This questionnaire is designed to look beyond your partners sales numbers, but to their level of Trust.

1. Channel Trust
Vendors are forever profiling and segmenting their partners by size, profitability or
region. This questionnaire is designed to look beyond the numbers to one of the key
drivers of sales performance - your partners' level of trust.
Score your company for the following, through the eyes of a particular group of
channel partners. What three specific things could you do to improve matters?
Answer these questions Score 1-10 What can you do to improve?
Honesty: Are you perceived as a
company that keeps its word?
Competence: Do they believe you
are capable of delivering?
Benevolence: Do they believe you
have their interests at heart?
Bilateral communications: Do your
partners have a real opportunity for
input?
Correctability: Is there an appeals
process, and does it work?
Consistency: Do you follow the
same policies and programmes?
Explanation: Do you take the time
to explain the rationale for any
changes?
Interactive justice: Do you show
respect?
Local knowledge: Do you take the
t t u d rtn tep r e’
i o n es d h at r
me a n s
problems & how they see the
world?
It would be interesting to get your colleagues to answer it as well. The results should
serve as a useful basis for a discussion of account management. You can also use
the questionnaire to canvass the opinions of your partners.
Channel Dynamics Pty Ltd ABN: 94 111 573 605
Level 31, ABN AMRO Tower, 88 Phillip Street, Sydney NSW 2000 Australia
T: +61 (0)2 8211 0664 F: +61 (0)2 8211 0555 W: www.channeldynamics.com.au