Channel Manager work is operational rhythm: approvals, reviews, enablement, dashboards. The work below is the day-to-day plus quarterly cadence.
- Maintain Partner Account records
Keep Partner Account ownership, contracts, and tier current. Quarterly review with each partner ensures the account record reflects the relationship.
- Approve Deal Registrations
Process incoming Deal Registration submissions promptly. Slow approval erodes trust; aim for same-day or next-day turnaround.
- Distribute qualified Leads to partners
Identify Leads suitable for partner-led pursuit. Push them through the Lead Distribution workflow with clear expectations on follow-up.
- Manage MDF allocations
Approve MDF requests, track utilisation, measure ROI. Mature programs require partners to submit post-event reports tying MDF spend to outcomes.
- Run quarterly business reviews
For each strategic partner, run a quarterly review using Partner Performance dashboards. The review is where tier decisions, enablement priorities, and joint plans get made.
- Slow Deal Registration approval erodes partner trust fast. Same-day or next-day turnaround is the standard.
- MDF requests without ROI tracking become uncontrolled spend. Require post-event reports tying spend to outcomes.
- Tier programs without clear criteria produce renewal arguments. Document tier thresholds and apply consistently.
- Lead Distribution without follow-up expectations produces partner backlogs of stale Leads. Set expectations explicitly.