1. Setup & Oboarding
1.1. Partner Set-Up
1.2. Employee Setup
1.3. Initial Training
1.4. 90 Day Ramp Up
2. Certification Levels
2.1. Levels as Incentives
2.2. Level Requirements
2.3. Level Benefits
2.4. Annual Review
2.5. Quarterly Bumps
3. Channel Types
3.1. Sales
3.2. Service
3.3. VAR
3.4. Development
4. Costs and Benefits
4.1. Increased Sales
4.2. Program Fees
4.3. Core Focus
4.4. Business Valuation
4.5. Marketing Reach
4.6. Management Cost
4.7. Enablement Cost
4.8. Marketing Cost
4.9. Lower Margins
4.10. Service Dollars
5. Relationship Terms
5.1. Program Fees
5.1.1. Application Fees
5.1.2. Annual Fees
5.1.3. Extra Training Fees
5.2. Partner Commitments
5.2.1. Planning
5.2.2. Enablement
5.2.3. Marketing Execution
5.2.4. Sales Volume
5.3. Commissions
5.4. Engagement Rules
5.4.1. Lead Registration
5.4.2. Strategic Accounts
5.4.3. Owned Accounts
5.5. Deal Discounting
5.5.1. Partner Only Discounts
5.5.2. Shared Discounts
5.5.3. Renewal Discounts
5.5.4. Term Length & Payment
5.6. Customer Ownership
5.6.1. Contracts
5.6.2. Provisioning
5.6.3. Implementation
5.6.4. L1/L2 Support
5.6.5. Renewals
5.7. Partner Licenses
6. Partner Recruiting
6.1. Ideal Profile
6.1.1. Institutional
6.1.2. Growth Oriented
6.1.3. Business Model Match
6.1.4. Domain Competency
6.1.5. Technical Competency
6.1.6. Local Market Presence
6.1.7. Installed Base
6.2. Recruiting Outreach
6.3. Due Diligence
7. Getting Started
7.1. Attractive Offer
7.1.1. ARR Opportunity
7.1.1.1. Vol. Account Acquisition
7.1.1.2. Avg. Account Size
7.1.2. Service Opportunity
7.1.2.1. configuration
7.1.2.2. training
7.1.2.3. customization
7.1.2.4. integration
7.1.2.5. support
7.1.3. Program Terms
7.2. Minimum Investment
7.2.1. Min. Requirements
7.2.1.1. Program
7.2.1.2. Recruiting
7.2.1.3. Marketing
7.2.1.4. Enablement
7.2.2. Self-Fund Management
7.2.2.1. Fees
7.2.2.2. Costs
7.2.3. Multilevel Channel
7.2.3.1. Percent to Partner
7.2.3.2. Percent to Manager
7.3. Short Term Impact
7.4. Iterative Approach
8. Partner Enablement
8.1. Training & Certification
8.1.1. Marketing
8.1.2. Sales
8.1.3. Presales
8.1.4. Implementation
8.1.5. Support
8.1.6. Development
8.2. Partner Portals
8.3. Program Helpdesk
9. Channel Marketing
9.1. Lead Routing
9.1.1. Strategic or Not
9.1.2. Service Pack or Not
9.1.3. then By Partner Match
9.1.3.1. Level
9.1.3.2. Geo
9.1.3.3. Specialty
9.2. Lead Acceptance
9.3. Marketing Templates
9.4. Co-Marketing
9.5. Marketing Dev. Funds
9.6. Business Dev. Funds
10. Channel Sales
10.1. Management Co-Selling
10.2. Presales Support
10.3. Strategic Accounts
10.4. Demo environments
10.5. Resources & Collateral
10.6. Channel Confilct
10.7. Lead Registration
11. System Deployment
11.1. Template Solutions
11.2. Deployment Guides
11.2.1. Configuration
11.2.2. Customization
11.2.3. Integration