005 - How to start a channel - 3 key focus areas for success

Over the past few episodes we focused on building and optimizing a channel from an enterprise perspective. This week we're looking at how to start a channel from scratch. 

We'll discuss 3 key focus areas to help you on your way to a successful channel:

• Define your Ideal Partner Profile (IPP)

Would you date a random stranger, or are there some basic requirements your future partner must meet? Well, it's no different in channel. Start by defining your ideal end user, then match that to an IPP. Now you have a filter to search by. 

• How to structure your channel team geographically?

Channel is THE best way to scale into new territories, but how do you know which countries to hit first? Should you immediately go all-in or test the waters? We're advocating to start small, because channel isn't a sprint, it's a marathon!

• How to recruit your first partners? 

Once you've defined your IPP and where to start scaling your channel, it's time for the actual recruitment process. Great relationships are often born from introductions, so get yourself one! Once you've reeled em in, don't be afraid to give give give. Because an enabled partner is an engaged partner. 

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