Channel marketing strategy takes into consideration two things - who we are targeting, i.e., customers and why are we partnering, i.e., channel resellers. When considering who we are targeting, many factors have to be kept in mind, such as the basics of demographic size, industry, type of company, and available titles. Following this, we can move on to building out personas, figuring out who we are targeting from a personal standpoint, and paying close attention to the company's size. In many cases, as part of a channel marketing strategy, there may be accounts that direct teams handle and accounts that need to be handled by the channel resellers. Any model can work; the importance is clarity for both the direct side and the channel side.