BizSugar.com › Global › Channel partner management for international markets: Part 2

A structured sales process is a prerequisite: the CP will want to see how it fits into your reporting structure, your Management Information System. The reporting model for CPs is the same but different! Like your direct sales force they must report on their pipeline and activities within the sales funnel: leads generated, deals closed, deals lost. It’s different insofar as you are working with a matrix model: your CPs don’t have direct reporting responsibility to you. However, like your sales model, remuneration will be results based and driven.