Most Channel Sales professionals are dismissive when we discuss the importance of business planning with their partners.
Many people think it's elementary but very few actually conduct their annual and quarterly business planning sessions religiously.
Even more concerning to me, as a former Partner Executive, is that very few Channel Sales professionals are able to speak the partners language of Gross Profit (GP) when discussing the business plans with their partners. Connecting your value proposition to your partners GP targets is the key to effective business planning which drives partner mindshare and investment!