From Novice To Professional—What Skills Are Required To Be A Successful Channel Manager? http://www.channelmanagement.com/CMI/Dec2011_article.html Image Source: Chairman Steve Hammond, Global Channel Working Group, 2008-2010

1. Channel Professional Skills Framework
Sales
Account Management Program Management
Account
Bus Analysis
Engage Tech Account
Performance
Resourses Planning
Analysis
Sales Inventory White Space
Engagement Account Incentive
Management Analysis
Models Mapping Design
Strategic
Tactical
Account Account Program Registration Coverage
Conflict
Presentation Reviews Win/Loss Design Design Modeling
Management
Partner ISV/IHV Contest Co-Op/MDF
Recruitment On-Boarding Profiling Community
Activation Management Design System
Partner Portal Sales Heat Promotion Recruitment Portal Acceleration
Models Management Mapping Measures Program Design Program
Communicati Program Co-Op/MDF Promotion Legal
ons Mapping Propensity Design Agreement
Measure
Message
Platform
Marketing Management Segment/Strategic Management
Marketing

2. Required Core Skills
Sales
Account Management Program Management
Account
Bus Analysis
Account
Engage Tech Performance Planning
Resourses Analysis
Sales Inventory White Space
Engagement Account Incentive
Management Analysis
Models Mapping Design
Strategic
Tactical
Account Account Program Registration Coverage
Conflict
Presentation Reviews Win/Loss Design Design Modeling
Management
Program ISV/IHV Contest Co-Op/MDF
Recruitment On-Boarding Profiling Community
Mapping Management Design System
Partner Portal Sales Heat Promotion Recruitment Portal Acceleration
Models Management Mapping Measures Program Design Program
Communicati Partner Co-Op/MDF Promotion Legal
ons Propensity Design Agreement
Activation Measure
Message
Platform
Marketing Management Segment/Strategic Management
Marketing

3. Intermediate Skills
Sales
Account Management Program Management
Account
Bus Analysis
Account
Engage Tech Performance Planning
Resourses Analysis
Sales Inventory White Space
Engagement Account
Management Incentive Analysis
Models Mapping
Design
Strategic
Tactical
Account Account Program Registration Coverage
Conflict
Presentation Reviews Win/Loss Design Design Modeling
Management
Program ISV/IHV Contest Co-Op/MDF
Recruitment On-Boarding Profiling Community
Mapping Management Design System
Partner Sales Heat Promotion Recruitment Portal Acceleration
Portal
Models Mapping Measures Program Design Program
Management
Co-Op/MDF Promotion Legal
Communicati Partner Propensity
Measure Design Agreement
ons Activation
Message
Platform
Marketing Management Segment/Strategic Management
Marketing

4. Advanced Skills
Sales
Account Management Program Management
Account
Bus Analysis
Account
Engage Tech Performance Planning
Resourses Analysis
Sales Inventory White Space
Account
Engagement Management Incentive Analysis
Mapping
Models Design
Strategic
Tactical
Account Program Registration Coverage
Account Conflict
Reviews Win/Loss Design Design Modeling
Presentation Management
Program ISV/IHV Contest Co-Op/MDF
Recruitment On-Boarding Profiling Community
Mapping Management Design System
Partner Portal Sales Heat Promotion Recruitment Portal Acceleration
Models Management Mapping Measures Program Design Program
Co-Op/MDF Promotion Legal
Communicati Partner Propensity
Measure Design Agreement
ons Activation
Message
Platform
Marketing Management Segment/Strategic Management
Marketing