S T R A T E G Y
Pa r t n e r Va l u e Proposition
Central to any channel program or strategy is a compelling Partner Value
Proposition (PVP). The PVP is your organization’s answer to “what’s in it
for me.” It is what demonstrates to the partner company why they should
opt to partner with your firm versus a competitor.
Channel Impact Solution Overview
Channel Impact has worked with dozens of organizations to help them strengthen and clearly
articulate their PVP for maximum impact. We believe that the equation for an effective Partner
Value Proposition is: Economics + Entitlements + Ease of Doing Business = Partner Value
Proposition.
Deal Economics
Badge Program
Profitability
Improvement
Training
Market Demand
Cost to Play
RCI
Partner Risk
Assessment
Channel
Governance
Incentives
Customer and
Business
Intelligence
Demand
Generation
Automated Lead
Management
Co-funding
Deal
Registration
Support
Channel
Investment
Channel Conflict
Management
Economics
Channel Impact will help you understand and quantify the drivers of partner profitability and
risk assessment from the partners’ perspective. Based on their business model, market sectors,
deal margins, pull through services revenues and other factors, we can help you look at partner
profitability and ROI for your products and services and prioritize your channel investments.
Entitlements
The partner Entitlements, or “Gives and Gets” are the programmatic offerings that partners
have come to expect as a part of any Partner Program. Beyond the economics, the portfolio of
benefits provided—based on partner levels and commitment, as well as business model —are
key to ensuring partner readiness, their ability to succeed, and their loyalty. We’ll benchmark
your Entitlements against the industry to identify strengths and opportunities to improve
your offerings.
BENEFITS OF A
C H A N N E L I M PA C T E N G A G E M E N T
Accelerate your profitable
routes to market
Prioritize your channel
investments
Improve partner benefits
planning and execution
Increase partner
satisfaction and loyalty
Who We Are
Channel Impact is a full-service channel
specialty firm for technology companies
looking to drive incremental sales, at
high-profit, through best-in-class partnering.
We provide services to enhance an
organization’s channel strategy, solutions
to enable partners, and tools to measure
results. Our expertise helps organizations
effectively extend their channel resources,
to reduce their time-to-market and
drive results.
Our Clients
Channel Impact clients are technology
industry leaders in networking, unified
communications, security, cloud, data
centers, and software.
Ease of Doing Business
Profitability and robust benefits will fall on deaf ears if your company is challenging to do
business with. Channel Impact will assess your channel operations, field engagement models,
non-standard pricing practices and more to give you a clear picture of how your Ease of Doing
Business stacks up to the competition.
Silicon Valley Location
East Bay Location
Contact Us
19925 Stevens Creek Blvd, Suite 100
Cupertino, CA 95014
1475 North Broadway, Suite 330
Walnut Creek, CA 94596
[email protected]
www.channel-impact.com
408-973-7847
925-948-8110