Channel Development
Designing and scaling indirect go-to-market channels: reseller programs, VAR networks, and distribution models that multiply your sales capacity without multiplying headcount.
Overview
Channel is one of the highest-leverage GTM motions available to B2B companies — and one of the most commonly mismanaged. HornToad Group designs and builds channel programs from the ground up: reseller tiers, VAR networks, distribution agreements, and the enablement infrastructure that makes channel partners actually sell.
Who It's For
Companies with products well-suited for channel distribution that haven't yet scaled indirect sales, or organizations with underperforming channel programs.
What We Do Differently
Channel programs fail when they're designed for signing partners rather than enabling them. We design with activation and throughput in mind — not just partner count.
What You Can Expect
- ▸Channel program architecture with tiers and incentives
- ▸Partner recruitment and vetting framework
- ▸Channel enablement toolkit: training, certification, sales tools
- ▸Channel conflict management policy and escalation process
Interested in this service?
Tell us about your situation and we'll talk about whether and how this engagement fits your needs.
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