Guide to Channel Annual Operating Plans

A well-executed AOP demonstrates that the channel is a strategic growth engine, not a passive route to market.

A company’s third fiscal year is a time for planning — annual operational planning, to be exact. That’s when channel leaders and teams review performance data, examine a company’s strategy and direction, and refine partner programs and initiatives to ensure alignment with corporate objectives.

An AOP, like any other planning exercise, requires structure and discipline. It begins with preparation, a clearly defined process, and consistent guidelines for organizing and presenting information.