TELLUS Channel Alignment Workshop


The change from a traditional one-time licensing model to a recurring revenue model can be challenging for a software vendor. Questions such as change in cash flow, sales model, and channel structure will require the management to create a new business model that supports this change. While the Cloud creates new opportunities, the operational changes can be significant and thus need to be planned well in advance.


TELLUS Channel Alignment Workshop is a highly interactive three-stage workshop model with channel capabilities assessment and review of the channel development program to effectively align and execute with the optimal channel partner profile defined during the workshop.


  • Do you need to optimize and analyze your current channel?
  • Do you know what your optimal channel partner looks like in your cloud and App business?
  • Do you want to ensure your channel partners' business model aligns with yours?
  • Do you want to understand current best practices better when building a channel?
  • Do you want to define roles and responsibilities for your organization, the channel, and the end-user organization?
  • Do you know how to manage channel conflicts in the cloud and App business?
  • Do you have the needed information on channel marketing best practices?


  • Live interviews by TELLUS representatives of the stakeholders in channel development initiatives.
  • Preparation and facilitation of workshop by senior TELLUS consultant.
  • Workshop summary report of pre-study, workshop, and post-analysis phases.
  • Channel Business Model Canvas with activities list.
  • Education of best practices in the channel development field when running a Cloud and App business.


TELLUS workshops are highly interactive, and we use modern digital tools such as virtual whiteboard to build the story of your solution. Every participant in the workshop can contribute to a successful outcome. The digital environment allows the participants to continue the work after the workshop sessions using the Mural whiteboard environment.


TELLUS uses industry-standard business modeling frameworks in its workshop deliveries. We have analyzed and viewed hundreds of business models over the past 18 years. We have worked with different types and sizes of organizations from various industries. The common denominator of our customers is that it includes software in different forms. 


TELLUS workshop is based on a well-defined process that enables the workshop team to achieve predictable results and compare results from different solution scenarios. Our clients will learn best practices in building a software business or defining a solution offering. Our approach is based on a repeatable process our customers can adopt in their business execution.


TELLUS conducts research in software business and ecosystems. We believe in continuous learning and follow the research in multiple areas that benefit our customers. The research also benefits TELLUS workshop models through continuous improvement. We continue refining and combining different frameworks that benefit our customers.