Sales Channels · Enablement · Component
The essentials
What the offer is, who it is for, what it costs — in a form someone will actually read.
The deliverable
What it is
A partner will read two pages. A portal with forty documents is a portal nobody opens, and the channel then sells from whatever they remember from a conversation.
The essentials are three things: what it does, who it is right for, and what it costs. Everything else is optional and most of it goes unread.
One level in
What it is made of
Each element is a constituent part of the component. Follow one to see the attributes it carries.
The summary
The offer in a form a partner can repeat.
3 attributes: Summary · Length · Last updated
LearnThe qualification
Who the offer is right for and who it is not.
3 attributes: Right for · Not right for · Quick test
LearnThe commercials
What it costs and what the channel earns.
3 attributes: Customer price · Channel margin · Discount authority
Learn
Telling a channel who not to bring you is more useful to them than telling them who to bring.
The other components in enablement
The difficult questions
The four or five hard ones, with answers the channel can use — the material that matters and is almost never provided.
LearnThe comprehension check
What the channel actually says when asked to describe the offer — because that is what customers are hearing.
Learn