Rapid Assessment: Choose One...

Question 1. Are you clear on your company’s unique value proposition, and are you and your staff able to verbally communicate this effectively within 90 seconds?

Question 1. Are you clear on your company’s channel reseller strategy, do you have a clear go-to-market plan to build and optimize your reseller network?

Question 2. Are you confident that you are leveraging your partnerships (other tech companies, IT distributors, suppliers, social networks) to their full potentials?

Question 2. Are you clear on the differences between building a direct reseller network vs. leveraging IT distribution, and is your business currently pursuing the correct path?

Question 3. Do you engage in thorough financial planning and analysis, and are confident of your cash flow, AR/AP, rebates, tax obligations and opportunities?

Question 3. Are you clear on your ideal channel reseller profile (i.e. size, location, vertical strategy, technology focus, technical expertise, resources, business network)?

Question 4. Have you established clear performance metrics and ratios for your business, and do you consistently track your achievement towards your goals?

Question 4. Have you developed a succinct channel pricing model, different from your direct selling model, and does it offer the margin opportunity and incentives that matter to your resellers?

Question 5. Are you fully confident with all of your administrative processes (e.g. accounts payable, accounts receivable, payroll, invoices, expense management, tax reconciliation, etc.) and are these processes fully automated?

Question 5. Do you have clear rules of engagement established between your channel resellers and your direct sellers, and are both sides supportive of this model to ensure there is no channel conflict?

Question 6. Are you fully leveraging automation across your entire company to maximize efficiency (e.g. professional services automation tool, self-service customer portal for purchasing and subscription management, using IT distribution automated platforms, CRM, financial and bookkeeping systems, IT support help desk, etc.) and most importantly, are these systems integrated with your 3rd party suppliers?

Question 6. Do you have an efficient and frictionless onboarding process for your new channel resellers, and are you satisfied with your Time to First Dollar of Revenue per Reseller?

Question 7. Are you receiving an acceptable ROI on your marketing investment, are your sales people receiving numerous high-quality, qualified leads, and does your marketing accurately reflect your desired value proposition to the market?

Question 7. Do you have an effective marketing strategy specifically for your reseller program, are you recruiting enough new resellers, and are you receiving an acceptable number of high-quality, qualified leads for your existing resellers?

Question 8. Do your sales people understand your company’s value proposition, are they effectively able to communicate this to your customers and prospects, are you achieving an acceptable ROI on your sales resource investment, are your sales people closing opportunities at an acceptable rate, do you have a sales compensation plan in place that accurately pays for the performance you expect?

Question 8. Have you established clear performance metrics to track the health and growth of your reseller program, and are you achieving those targets?