---
name: "scale-the-partner-channel"
description: "Use when resellers, managed service providers, or distributors need territory-scale activation: funnels with bars, coverage, distributor ops."
triggers: ["reseller activation funnel", "channel coverage plan", "distributor ops", "sell-through read", "growth tier development plan", "quoting SLA", "registration margin kicker"]
version: "1"
---
# Scale the partner channel
Use this when resellers, managed service providers (MSPs), or
distributors need territory-scale activation. Start from the reseller,
MSP, and distributor set, the territories, the quoting and registration
tooling, and the lead feedback loop.
## Run the activation funnel per tier
Recruit, enable, first deal, repeat — with conversion bars and time bars
between the stages: first registration by week 12, first close in weeks
10 to 16, a repeat deal by week 16.
A tier missing its bar gets a dated rescue play with an owner. It does
not get a lower bar.
Grade enablement on engaged individuals — representatives and sales
engineers trained and attached to real opportunities — never on signed
logos.
## Set the territory coverage plan
Coverage by geography and segment, the named gaps, and the attach motion
per gap.
Map the market-entry gates — licensing, data, tax, employment — before
any new-territory date is written down. An uncleared gate keeps the
territory in the plan and out of the forecast.
## Run distributor operations
- A quoting SLA, and a registration follow-up cadence: approval inside
two business days, a 90-day protection window renewable on activity,
expiry tracking with alerts, and a documented overlap-dispute rule.
- A split-margin kicker for registration — a base margin plus a
registration kicker, for example 20 plus 10 of 30 — so the split forces
compliance at no extra cost, with partner-sourced deals timestamped by
the registration itself.
- A lead-list feedback loop: what converted, what was junk, what changes
next cycle.
- Sell-through reads per distributor.
Flag stale quotes, unworked leads, and registrations with no activity
behind them.
## Write growth-tier development plans
The named plays that move a growth partner to strategic, each with a bar,
an owner, and a date.
## What you hand back
The funnel read with its bars, the coverage plan with its gates, the
distributor operations checklist state, and the development plans.
## Fallbacks
No distributor data means starting from their exports reconciled against
ours, with each number labelled by its source. No territory map means
drafting one from CRM history, marked INFERENCE.
Territory commitments and anything partner-facing wait for your yes.