Channel Readiness Assessment | The Channel Advisors
The Channel Advisors
Channel Readiness Assessment
Discover where your channel program stands in the TSD ecosystem. 25 questions. 5 minutes. Full report by email.
Introduction0%
Is Your Channel Program Built to Win in the TSD Channel?
This is the only channel readiness framework built specifically for suppliers operating in the Technology Services 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, and beyond.
Answer 25 questions honestly. You will receive a full report by email showing your maturity level, a score breakdown by category, and your top priorities.
Level 1
Proof of Concept
Commercial and sales foundation
Level 2
Channel Sourced
TA activation and field infrastructure
Level 3
Channel Influenced
TSD embedding and win-rate proof
Level 4
Ecosystem Dominant
Category leadership in the TSD channel
Level 1
Proof of Concept
Your sales foundation and commercial readiness for the TSD channel.
Question 1 of 25
Do you have a documented, end-to-end sales process that your team consistently follows?
Question 2 of 25
Can you report baseline sales metrics — win rate, pipeline value, time-to-close, and average contract value — from your CRM on at least a monthly basis?
Question 3 of 25
Do you have a documented Ideal Customer Profile (ICP) that both your Sales and Marketing teams actively use?
Question 4 of 25
Is your annual customer churn rate below 2%, and can you demonstrate it with data?
Question 5 of 25
Are your partner commissions evergreen — meaning they survive termination of a TSD agreement and cannot be clawed back after a Trusted Advisor books business with you?
Question 6 of 25
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 Trusted Advisors at scale.
Question 7 of 25
Do you have a structured partner referral and deal registration process that Trusted Advisors can use without friction?
Question 8 of 25
Do you have a funded SPIFF program designed specifically for Trusted Advisors, separate from your standard commission structure?
Question 9 of 25
Do you have dedicated Channel Solutions Engineers who support TA-led pre-sales calls, independent of your direct sales engineering team?
Question 10 of 25
Do you have a documented partner onboarding process with defined milestones and SLAs from signed agreement to first sale?
Question 11 of 25
Do you have a public Rules of Engagement policy that defines how channel conflict is resolved when a direct rep and a TA are in the same account?
Question 12 of 25
Are partner commissions paid with 99%+ accuracy, on time, and are disputes resolved within 72 hours?
Question 13 of 25
Can you recruit and activate new Trusted Advisors through direct outreach and playbooks, without depending solely on TSD events or MDF programs?
Level 3
Channel Influenced
How deeply you are embedded in the TSD ecosystem and how well partners drive real outcomes.
Question 14 of 25
Do you hold standardized Quarterly Business Reviews (QBRs) with your top Trusted Advisors, covering pipeline, MDF performance, and joint go-to-market plans?
Question 15 of 25
Can you demonstrate a measurably higher win rate on deals where a Trusted Advisor is involved compared to direct-only sales?
Question 16 of 25
Do you maintain active, contracted relationships with one or more TSDs — with signed agreements, regular executive cadence, and documented outcomes?
Question 17 of 25
Are you actively co-mapping target accounts and TA prospects with TSD Regional Channel Directors or RVPs?
Question 18 of 25
Do your direct sales reps receive compensation credit for closing TA-sourced deals, eliminating internal channel conflict?
Question 19 of 25
Do you budget and track TSD-level event sponsorship (portfolio access fees) separately from TA-level MDF that drives end-user demand generation?
Question 20 of 25
Do you complete formal account mapping with your top TAs and maintain active joint go-to-market plans with defined target accounts and timelines?
Level 4
Ecosystem Dominant
The markers of a program that TSDs actively promote and Trusted Advisors compete to sell.
Question 21 of 25
Do you have a named executive owner for the TSD motion and hold quarterly executive-level QBRs with your strategic TSD partners?
Question 22 of 25
Is your operational integration with TSD systems fully functional across the entire flow — quote, order, install, and commission?
Question 23 of 25
Do you have signed joint business plans with your top Trusted Advisors that are reviewed and updated quarterly with defined revenue targets?
Question 24 of 25
Do you have a programmatic response for TA mergers and acquisitions — a formal commission portability process when a TA consolidates or is acquired by another agency?
Question 25 of 25
Are you actively tracking Active vs. Dormant TA ratio, SPIFF dependency rate, and Channel SE utilization as standard monthly KPIs?
You are almost there.
Enter your information below. Your full Channel Readiness Report — including your maturity level, score breakdown, and top priorities — will be in your inbox within minutes.
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Your Maturity Level
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Want to walk through your results with someone who has built programs inside the TSD ecosystem? Book a free 30-minute strategy call with Kameron Olsen, Founder of The Channel Advisors.
