How should I develop my channel partners?

Individually. There is no “cookie cutter” for channel partner development. Each channel partner is different, and strives to be so. Each one is managed differently, requiring a different approach to each management team. Each partner has sales professionals with unique personalities that must each be managed differently. Channel management needs to learn each partner’s strengths to help maximize them. They must also learn how they can help each partner overcome their individual weaknesses. True channel partnerships are built on mutual respect and admiration. True channel leaders must be able to handle both sides of that equation skillfully.