Channel Ready AE™ · Dry-Run SetupStart Here
Before You Begin · Who Holds What
Set the table. Then start the deck.
Presenter
Carl
§A Facilitator Guide + the presenter sheets. Reads the scripts, drives this deck.
In the seat
Natalie
§B Participant Binder + 6 cheatsheets. Plays the AE — opens to the page each sheet names under "Participants have open."
Set aside
Not used live
§C Manager Kit · §D AE Pre-Survey. Post-event and pre-work — reference only tonight.
Laptop on this deck → press F for fullscreen → advance with → / Space. After Day 1, swap seats and open the Day 2 deck.
Channel Ready AE™ · Day 1 of 2Carl · 08:30 AM
Channel Ready AE™ · Boot Camp · Day 1
Two half-days from partner-capable.
One 30-day action plan you present to your manager before you walk out. Eight hours of building to back it.
Channel Ready AE™ · Day 1 · Hour 1Carl · 08:35
Hour 1 · Open & Diagnose
Your AEs carry a partner number. No one gave them the operating system.
- Partner activity is random — no shared target list, no fit filter
- Deal registrations come in late or against active direct deals
- Managers can't inspect what they can't see
Channel Ready AE™ · Day 1 · Hour 1Carl · 08:45
Hour 1 · Diagnose
Where are you reactive with partners today?
Open your workbook to page 02. Write one paragraph: where partner motion is happening to you, not by you.
▸ Workbook · Page 02 · Current-State Diagnosis
Channel Ready AE™ · Day 1 · Hour 2Carl · 09:30
The Operating Framework
TRACE is the language managers can inspect.
Five letters. Five questions a manager will ask of any deal, any week.
Channel Ready AE™ · Day 1 · Hour 2Carl · 09:40
Target · Register · Align · Co-sell · Expand.
The five stages every partner deal moves through. Each one is inspectable. Each one produces an artifact.
Channel Ready AE™ · Day 1 · Hour 2Carl · 10:00
Walk One Deal
Map one live opportunity across all five stages.
Pick a real deal. Plot it T → E. Flag the stage that's broken.
Artifact 02
TRACE Deal Map
One opportunity walked across all five stages, broken stage flagged. Workbook page 03.
Channel Ready AE™ · Day 1 · Hour 3Carl · 10:45
T · Target
Which partner–account pairs deserve this AE's time, this quarter?
Channel Ready AE™ · Day 1 · Hour 3Carl · 11:00
The Partner Fit Filter
Score each pair. Cut the dead weight.
- Named partner rep with capacity, not a logo
- Account where the partner already has access
- Deal timing within your committed quarter
- Both sides willing to attach a deal-reg
Channel Ready AE™ · Day 1 · Hour 3Carl · 11:15
Working Exercise · 20 min
Build your target list — 5 to 10 pairs, scored.
Real names. Owners attached. Scored by fit, urgency, and pipeline potential.
Artifact 01
Partner Account Target List
Workbook page 04. The list every 1:1 will reference for the next 30 days.
Channel Ready AE™ · Day 1 · Hour 4Carl · 12:00 PM
R · Register
Is the deal registered cleanly, on time, and free of conflict?
Channel Ready AE™ · Day 1 · Hour 4Carl · 12:15
The Cost of Messy Reg
Margin gets eroded in escalations the AE could have caught upstream.
- Late reg → conflict with active direct deals
- Vague reg → partner-of-record disputes at close
- No customer named → can't enforce protection
Channel Ready AE™ · Day 1 · Hour 4Carl · 12:30
Working Exercise · 30 min
Build the quality bar together.
The room defines the deal-reg checklist. The manager keeps a copy.
Artifact 03
Deal-Reg Quality Checklist
8-point bar. Workbook page 05. Submitted regs must clear it before they leave the AE's desk.
Channel Ready AE™ · Day 1 · CloseCarl · 12:55
End of Day 1
Day 1 produces three artifacts. Day 2 executes against them.
- Target list — page 04
- TRACE deal map — page 03
- Deal-reg quality checklist — page 05
Bring them back tomorrow. Day 2 turns them into commitments.
Channel Ready AE™ · Day 1 · CloseCarl · 01:00 PM
See You Tomorrow
Half done. Half to go.
Day 2: Align, Co-sell, Expand. The 30-day action plan you defend in front of your manager.
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