Channel Readiness Assessment | The Channel Advisors
Channel Readiness Assessment
Discover where your channel program stands in the Technology Solutions Distributor ecosystem. 26 questions. 5 minutes. Full report by email.
Introduction0%
Is Your Channel Program Built to Win in the Technology Solutions Distributor Channel?
This is the only channel readiness framework built specifically for suppliers operating in the Technology Solutions Distributor ecosystem. It is built on the Channel 2.0 Methodology and informed by TCA's work with dozens of suppliers across Telarus, Avant, Intelisys, Bridgepointe, Sandler, AppDirect, and beyond.
Answer 26 questions to the best of your ability. We will send you a full report by email showing your maturity level, a score breakdown by category, and what should be your top priorities in building your channel program.
Level 1
Proof of Concept
Direct sales understanding and foundation
Level 2
Channel Sourced
Technology Advisor activation and field infrastructure
Level 3
Channel Influenced
Technology Solutions Distributor embedding and win-rate proof
Level 4
Ecosystem Dominant
Category leadership in the Technology Solutions Distributor channel
Level 1
Proof of Concept
Your direct sales foundation and readiness for the Technology Solutions Distributor channel.
Question 1 of 26
Do you have a documented, end-to-end sales process that your team consistently follows?
Question 2 of 26
Can you report baseline sales metrics on your direct sales including win rate, pipeline value, time to close, and average contract value from your CRM on at least a monthly basis?
Question 3 of 26
Do you have a documented Ideal Customer Profile (ICP) that both your Sales and Marketing teams actively use?
Question 4 of 26
Is your annual customer churn rate below 2%, and can you demonstrate it with data?
Question 5 of 26
Is your partner commission structure evergreen? This means you pay the Technology Advisor every time your customer pays you, for the full lifetime of the customer, regardless of any changes to distributor agreements or internal staffing.
Question 6 of 26
Do you maintain strict price parity between direct sales and your indirect channel so partners are never undercut on the same deal?
Level 2
Channel Sourced
Your infrastructure for recruiting, activating, and supporting Technology Advisors at scale.
Question 7 of 26
Do you have a structured partner referral and deal registration process that Technology Advisors can use without friction?
Question 8 of 26
Do you have a funded MDF (Market Development Funds) program designed specifically for the channel to support marketing and business development through your Technology Advisors?
Question 9 of 26
Do you have dedicated sales employees whose sole focus is finding and onboarding Technology Advisor partners? This means individuals who are not carrying a dual role that also includes managing direct customers.
Question 10 of 26
Do you have dedicated Channel Solutions Engineers who support Technology Advisor-led pre-sales calls, independent of your direct sales engineering team?
Question 11 of 26
Do you have a documented partner onboarding process with defined milestones and service level agreements from signed agreement to first sale?
Question 12 of 26
Do you have a public Rules of Engagement policy that defines how channel conflict is resolved when a direct rep and a Technology Advisor are working the same account?
Question 13 of 26
Are partner commissions paid with 99%+ accuracy, on time, and are disputes resolved within 72 hours?
Question 14 of 26
Can you recruit and activate new Technology Advisors through direct outreach and playbooks, without depending solely on Technology Solutions Distributor events or MDF programs?
Level 3
Channel Influenced
How deeply you are embedded in the Technology Solutions Distributor ecosystem and how well partners drive real outcomes.
Question 15 of 26
Do you hold standardized Quarterly Business Reviews (QBRs) with your top Technology Advisors, covering pipeline, MDF performance, joint go-to-market plans, and structured feedback on your organization, your processes, and areas where you should improve?
Question 16 of 26
Can you demonstrate a measurably higher win rate on deals where a Technology Advisor is involved compared to direct-only sales?
Question 17 of 26
Do you maintain active, contracted relationships with one or more Technology Solutions Distributors with signed agreements, regular executive cadence, and documented outcomes?
Question 18 of 26
Are you actively co-mapping target accounts and Technology Advisor prospects with Technology Solutions Distributor Regional Channel Directors or Regional Vice Presidents?
Question 19 of 26
Do you have clear, documented separation between your direct sales team and your channel team with defined rules of engagement that eliminate overlap? Or do you operate a formal channel integration model where both direct and channel representatives are equally compensated on the same deal?
Question 20 of 26
Do you budget and track Technology Solutions Distributor-level event sponsorship separately from Technology Advisor-level MDF that drives end-user demand generation?
Question 21 of 26
Do you complete formal business strategies with your top Technology Advisors that include tactical execution plans with specific dates, clearly defined outputs, and quarterly reviews to hold both sides accountable?
Level 4
Ecosystem Dominant
The markers of a program that Technology Solutions Distributors actively promote and Technology Advisors compete to sell.
Question 22 of 26
Do you have a named executive owner for the Technology Solutions Distributor motion and hold quarterly executive-level QBRs with your strategic Technology Solutions Distributor partners?
Question 23 of 26
Is your entire organization aligned so that every department understands the role of the Technology Advisor and keeps them informed and involved throughout the full customer lifecycle including quote, order, install, commissions, and renewal?
Question 24 of 26
Do you have signed joint business plans with your top Technology Advisors that are reviewed and updated quarterly with defined revenue targets?
Question 25 of 26
Is your organization actively pursuing mergers and acquisitions or joint go-to-market strategies with other suppliers in the channel to expand your reach and accelerate growth?
Question 26 of 26
Are you actively tracking at least 3 of the following 6 key performance indicators on a monthly basis as part of your channel program management?
Total Active PartnersTechnology Advisors who have submitted at least one deal in the last 90 days
Partner Sourced RevenueChannel-originated revenue as a percentage of total company revenue
Average Time to First Partner DealNumber of days from Technology Advisor onboarding to their first closed deal
Partner Churn RateTechnology Advisors who went inactive or disengaged over the last 12 months
MDF ROITotal revenue generated for every dollar of Market Development Funds invested
Channel Manager Activity IndexOutreach, meetings, and enablement activities logged per channel manager per month
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Your Maturity Level
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Overall Score
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Full report on its way to your inbox.
Your score by level
Level 1: Proof of Concept
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Level 2: Channel Sourced
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Level 3: Channel Influenced
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Level 4: Ecosystem Dominant
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What this free report doesn't cover
Your answers are self-reported. They have not been independently verified.
This assessment measures 26 of the 74 items in TCA's full Channel Readiness rubric.
Cultural alignment with the broker-first ethos of the TSD channel requires human judgment and is not scored here.
Next Step — Recommended
The Channel Program Audit
Independent, credential-grade assessment against every item in TCA's Channel Readiness rubric. Built on the same methodology that powers the Channel Certified credential.
74-item deep discovery across 8 categories — independently verified, not self-reported
Construction-ready gap report with prioritized remediation (must-fix / should-fix / watch)
90-minute guided discovery session and a 30-minute walkthrough with Kameron Olsen
100% credited toward Phase 2 construction work if you proceed
Your responses flagged a foundation item that needs attention before a full audit would produce value. The fastest path forward is a free 30-minute call with Kameron to walk through the specific fix, why it matters more than any channel investment right now, and what the sequence looks like from here.