A PROGRAM BY THE CHANNEL ADVISORS
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The method

Channel 2.0 Methodology

How The Channel Advisors build a partner channel: six stages from Identify to Grow, the two numbers that run every stage, and the four partner personas that decide what each partner needs.

6
stages
4
partner personas
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What's inside
  1. 1The overviewThe six stages, from Identify to Grow, and the four principles the method runs on.
  2. 2The channel sales processEvery stage's goal, its KPIs and its exit, and how a partner's own deals run alongside.
  3. 3The numbersConversion rate and conversion time at every stage, and where each stage usually breaks.
  4. 4Partner personasProducer, Seller, Dreamer, Not Interested — how to tell them apart and what each needs.