Service
Channel Rules of Engagement
Channel conflict is rarely malice. It is almost always the absence of a written, enforced rule about who owns what and when.
This engagement produces the governance layer: registration, routing, splits, and escalation — short enough that people read it and specific enough that it settles arguments.
The friction point
Your direct rep and your partner both work the same account. One of them finds out late, the relationship takes the damage, and the partner quietly deprioritizes you.
Once trust breaks on a contested deal, partner lead flow usually stops before anyone escalates.
Concrete deliverables
What you receive, stated plainly. Scope is confirmed on the discovery call once I understand your roster and current motion.
| Deliverable | Detail |
|---|---|
| Deal registration workflow | Submission, approval criteria, response SLA, and protection window documented end to end. |
| Lead routing policy | Clear ownership rules for inbound, outbound, and partner-sourced leads, including tie-breakers. |
| Commission split structure | Split framework for sourced, influenced, and co-sold deals, aligned with your comp plan. |
| Conflict resolution path | A named escalation route with decision criteria and turnaround expectations. |
| CRM implementation guide | The fields, stages, and reports required to enforce the policy in your system of record. |
What I need from you
You provide the business context; I provide the execution. This is the full list.
- Current comp plan structure for direct reps
- CRM admin availability for field and stage changes
- Any existing partner agreements or program terms
- A decision-maker who can approve policy
Start with a discovery call
Thirty minutes. We review where your partner channel is leaking, whether channel rules of engagement is the right first move, and what the next concrete step looks like.
Book a 30-minute call
Open times are on the calendar. Bring your partner roster and the current pipeline picture.