Effective channel enablement involves some amount of process and methodology.  At a high level, the methodology should begin with the development of an ideal partner screen, a gap analysis of partners against that ideal screen and then a proactive plan to address those gaps.  The question is, how do the gaps get filled?

If left entirely to the channel partner, the gaps may or may not get filled.  Filling a gap requires change and investment.  The way things had been done can not be the case any more.  Enabling involves change.  And change doesn't come easy.

To facilitate the change (filling of the gaps), there are four simple steps:

1. Show the partner how to do the thing that needs to be done.  Do it for the partner if it is necessary.  Change is much more manageable and acceptable when the big picture can be seen.  Seeing something done the first time takes much of the fear out of doing it.
2. The next time the activity is to be completed, consider doing it yourself, but with your partner filling in some steps, providing input and a discussion of the "why's" taking place as the activity is done.
3. The third time around, switch roles.  Let the partner do it while you participate as a support resource.  Go through some of the why's again, but this time let the partner talk through them.
4. Now you are ready for delegation.  Let the partner do it while you watch.  Remember to inspect what you expect, and if you find the task is not being done properly, move back to a previous step.

This is obviously a very simplied discussion about a very complex task, but the principle is valid.  In fact, enabling partners is about creating scale.  The more partner enablement you can get done, the more sales you will realize by having a larger representation of your goods.

William Vanderbilt

+1 630 343 6261

wvanderbilt@innovativelearningchannels.com