Orientation - New Channel Sales/Marketing Orientation Checklist
- Review the company master plan of action, existing competitive matrix.
- Review every page of the channel section at http://www.chanimal.com/html/channel_marketing.html . Be prepared to be tested on everything (MDF, VARs, phases of a reseller program, elements of a VAR kit, how to recruit resellers, ways to keep them motivated, software that helps you with the resellers).
- Review every page of the channel SALES section at: http://chanimal.com/html/channel_sales.html
- Review the sample portal site at http://chanimal.com/vars/portal/. Be prepared to be tested on everything. The levels of a program, deal registration, current promotions, different marketing tools, etc.
- Watch the sample 7 minute video review of the Indigo Rose portal site (look for the “Click here for quick video…” link)http://www.chanimal.com/videomaker/Indig...tation.wmv
- Review the company reseller partner program and portal site—whatever is done so far (if at all). Read EVERY document and make a long list of questions. Be prepared to be tested on our reseller agreement, our levels, lead policy, NFR copies, promotions, support capabilities, our presentations, etc.
- Review the outstanding deliverables for the portal site and prioritize them. Mainly competitive matrix and powerpoints. We will also do demo scripts, etc.
- Help complete these deliverables directly and with the intern.
- Review the promotional e-mail that is sent to the resellers and the way the system sent it out. (Check with Chanimal)
- Review a sample reseller spreadsheet (contains competitor’s resellers)
- Review the partner follow-up spreadsheet that shows the steps to recruit and follow-up with our reseller partners. Ask Chanimal for this sheet.
- Practice doing a review of our own portal—since you will need to start the orientation with the latest resellers.
- Work with the team to get a demo script completed. It is not that hard—watch someone give a demo and document the items shown. See samples at http://chanimal.com/vars/portal/html/Password/demo_scripts.html
- Contact any of our new resellers (if we have any so far) to get them through the orientation process (whatever needs to be completed).
- Start the next phase of the recruiting process (send out the next batch of e-mails, follow-up via phone with those that respond, contact the good ones that don’t respond (they are often very receptive, it is just that their system may have blocked our e-mails)). See the plan of action for these steps.
- Stop and regroup. Good job!!
_________________
Ted Finch, CEO
Chanimal, Inc
512-263-9618
Ted Finch, CEO
Chanimal, Inc
512-263-9618
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