program changes, and success stories.

  • 3.8
    high0.25 week

    Assign Partner Account Managers

    Assign dedicated account managers to support key partners. Provide personalized support and guidance.

  • 3.9
    medium0.25 week

    Implement a Partner Recognition Program

    Recognize and reward top-performing partners. Offer incentives like bonuses, awards, and public recognition.

  • 3.10
    high0.25 week

    Establish Communication Channels

    Set up communication channels for partners to reach out with questions and issues. Use email, Slack, or a dedicated partner forum.

Phase 04

Launch & Promotion

10 tasks
  • 4.1
    critical0.5 week

    Launch Partner Program Publicly

    Announce the launch of your partner program through press releases, social media, and industry events. Utilize Product Hunt and LinkedIn.

  • 4.2
    high1 week

    Promote Partner Success Stories

    Highlight successful partnerships in case studies and testimonials. Showcase the value partners bring to your customers.

  • 4.3
    medium1 week

    Offer Joint Marketing Opportunities

    Collaborate with partners on joint marketing campaigns. Co-create content, host webinars, and participate in industry events.

  • 4.4
    critical0.25 week

    Track Partner Performance

    Monitor partner performance closely and identify areas for improvement. Use the analytics dashboard to track KPIs.

  • 4.5
    critical0.25 week

    Provide Ongoing Support

    Offer ongoing support to partners to help them succeed. Address their questions and issues promptly.

  • 4.6
    high0.25 week

    Solicit Partner Feedback Regularly

    Continuously solicit feedback from partners to improve the program. Use surveys, interviews, and focus groups.

  • 4.7
    medium0.5 week

    Optimize Commission Structure

    Review and optimize the commission structure to ensure it is fair and competitive. Align incentives with partner performance.

  • 4.8
    high1 week

    Expand Partner Network

    Continuously expand your partner network by recruiting new partners in strategic markets. Target partners with complementary expertise.

  • 4.9
    medium1 week

    Automate Partner Management Tasks

    Automate routine partner management tasks to improve efficiency. Use a PRM platform to automate onboarding, deal registration, and commission tracking.

  • 4.10
    high0.5 week

    Monitor Channel Sales Compliance

    Continuously monitor channel sales activities to ensure compliance with legal and regulatory requirements.

Phase 05

Optimization & Scale

10 tasks
  • 5.1
    critical0.5 week

    Analyze Partner Performance Data

    Analyze partner performance data to identify top-performing partners and areas for improvement. Focus on revenue generated, deal size, and customer satisfaction.

  • 5.2
    high0.5 week

    Optimize Partner Enablement Resources

    Continuously optimize partner enablement resources based on performance data and partner feedback. Improve training materials, marketing collateral, and support documentation.

  • 5.3
    medium0.5 week

    Develop New Partner Incentives

    Create new incentives to motivate partners and drive sales. Consider offering bonuses for exceeding targets, early bird discounts, and spiffs.

  • 5.4
    high1 week

    Expand into New Markets

    Expand your partner program into new geographic regions and industry segments. Target markets with high growth potential.

  • 5.5
    medium1 week

    Integrate with More Systems

    Integrate your partner program with additional systems to improve efficiency and data flow. Integrate with marketing automation platforms, accounting software, and other relevant tools.

  • 5.6
    medium1 week

    Automate More Processes

    Automate additional partner management processes to reduce manual effort and improve scalability. Use a PRM platform to automate tasks like lead distribution, commission calculation, and reporting.

  • 5.7
    high1 week

    Develop Advanced Analytics Capabilities

    Develop advanced analytics capabilities to gain deeper insights into partner performance. Implement predictive analytics to forecast sales and identify potential issues.

  • 5.8
    medium0.5 week

    Offer Specialized Training Programs

    Offer specialized training programs for partners who want to develop expertise in specific areas. Provide certifications for partners who complete the training programs.

  • 5.9
    low0.5 week

    Build a Partner Community

    Create a community where partners can connect, share best practices, and collaborate. Use a forum, Slack channel, or other online platform.

  • 5.10
    high1 week

    Review and Update Partner Agreement

    Regularly review and update the partner agreement to ensure it reflects current business practices and legal requirements. Consult with legal counsel to ensure compliance.

Pro tips

  • Prioritize integrations with existing CRM and marketing automation platforms to streamline data flow and improve partner efficiency.
  • Focus on providing excellent support to partners during the initial onboarding phase to ensure they are successful.
  • Develop a clear and concise partner agreement that outlines expectations and responsibilities for both parties.
  • Utilize a PRM platform to automate partner management tasks and improve scalability.
  • Continuously monitor partner performance and adjust the program as needed to optimize results.

Frequently asked questions

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