SEA Channel Playbook: Distributor Onboarding Checklist

Distributor onboarding is won or lost in the first 14 days. If the partner cannot quote, demo, and answer basic compliance questions quickly, the first batch of leads will be wasted.

Below is a field-tested checklist for SEA markets (SG/MY/TH/VN/ID/PH), based on Omnitrust's direct experience with channel partners in the region.

1) Commercial setup

- Pricing structure: MSRP, distributor price, project price, and deal registration rules

- Minimum order quantity (MOQ) and lead time per SKU category

- Incoterms, payment terms, and warranty policy

- Regional exclusivity and territory rules (if any)

2) Enablement pack (the "first week survival kit")

- Product catalog PDF + SKU list (with clear naming)

- Datasheets: power, protocol, certifications, wiring, and installation notes

- Demo scripts: 15-minute "hero demo" + 45-minute project demo using Omnitrust Gateway and panels

- FAQ: common objections and technical answers

3) Operational readiness

- Support channels: WhatsApp group / ticket email / escalation process

- RMA process: how to identify SKU/serial, what logs/photos are required, expected turnaround

- Spare parts recommendation for installers

- Firmware update policy and release notes format

4) Marketing & lead routing

- Standard UTM naming: utm_source / utm_medium / utm_campaign

- Lead form fields: intent (pricing/catalog/sample/integration), project timeline, region

- SLA: response within 2 hours for qualified leads, within 24 hours for the rest

5) Success metrics

- Week 1: first demo booking and internal training completion

- Week 2: first pilot order or first project quote sent

- Month 1: repeat orders, conversion rate, and churn reasons

The Omnitrust partner portal provides a self-service onboarding dashboard that tracks progress across all five dimensions. If you want the simplest implementation path: standardize the enablement pack + lead routing first.

Evidence boundary: the figures and examples in this article are planning references based on internal project templates, partner enablement material, or anonymized deployment notes. They should be confirmed against the latest SKU datasheets, certification files, installation records, and commercial quotation before being used as a contractual commitment.